Michelle Luna

Directed SDR functions across Healthcare and Higher Education, driving pipeline growth, operational efficiency, and team performance at scale. Built and scaled a high-performing SDR organization, driving $8.1M in pipeline generation and enabling $2.2M in closed-won revenue in 2025.

Formulated a standardized Sales Playbook and repeatable Sales Process/Procedure for Account Executives and Sales Development representatives. Monitored and analyzed sales team members, created reports and dashboards within HubSpot to improve visibility for leadership.

Formulated a standardized Sales Playbook and repeatable Sales Process/Procedure for Account Executives, and created processes with Marketing, SalesOps, Customer Success, and Product to increase customer satisfaction and revenue. Maximized sales velocity from 2 weeks to 3 business days and grew the AE sales team from 4 to 20 personnel.

Recruited, hired, and trained top-performing talent, growing the inbound SDR team to 10 representatives and driving lead conversion from 15% to 80%. Assembled a 20-person outbound BDR team and managed six campaigns simultaneously.

Conceptualized, developed, and launched a fully integrated online website and created an innovative vendor reservation and payment system. Progressively accelerated annual profits by 20% year-over-year through online presence and advertising campaigns.

Began employment as a Sales Development Representative and quickly received a promotion to SDR Manager due to effective research and analysis skills. Conducted industry research and provided insight when handing off deals to Account Executives.

Recruited, hired, and trained top-performing talent, growing the inbound SDR team to 6 representatives and driving lead conversion from 10% to 95%. Assembled a 20-person outbound BDR team and managed multiple campaigns.

Formulated a standardized Sales Playbook and repeatable Sales Process/Procedure for Account Executives, maximizing sales velocity from 6 weeks to 9 days and increasing close rate from 12% to 28%. Created a mentorship program and grew the AE sales team from 4 to 20 personnel.

Began employment as a temporary part-time employee and quickly received a promotion to an SDR role due to effective research and analysis skills. Conducted industry research and built a sales development platform, revamping the sales process and boosting revenue.

HubSpot Administrator certification completed from 2022 to 2026.

Salesforce Administrator certification completed from 2016 to 2019.

Certified Horticulture Technician program at Texas A&M University.