Entry: 2025-12-10

Go-to-Market Sales Manager

Key Accomplishments

Situation: The team was scaling rapidly and needed a way to onboard new reps and make them productive as quickly as possible.
Task: To create a fast and effective onboarding program for new hires.
Action: Co-developed and designed a 2-day fast-track training program that was built to be iteratively improved based on data from common objections.
Result: Reduced new hire ramp time by 60% from a full week to just two days.

Situation: The initial sales process was spending too much time on leads who were ultimately ineligible for the tax credit.
Task: To refine the sales process to disqualify ineligible leads faster, thereby accelerating the overall sales cycle.
Action: Coached the sales team on how to quickly identify and disqualify ineligible leads based on a deep understanding of FFCRA tax code regulations.
Result: Accelerated the sales cycle by 32% by ensuring sales reps focused their time on high-potential, eligible leads.

Situation: To scale the team quickly and cost-effectively, the company decided to pilot its first offshore team.
Task: To act as the hiring manager and successfully launch the company’s first offshore team in Jamaica.
Action: Conducted interviews and scaled the team from 8 to 15 representatives, successfully hiring, onboarding, and managing a 7-person offshore team.
Result: Scaled the new sales division by 87% in under 5 months and reduced cost-per-rep by 50%.

Situation: With a growing team, leads needed to be distributed equitably and efficiently to ensure timely follow-up.
Task: To manage the lead flow and distribution process within Salesforce.
Action: Managed the technical process of lead flow and distribution within Salesforce, ensuring the “Speed to Lead” round-robin system was functioning correctly.
Result: Ensured equitable and timely lead follow-up, maximizing the opportunity of every inbound lead.

Situation: To manage the new team effectively, a system was needed to track KPIs and analyze the sales funnel, but no official BI resources were yet available.
Task: To build a performance management system from scratch using available tools.
Action: Built the team’s entire performance management system in Google Sheets, using the Salesforce Connector to pull in data.
Result: Created a robust, real-time performance management system that provided full visibility into the sales funnel enabled data-driven coaching.