JEFF WARTMAN

LogicMonitor | Manager, Business Development | March 2022 - January 2024

Management of 8-10 BDRs covering all of Enterprise West.
Upleveled talk track from feature/function pitch to a value selling consultative process.
Exceeded revenue targets each quarter in seat.
Team sourced $35 million of net new pipeline in CY2024.
Implemented new "Rhythm of Business" weekly BDR schedule
Forecasting of top of funnel BDR sourced pipeline to senior leadership.

Pure Storage | Manager, Sales Development | June 2020 - March 2022

Management of 10 SDRs across Commercial and Enterprise segments
Team quota: FY22 Q4: 132%, FY22 Q3: 101%, FY22 Q2: 114%, FY22 Q1: 158%
Forecasting quarterly team performance, including managing pipeline and revenue.
6 SDR promotions into closing sales roles

Billtrust | Senior Manager, Account Development | June 2019 - March 2020

Management of 12 Account Development Representatives across strategic accounts.
Implemented new outbound sales prospecting cadences which resulted in a 30% sustained lift.
Built and executed BDR ABM strategies, including physical gift logistics and playbook
Exceeded team goals each quarter.

Intercom | Sales Manager | March 2018 - May 2019

Hired as the first sales leader in the Chicago office. Scaled from zero to 12 SDRs.
Built outbound prospecting process and playbook, including global Rules of Engagement
Refined handoff process and worked cross functionally to ensure best-in-class customer experience.
Exceeded closed-won ARR goal

Salesforce | February 2014 - March 2018

Manager - Business Development Reps | Feb 2017 - March 2018

Led a team of 10 Enterprise Business Development Reps, who cold prospect for new business
$100M in total approved pipeline dollars.

Account Executive | February 2014 - February 2017

Responsible for a geographic book of business, selling products across the Salesforce ecosystem to companies across different verticals.
As the Core AE on strategic accounts, utilized team selling. Worked with use case specialists and SMEs to ensure customer value.
Advanced training in Sandler Sales process.
FY2017 - Achievers Club award for recognition as among the top quota overachievement