Start-Up Sales Executive
Resume:
Tricia Holliday, MBA
Innovative Sales Executive
Collaboration
Coaches Sales Teams to Consistently Exceed Targets
Transformation & Optimization
Orlando, FL
**************@*****.***
linkedin.com/in/triciaholliday
Professional Summary
Accomplished executive with a history of leveraging a strategic approach to revitalizing teams and partners, launching successful products, and propelling companies to the top. Proven track record in pioneering cutting-edge technologies and transformative processes to overcome complex challenges. Leader who thrives in mentoring and successfully guiding sales groups toward new heights.
Core Competencies
Pipeline & Forecast Management
Recruiting, Onboarding, & Professional Development
Team & Leadership Development
Sales Process Optimization & Implementation & Compensation Plan Development
Cross-Cultural Business Development
Partnership Development
KPI Creation
Contract Management & Development
New Product & GTM Development
New Logo Development
Client Success Management
SaaS & Emerging Technology
Enterprise Sales Leadership
Education
Master of Business Administration (MBA), Marketing, University of Phoenix, Maitland, FL
Bachelor of Arts (BA), International Business, Lake Erie College, Painesville, OH
Key Accomplishments
Results: $0 to $300M Annual Recurring Revenue (ARR), 3 market turn-arounds from worst-to-first, 4 early-stage start-ups and scale-ups, 4 new product and division launches, while surpassing revenue targets each year.
3 Market Turn-Arounds:
Maple Street - successfully drove profitable growth and revenue with relaunch
Cort Events - turned-around from worst-to-first region in 3 months
Language Access Network - strengthened weak territory from $6M to $40M ARR in 2 years
4Early-Stage Start-Ups:
Voiance Language Services - early-stage start-up, from $2M to $50M MRR in 3 years
ADP Claims Services Group in Puerto Rico - pre-revenue SaaS start-up from $0 to $36M ARR in 2 years
Epik Communications - pre-revenue/pre-product start-up from $0-$300M ARR in 2 years
TW Telecom - pre-revenue/pre-product start-up from $0-$100M ARR in 5 years
4New Product & Division Launches:
Ricoh - new product launch SaaS/AI platform from $0 to $10M MRR in 2 years
DataServ - new revenue stream/product launch procure-to-pay SaaS and BPO platform from $0 to $14M ARR in 1 Year
Epik Communications - pre-revenue/pre-product start-up from $0 to $300M ARR in 2 years
TW Telecom - pre-revenue/pre-product start-up from $0 to $100M ARR in 5 years
Professional Experience
Maple Street – 2022
Chief Revenue Officer (CRO)
Recruited specifically to increase company's valuation for sale by driving profitable growth and revenue through relaunch.
Orchestrated relaunch of FinTech Information Management Platform (SaaS/AI with Services) from demand generation to delivery and expansion by redefining Ideal Customer and GTM.
Mentored and guided team of 5 AEs and 1 SDR; Marketing Director with 4 direct reports; VP of Customer Success of 2 supervisors and 10 CSR; VP of Fulfillment of 5 direct reports and team of 9 negotiators
Directed company’s efforts to sell upmarket, expanded 3 partnerships, and revised pricing which improved profit margins by 23%.
Created and implemented scalable training regimen improving close ratios from 30% to 60%.
Coached Sales Team to exceed YOY growth targets by 121% in first 6 months.
Cort Events – 2019-2020
Regional Director, Southeast Division Sales Manager
Turned around worst division from #7 to #1 in 3 months.
Galvanized 8 sales reps, 3 customer support managers and 22 warehouse/operations general managers to act as 1 team to exceed 107% of aggressive revenue goals and become the #1 Sales Team.
Created procedures that closed discrepancies between sales promises and deliverables, ensuring smooth client transitions and service success.
Strategized with Senior Leadership to improve staff training, customer success and troubleshooting.
Adjusted pipeline management which resulted in an improvement to 95% accuracy.
First Sales Leader to lead SE Region to bust quota in 7 years. Delivered top-line growth of 19% and increased profit margins by 40%.
Director – Strategy & Talent Development – 2017-Present
Fractional CRO/Vice President (VP) Sales: Designed and implemented GTM, sales, training, marketing, growth and talent strategies for B2B and B2C firms aimed at delivering the value of transformation.
Strategic Advisor aligning HR initiatives with business goals; guided C-Suite to improve and accelerate business results through talent optimization.
Successfully guided clients to new logo acquisition and increased wallet share of current customer base.
Created and executed leadership development and sales training programs
Ricoh – 2015-2017
Sales Manager
New product launch SaaS/AI platform from $0 to $10M MRR in 2 years.
Transformed 6 commercial teams of 6 Managers supporting 55 reps from strictly hardware focus to digital information platform/SaaS cloud services, improving Customer Experience, Legal, Finance, Accounting, Supply Chain, Human Capital and Sales Operations.
Worked closely with senior management to design new compensation plans, develop new territories and hiring and talent strategies.
Served as a Subject Matter Expert for a new SaaS and AI platform in document management and shepherded company through a powerful digital transformation.
Improved team performance by 52% YOY despite team size of 2/3 for 9 months with SaaS sales.
Language Access Network – 2013-2015
Vice President Sales, Southeast
Strengthened weak territory from $6M to $40M ARR in 2 years.
Key sales leadership of medical device and telehealth Contact Center as a Service platform improving patient care and integrated healthcare management, selling to C-suite of hospital systems.
Generated $40M ARR with 90% new logo acquisition and 10% client penetration.
Voiance Language Services – 2009-2013
Manager, Global Account Sales
Early-stage start-up from $2M to $50M MRR in 3 years.
Executed record-level expansion of this over-the-phone interpretation Contact Center as a Service from #30 to #2 in marketplace in 3 years, from $2M to $50M Monthly Recurring Revenue, selling to F10 – F100 Energy, Utility, Airlines, Health Insurance and Financial Clients.
DataServ – 2006-2009
Senior Strategic Sales Manager
New revenue stream/product launch ERP SaaS and BPO platform from $0M to $14M ARR in 1st year.
Created new revenue stream of $14M ARR for Procure-to-Pay Managed Services SwaS (SaaS with Services) – 180% to quota by targeting CFOs of Manufacturing and Global 1000 firms for Supply Chain, Shared Services, Finance, Accounting and Human Resources.
Addendum: A CEO called me the “Mary Poppins of Company Builders”. Ask me why.
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