Tom M

Boosted sales yields in SMB, Mid-Market, Enterprise, Strategic, and Global channels across all regions, driving revenue growth. Increased sales results in a global B2B SaaS company by 18% through a structured GTM strategy, optimizing sales structure, creating a sales playbook, and facilitating sales training.

Developed and implemented sales enablement programs for a globally distributed sales team of 3,000 members across APAC, LATAM, EMEA, and North America. Increased global account penetration through the implementation of an account planning initiative across various sales teams that included embedding the structure in Salesforce.com.

Established a global sales enablement and training function by hiring a team to support roles across APAC, LATAM, EMEA, and North America, enhancing regional sales capabilities. Increased adoption of Highspot by 35% through the creation of a demo portal that enabled the sales team to create value-based custom demos.

Reduced new hire ramp time by 17% by developing and implementing a sales onboarding program that included a management coaching component. Created a two-year sales career path and certification program for new graduates progressing from entry-level BDR to Account Manager.

Enhanced selling time and reduced new hire ramp-up time for a 2,000-member sales team within a global employer services company, leading to improved sales performance and faster integration of new hires. Conducted sales training, team selling strategies, management development, and DISC behavioral training for a global financial services firm, resulting in improved team collaboration and increased

Grade: 4.0

Studied Supply Chain Operations Management and Business Administration. Achieved a perfect GPA, demonstrating strong academic performance in both disciplines.

Grade: 4.0

Completed a program focused on the strategic aspects of sales force management. Gained insights into optimizing sales team structures and enhancing their effectiveness for competitive advantage.