Corporate Finance Institute® (CFI)

California State University, Fullerton

Revenue Enablement Society

Member

RevOps Co-op

Network Expert

• Offering strategic solutions for startups looking to scale with an emphasis in business operations, go-to-market strategy, revenue operations, enablement, sales, and business development. 

• Assisting executive leadership to conduct market research, strategic planning, market positioning, business analysis, financial modeling, and talent development to drive revenue growth.

• Enabling revenue teams to analyze data, provide insights, optimize operations, enhance productivity through data-driven decision-making, track performance, generate reports, improve forecast accuracy, and implement CRM technology.

• Supporting sales and marketing to analyze markets, implement strategies, lead teams, coordinate activities, maintain sales processes, map territories & channels, launch lead generation campaigns, develop partnerships, craft compensation programs, and develop KPIs.

• Empowering customer-facing functions to manage projects and enhance performance through learning programs, training programs, creating presentations, conducting workshops, and implementing content management systems CMS / learning management systems LMS.

• Equip account owners and client success leaders to build relationships and ensure successful expansion and product adoption through strategies for onboarding, increasing customer satisfaction, and engagement.

NueOps

Founder & Executive Consultant

RevGenius

Driving growth and delivering exceptional customer value with SureCo's Enrollment Platform in the large group employee benefits market by cultivating key relationships with advisors, brokers, and consultant partners. 

Position Summary:
• Aligned cross-functional teams using project management & strategic planning frameworks to formulate and execute go-to-market (GTM) strategies for business-to-business, channel partnerships, and strategic partnerships.

• Managed corporate partnership relations, oversaw channel sales strategy, developed sales & partner enablement programs, and launched new business development initiatives. 

• Partnered cross-functionally with product, marketing, finance, operations, compliance, and executive leadership to create & manage budgets, profit and loss (P&L), SaaS unit economics, financial operating models, compensation structures, incentive programs, and pricing for product & service tiers. 

• Crafted sales methodology & business development playbooks, implementing & owning sales operations, enablement, customer lifecycle funnel stages, data analysis, key performance indicators (KPIs), executive reporting, revenue forecasting, pipeline reviews, SKOs, and M/QBRs.

• Directed recruitment, market segmentation, and national territory expansion, hiring & mentoring top-tier regional leaders & teams.

• Led by example as player-coach & subject matter expert with enterprise clients for technical pre-sales, C-Level decision-maker presentations, and technical post-sale customer relationships.


Results 🎯
• 600% increase in subscribers and 1200%+ growth in annual recurring revenue ARR
• 20x market footprint expansion and 7 national corporate partnership agreements
• 300% increase in qualified pipeline opportunities with 33% reduction in sales cycle
• 98% customer retention rate and 110% net revenue retention NRR
• 67% team growth and 78% decrease in team onboarding / ramp rate
• 67% reduction in RFP / RFQ fulfillment timeline

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SureCo

Vice President Sales & Business Development

Skills: Business Development · Leadership · Sales Management · Consulting · Relationship Building · Strategic Partnerships · Annual Planning · Go-to-Market Strategy · Cross-Functional Team Management

On Deck

Member | Sales & Business Development

Position Summary:
• Responsible for marketing, sales, customer success, and revenue operations teams leading four departments, 10 Managers, and over 55 employees.

• Leveraged agile frameworks & scrum methodology to execute the design, implementation, and adoption of revenue operations technology stack, overseeing CRM administration, database management, enablement tools, workflows & campaigns, and business intelligence platforms for predictable revenue forecasting.

• Crafted & facilitated Objective & Key Result OKR goals, key performance indicators KPIs & metrics, managed business objective MBO plans, standard operating procedures, quotas, compensation plans, and position criteria for over a dozen positions within the revenue teams.

• Led recruitment efforts and created content management & learning management systems CMS LMS to facilitate employee onboarding, talent development programs, and ongoing position-specific enablement sessions geared towards continuous improvement initiatives.


Results 🎯
• Inc. 5000 Fastest Growing Companies - Ranked #576 - 506% Growth
• 10% increase in average revenue per account (ARPA) and a 52% reduction in sales cycle
• 46% reduction in churn with increase of 180% positive customer engagement 
• 83% increase in lead response and 6% improvement of win rates

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Vice President of Revenue Operations

Position Summary:
• Recruited, trained, managed, and developed sales managers, account executives, sales enablement leads, and outsourced sales development teams.

• Managed operational and strategic initiatives by developing work plans, gathering and synthesizing relevant data, and leading analyses to create and distribute critical reports on performance measurements.

• Created sales methodology and process aligned with go-to-market strategy, leading training and team calibrations that promoted adoption and team success.

• Increased sales productivity with facilitation of application-based learning, sales readiness assessments, and KPI gamification.

• Built a repeatable and scalable sales program framework, presenting insights to executive leadership to obtain budget and resource allocation for optimizing sales processes through enablement tools and technology.

• Applied a RASCI Matrix model among sales and cross-functional collaboration to promote a culture of continuous improvement and innovation, encouraging collaboration, creativity, and accountability in achieving business goals.


Results 🎯
• Inc. 5000 Fastest Growing Companies - Ranked #229 overall & #53 in Regionals Pacific - 1,935% growth
• 125% increase in staff and 20% increase in sales productivity

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Sales Director

Position Summary:
• Acted as right hand to Sales Director as an experienced sales coach to mentor sales representatives and department leaders on the mechanics of the customer lifecycle, sales process, sales methodology, and qualification frameworks.

• Consistently led SureCo’s top-producing team of 8-10 sales representatives.

• Cultivated a culture of success through collaboration and innovation to develop training, guides, processes, best practices, and incentive programs.

• Created and maintained regular sales reports, dashboards, forecasts, and presentations for upper leadership.

• Responsible for player-coach role, exceeding team and personal production quotas. 


Results 🎯
• Drove production to scale organization from <$5M to $50M+ in annual recurring revenue ARR
• #1 sales team - four consecutive years
• Nurtured 5 account executives into leadership positions.

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Senior Sales Manager

Position Summary:
• Conducted outbound calls and managed inbound inquiries to generate new leads and acquire customers.

• Utilized CRM and sales enablement software to manage and record customer interactions and sales process steps.

• Built and maintained strong, long-lasting customer relationships to enhance customer retention and referrals.

• As the top sales performer, worked closely with sales leadership to train and develop staff in optimized sales techniques and enhanced customer satisfaction methods.


Results 🎯
• Top Producer & President’s Club Award Recipient 
• Exceeded quota by 200% and maintained the #1 customer referral rate at 25%

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Senior Account Executive

Skills: Communication · Negotiation · Problem Solving · Attention to Detail · Salesforce.com · Relationship Building

LIG Solutions: Members/Community/Markets

Account Executive

Skills: Communication · Problem Solving · Attention to Detail · Salesforce.com · Relationship Building

John Cullen