Jeff Heiney
@jeffheiney
I lead B2B SaaS sales teams to build pipeline, improve execution, and grow recurring revenue.
United StatesWhat I'm looking for
At Southern California News Group, I lead a seven-person sales development team driving account-based prospecting, pipeline generation, and qualified opportunities. Our work contributed to a 17% increase in SQL handoffs and $71,000 in incremental revenue.
Previously at Immuware, I led Account Executives and a Solutions Specialist to $1.9 million in new ARR, including multiple agreements above $250,000. I coach full-cycle SaaS selling through MEDDPICC qualification, executive alignment, deal strategy, forecasting, and closing.
I've also managed high-velocity and inside-sales teams at Bambee HR, Ecosense Lighting, and Prime Focus Technologies, building playbooks, dashboards, coaching rhythms, and accountable sales cultures. I bring more than 22 years of sales experience and a customer-focused approach to developing people and improving revenue execution.
Experience
Work history, roles, and key accomplishments
Manager, Sales Development
Southern California News Group
Feb 2024 - Present (2 years 7 months)
Lead a seven-person sales development team, contributing to a 17% increase in SQL handoffs and $71,000 in incremental revenue. Develop target-account strategies, Salesforce cadences, and coaching priorities.
Sr Sales Manager
Immuware
Feb 2023 - Dec 2023 (10 months)
Led four Account Executives and one Solutions Specialist, generating $1.9 million in new ARR. Applied MEDDPICC to strengthen qualification and forecast decisions.
Sr Sales Manager
Bambee HR
Feb 2022 - Jul 2022 (5 months)
Managed five Senior Account Executives, improving weekly attainment from 83% to 86%. Coached sellers on consultative sales and closing against a $500,000 monthly revenue target.
Sales Manager
Ecosense Lighting
Feb 2018 - Jan 2022 (3 years 11 months)
Led a 14-person inside-sales and customer-service organization, achieving 101% of quota in 2019, 83% in 2020, and 99% in 2021. Implemented HubSpot, Zendesk, SiSense, and NetSuite workflows.
Manager, Inside Sales
Prime Focus Technologies
Jan 2017 - Oct 2017 (9 months)
Led inside-sales execution and strategic account initiatives, helping achieve 100.3% against an $11 million annual revenue goal. Implemented KPI dashboards and pipeline reviews.
Education
Degrees, certifications, and relevant coursework
University of Phoenix
Bachelor of Science, Business Management
Bachelor of Science in Business Management from the University of Phoenix, completed in June 2009.
Sandler Salesway Training
Sandler Salesway Training, Sales Training
Completed Sandler Salesway Training in May 2009.
Tech stack
Software and tools used professionally
Availability
Location
United StatesAuthorized to work in
Skills
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