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Matthew Morin

@matthewmorin

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Business development leader at Schoox who rebuilt the BDR team and grew outbound pipeline 160% month-over-month.

United States

Message

At Schoox, I rebuilt the BDR team after major organizational turnover, hiring and onboarding four new BDRs. The team generated 153 pipeline opportunities, and outbound-sourced pipeline volume grew 160% month-over-month by August 2026.

I partnered with Marketing Leadership to launch a GPT-powered prospecting tool and directed vendor strategy across Demandbase and Gong Engage. Previously, I rebuilt BDR teams at Bevi and InsightSquared, where I also developed playbooks, coached reps, and helped hire and train BDRs.

Experience

Work history, roles, and key accomplishments

Current

Senior Director, Business Development

Current

Schoox

Dec 2025 - Present (10 months)

Rebuilt the BDR team from near-total attrition, hiring and onboarding four new reps within five months. Directed pipeline generation strategy, producing 153 pipeline opportunities (~$5.9M ACV) and growing outbound-sourced pipeline volume 160% month-over-month.

BDR Team Building Outbound Strategy Pipeline Generation Salesforce DemandBase Gong AI Powered Prospecting GPT Based Tools Cross functional Alignment Hiring Onboarding Remote Team Management

Senior Manager, BDR Team

Bevi

Jan 2021 - Dec 2021 (11 months)

Rebuilt the BDR function from the ground up following pandemic-driven shutdown. Used internal data to inform new outbound process, personally cold called, and hired and trained five new business development reps.

BDR Team Building Outbound Processing Cold Calling Data Analysis Hiring Training Territory Management

Business Development Contractor

Zabble

Jan 2020 - Dec 2020 (11 months)

Supported early-stage outbound prospecting and pilot program development to measure waste and landfill diversion metrics.

Outbound Prospecting Pilot Projects Waste Metrics Waste Diversion

Director, Business Development Team

InsightSquared

Jan 2019 - Dec 2019 (11 months)

Surpassed second-half business development goals by 33%. Built individualized coaching plans for each rep and co-designed the BDR pipeline creation plan. Rebuilt team structure to target Commercial, Enterprise, and Staffing markets and authored the first playbook, objection guide, call script, and FAQ for a newly acquired product line.

BDR Management Coaching Pipeline Planning Team Structure Playbooks Objection Handling Call Script Development Hiring Training Promotion

Manager, Business Development Team

InsightSquared

Jan 2016 - Dec 2016 (11 months)

Designed and executed onboarding and ramp plans for new hires. Exceeded full-team opportunity goal for five consecutive months, leading all manager cohorts. Co-designed the BDR promotional path program and outbound campaigns, including new Outreach sequences.

Onboarding Ramp Plans Opportunity Goals BDR Promotion outreach campaigns Outreach Recruitment University Partnerships

Business Development Representative

InsightSquared

Jan 2015 - Dec 2015 (11 months)

Exceeded daily activity metrics and monthly opportunity goals, reaching 160% of appointment-setting goal prior to promotion. Promoted from SMB to Mid-Market segment after six months and exceeded goals three consecutive months by 30% following the move.

Appointment Setting Opportunity Goals SMB Mid Market Peer Coaching Sandler Methodology Challenger Sales Methodology

Senior Manager, Sales

Zoe Marketing, LLC

Jan 2013 - Dec 2013 (11 months)

Hired and trained new sales representatives, shortening new-hire ramp time from one month to two weeks. Designed outbound calling playbooks for new accounts and managed exclusive enterprise partnerships and off-site client meetings.

Hiring Training Ramp Up Time Reduction Outbound Calling Playbooks Enterprise Partnerships Client Meetings

Director, Sales & Business Development

Zabble

Jan 2023 - Present (3 years 9 months)

Sourced 9 net-new customers within the first year and authored a sales playbook establishing a repeatable process for prospecting, lead sourcing, qualification, and discovery/demo calls. Piloted outbound campaigns into new verticals and coached the CEO on sales strategy.

sales playbooks Prospecting Lead Sourcing Qualification Discovery Calls Demo Calls outreach campaigns Cold Calling Sales Coaching

Education

Degrees, certifications, and relevant coursework

Hesser College

Bachelor of Arts, Graphic Design

Activities and societies: Best in Class: Senior Portfolio Project; Self-financed

Bachelor of Arts in Graphic Design with coursework in Advertising & Marketing, Advanced Creative Writing, and Sociology. Recognized with Best in Class for Senior Portfolio Project.