Shweta Kohli

** ********** **, ******* ** phone: 415-***-****

addbzd@r.postjobfree.com

Education San Francisco State University

San Francisco State University, San Francisco, California

Bachelor of Behavioral Arts & Science, International Relations- Emphasis in Foreign policy, intelligence 2004

Software/Tools/Skills

•Salesforce.com, LeadIQ, Linkedin-Sales Navigator, Zoom, Discover.org, Inside view, Crunchbase, leadformix, Marketo; Zoom info, Live person, Outreach.io, Sales Loft, Chili Piper, Facebook and twitter marketing for campaigns, Prezi, Conversica

•Creating Sales Compensation plan, implementing and measuring KPI’s, contract negotiations, hiring and onboarding candidates, promoting and announcing promotions to retain talent.

Experience:

PubNub Inc, San Francisco, CA May 2019- Present

Senior Manager Business & Market Development

•Managed and ran the SDR team of 6 for North America and Global Inside Sales Org Including large team management Partnered with Accounting, Finance, Human Resources and Sales to create incentive compensation plans for SDR- AE roles.

•Responsible for recruiting, Sales Training & Enablement. ( not just for SDR’s but for AE’s and product marketing teams)

•Established goals to ensure accountability across Sales org for customer retention improvements.

•Launched Programs for customer retention capabilities and initiatives, including stakeholders and Sales org feedback loop with measurable impact to immediate MRR & ARR

•During Covid-19 Lockdown helped facilitate webinars, Online trainings and creative ways to drive pipeline.

Jobvite San Mateo, CA October 2017- March 2019

Senior Manager Business & Market Development (Acquired by K1 Investments in Jan 2019)

•Managed and ran the Enterprise and SMB business for team of 12 for North America and Global Inside Sales Org Including large team management with a proven track record of managing managers.

•Developed key performance metrics and dashboards that help the sales organization focus on performance drivers.

•Partnered with Accounting, Finance, Human Resources and Sales to create incentive compensation plans for SDR- AE roles.

•Responsible for recruiting, Sales Training & Enablement. ( not just for SDR’s but for AE’s and product marketing teams)

•Ensured alignment of territories/divisions/regions and maximize effectiveness of the sales force.

•Experienced working with an ever-evolving team & product and responded to customer needs.

•Established effective analysis of sales force trends and performance in an effort to identify greater efficiencies.

•Ensured adherence to established departmental budgetary parameters.

•Analyzed sales data and generate weekly forecast and metric reports for Sales Management.

•Developed and implement comprehensive pipeline reporting tools tracking opportunities from lead generation to revenue realization, account development and retention.

•Assisted in all facets of sales planning, inclusive of regular updates to quotas, headcount, and sales plan as well as presented the facts and data to the board members semiannually

•Developed performance metrics and dashboards that help sales organization focus on key performance drivers.

•Hands on coaching for the SDR’s in performing inspiring demos, to retain current customer to upsell and cross sell and answering upcoming querie for product road map.

•Coordinated sales forecasting, planning, and budgeting processes used within the sales organization. Proactively monitors and strives to maintain high levels of quality, accuracy, and process consistency in the sales organization.

Oracle Redwood Shores, CA March 2016-Oct 2017

Senior Regional Manager Business & Market Development

•Managed and ran the Enterprise and SMB business for team of 12 for North America and Canada.

•Foster an organization of continuous process improvement, focusing on daily improvement, exceeding goals and growing the Team’s abilities for buying and selling cycles.

•Leveraging external, internal and cross functional stake holders.

•Sales Forecasting and Gap to Goal to meet quota week over week and competitive Intelligence. Presented Demos, technical answers to business solutions.

•Hiring, Training and promoting reps to the next Phase in Sales.

•Worked with C and VP level stakeholders, drive decision making on all agreements with Marketing teams and partners and post partners.

•Strong track record of reaching and exceeding sales budget/closed Revenue

•Introduced performance measures, processes and systems for the new Sales onboarding.

•Demonstrated leadership in influencing behavioral, process, and measurement change across organizational boundaries.

•Reporting and Analytics for my Director to make strategic decisions, in terms of marketing campaigns, hiring, organization growth, product growth.

•Provided leadership opportunities to a team of community Operations, driving, professional development, Team work and accountability behaviors.

HEAT Software Milpitas, CA Oct 2015-March 2016

Manager Business Development Manager (Contract) (Acquisition by Ivanti)

•Managed, hired, and trained a global team of Sales Development Representatives across North America, EMEA and APAC.

•Accountable for sales pipeline generation through inbound/outbound lead qualification into SMB and Enterprise markets.

