Becca Goodstein

First Sales Enablement hire who established a five-pillar enablement program and rolled out MEDDPICC and a new discovery method, improving demo alignment and GTM readiness; planned and executed a four-day company GTM kickoff. Built processes for Solutions Consultants and AEs to increase sales activation and consistency.

Established a five-pillar Sales Enablement program, partnered with Marketing Ops and Product to enable a PLG sales funnel, and designed AE and RM competency frameworks to streamline ramp and communication across revenue teams. Rolled out a GROW coaching model for revenue managers.

Built the first sales enablement function and team, introduced MEDDPICC, storytelling, and discovery methodologies, and launched Highspot as the single source of truth while managing value realization for sales tools (Gong, Outreach, Cognism).

Onboarded ~150 global Revenue employees and built a blended onboarding program with live training, self-paced curriculum, simulations, and certifications; managed product training and led annual Revenue Kickoff including a Shark Tank hackathon. Improved ramp speed and cross-team alignment for releases.

Oversaw onboarding across combined Revenue & Marketing teams by facilitating Field Academy and delivering self-paced curricula, simulations, and role plays to improve rep proficiency and alignment during organizational consolidation. Supported sustained revenue operations.

Built the Customer Success Enablement program from the ground up, including onboarding, ongoing training series, product training, tool alignment, and engagement initiatives to improve CS effectiveness and retention. Drove consistent enablement practices across CSM teams.

Served as an in-house SME on strategic planning and execution for implementation customers, supported late-stage new business to improve deal close time, and led onboarding and internal strategic projects training to boost adoption and retention.

Consulted early-stage tech startups on v1 sales processes, sales strategy, rep development, training, demo design, and go-to-market alignment; led HarperDB's sales team and optimized funnel and automation to accelerate revenue motion.

Led onboarding and ongoing development for Denver sales and customer success teams, designed training curriculum to improve cold calling, discovery, demo execution, and closing skills, and redesigned the North American demo process and sales strategy.

Managed strategic enterprise accounts (including Airbnb, T-Mobile, Uber, Tesla, Microsoft) and exceeded 100% renewal and new business quota five of five quarters; redesigned implementation process to reduce average timeline from 71 to 13 days.

Ensured service delivery and conducted renewal and new business interactions with senior executives, building long-term client relationships and growing accounts within a defined territory for the Strategy & Innovation practice.

Sold the Vocus Marketing Suite to SMB and middle-market customers, achieved 127% of annual quota, earned promotion to Middle Market, and was named to President’s Club. Conducted demos and sales calls across $5M–$200M ARR prospects.

Provided guest services for Washington Capitals events, supporting game-day operations and enhancing fan experience through direct customer engagement and problem resolution.

Served as Account Executive for the Washington Wizards, supporting client relations and sales initiatives for corporate partnerships and ticketing programs during the 2011–2012 season.

Activities and societies: Marketing minor; Entrepreneurship Capstone; Member of Pi Beta Phi sorority; awarded scholarship; studied abroad at the University of Cape Town (Fall 2010).

Bachelor of Arts in Political Science with a Marketing minor, completed in 2011 at Miami University (Farmer School of Business).