•Responsible for team goal setting, performance reviews, collaborating with Field Sales team to develop a strategy for outbound Wave campaigns, setting up and hosting weekly, solution webinars via Webex.

•Managed Sales team’s day to day activities and KPIs including # of outbound/inbound dials versus conversations, # of Lead to Opportunity conversions, # of sales accepted opportunities and booking revenue.

•Created and implemented a structured set of Sales process' and Lead qualification criteria with emphasis on Sales and Marketing alignment.

•Developed a successful follow-up process for inbound marketing generated leads from the web, pay per lead sources, Google AdWords, Webinars, Trial, Demos registrations, trade show leads and more.

•Tracking the responses and effectiveness of marketing programs; ensuring proper handling of inquires/leads and innovating new ways/ideas to streamline process.

•Developed and managed Sales compensations for all 3 levels SDR’s/ISR/ Field reps

Open Text (formerly Actuate BIRT) San Mateo, CA Jan 2014-Oct 2015

Manager Business Development/Marketing (Acquisition by OpenText)

•Deliver ongoing valuable information to target audience and build brand reputation

•Prospected on a daily basis for new clients and consistently met monthly quota of qualified OEM/Direct opportunities, that came from Lead generation

•Collaborated with Field Sales Reps on lead hand off.

•Worked very closely with the Digital marketing team to create Lead Gen data

•Demonstrated clear understanding of Actuates Sales Process.

•Implemented sales/marketing tactics and programs in order to meet or exceed assigned territory objectives, by free product download that lead to lead generation

•Developed and executed sales/business plans to achieve quarterly business objectives and provided accurate and timely reports

•Represented Actuate at industry tradeshows (BIRT Live),press tours, conferences and other events.

•Worked proactively and directly with international colleagues.

•Provided logistical support to all lead generation activities and programs.

•Tracking the responses and effectiveness of marketing programs; ensuring proper handling of inquires/leads and innovating new ways/ideas to streamline process.

MyloSolutions, Oakland, CA Sep 2010- Dec 2014

Manager -Sales Development, Inside Sales, Customer Success (Acquisition by Eventbrite)

•Compile content for Facebook posts, Tweets, PPC campaigns, Mylosolutions LinkedIn blog posts, key words and PPC advertisements, via our external marketing tool (leadformix, Marketo)

•Manage the execution of marketing tactics to support these strategies; everything from tweets to landing page messaging.

•Drive marketing strategy for ongoing growth in international markets. Providing feedback on the quality of leads from different channels, that helped improve the quality of marketing programs.

•Gather approvals from appropriate groups at Mylo (Legal, Finance, Sales, Customer Success, etc); track and organize all data in Salesforce.

•Worked with Global Management team to deliver cohesive and coordinated support and engagement strategies.

•Work with the Revenue Operations and Legal Operations team to build required revenue recognition policies.

•Communicate and Ensure sales team compliance with required revenue recognition policies.

•Ongoing projects to support and improve the efficiency and effectiveness of the Sales Ops team; identify areas of improvement within the quote-to –cash process to accelerate the sales cycle.

•Experienced in enterprise customer service, startups and the business of innovation.

•Facilitated and support change management review meetings and change advisory boards to coordinate activities. Being the central point of communication for integrating change throughout the company

•Assisted Managers, training department and other internal/external resources of new change requests and ensure all change elements are properly captured.

Acteva, San Francisco, CA Jan 2008- Sep 2010

Team Lead –Inside Sales/Business Development/Marketing/Operations.

•Manage the sales pipeline within Salesforce that includes lead qualification, making 100 cold calls a day, scheduling and performing product demos, POC and close revenue with senior level executives & decision makers within large multinational corporations, government organizations and educational institutions to name a few.

•Post sales includes on boarding new clientele onto the product platform by providing step by step guidance for creating customized event solutions. Troubleshooting and escalating any issues if required until the customer solution is successfully deployed.

•Alternatively provide technical phone support and escalations to numerous clients resolving approximately 300 cases monthly.

•Making sure customer requests for application related changes are documented, coordinated and implemented in a timely manner.

•Manage all tasks & support cases via Salesforce & Merchant Operations. Troubleshoot SQL databases with clients to ensure Excel/CSV file data matches clientele requirements.

•Working with the team to track and achieve the respective financial targets and Quotas on a periodic basis

•Coordinated Internal and external meetings for VP of Sales and VP of Products.

•Build cross-functional relationships between departments

Brand Ambassador and Board of Advisory Council with Nonprofit- Mission Asset Fund since 2012 (MAF) San Francisco, Ca https://missionassetfund.org/

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