WHITNEY DELUCA

San Francisco, CA ***** 617-***-**** adz5rp@r.postjobfree.com LinkedIn: Whitney Deluca BUSINESS DEVELOPMENT PROJECT MANAGEMENT OPERATIONS GOVERNANCE SUMMARY

Technically astute and growth-focused professional with specialized experience driving company-wide operational efficiencies and developing scalable solutions to ultimately surpass revenue targets across various verticals. Skilled in recognizing market opportunities, forging alliances, and implementing key sales strategies. Proficient in CRM process interfaces and sales architecture best practices that effectively address business needs. Equipped with articulate communication, problem-solving, time management and analytical skills to navigate ambiguous situations and thrive across individual and team settings in fast-paced work environment. Core Skills & Competencies

Continuous Improvements Brand Ambassadorship Revenue Generation Team Leadership & Collaboration Sales Pipeline Employee Relations Digital Transformation Business Alignment Application Development Lead Management & Prospecting Performance Management Data Reporting & Insights Logistics Oversight Change Management Technical Requirements Gathering Business Process Mapping Roadmap Development B2B & Enterprise SaaS Sales CRM Tools Regulatory Compliance Risk Management New Business Acquisition Value Proposition Account Management Market Expansion & Solution Selling Negotiation & Deal Closing DevOps WORK EXPERIENCE

Commure – San Francisco Bay, CA Apr 2023 – Present Business Development Manager

Coach and lead Business Development Representatives (BDRs), honing persuasive sales abilities and proactive approach to secure new businesses for Inbound and Outbound engagements.

• Cadence & Sales Playbook Development: Revamped Salesloft cadences and maintained comprehensive BDR playbook for consistent onboarding and improved lead conversion rates.

• Marketing Integration: Collaborated closely with Marketing team to align cadence content, support new campaigns, and enhance lead quality and engagement.

• Process Optimization: Identified process improvements within Lead Management and actively championed solutions to streamline workflows and boost operational efficiency.

• Sales Support: Provided hands-on support to Sales Operation leads, ensuring seamless lead management transitions and swift turnaround times for Inbound Marketing Qualified (MQ) leads.

• SQL Proficiency: Lead data-driven initiatives using advanced SQL skills to extract, analyze, and interpret market insights, enabling informed decision-making.

Dolby.io – San Francisco Bay, CA Jun 2019 – Feb 2023 Business Development (Sales Executive & Team Lead) Jan 2022 – Feb 2023 Recruited, trained, and supervised team of 7 sales development representatives, driving goal achievement and quota attainment through forward-thinking leadership. Provided lead quality and revenue reports. Facilitated AR/VR/Metaverse/Web3 and Cloud OTT platform initiatives while providing expert employee relations guidance.

• Coaching & Leadership: Conducted coaching sessions to empower SDRs in prospecting, messaging, and goal achievement through innovative incentives.

• Performance Management: Aligned resources, tools, and AE strategy for enhanced manager performance.

• Sales Excellence and Recognition: Attained outstanding sales results, achieving 198%, 156%, and 178% of goals in Q1, Q2, and Q3 2022, respectively, and earned recognition for top performance. WHITNEY DELUCA Page 2

• Data-Driven Insights: Leveraged real-time IoT dashboards and data analysis to gain visibility into KPIs and derive actionable insights for business management.

• Product Expertise & Support: Provided SDRs with product training and closing technique support, enhancing their sales capabilities and effectiveness.

Senior Business Development Representative Jun 2019 – Dec 2021 Directed cross-functional teams, including BDR, marketing, compliance, legal, and engineering, to identify and qualify revenue opportunities in designated territories, delivering comprehensive reports on lead quality and revenue results.

• Revenue Generation: Closed landmark deal exceeding $50M in Annual Recurring Revenue (ARR).

• Business Development: Revitalized lead generation efforts through targeted business development campaigns.

• Brand Ambassadorship: Served as key brand ambassador, meticulously planning, and representing company at conferences, meetings, and events, effectively boosting brand awareness, and driving increased sales. Voxeet (Acquired by Dolby)– San Francisco, CA Month 2019 – Month 2021 Senior Sales Executive

Built and oversaw sales pipeline, revenue generation, client outreach, and meetings. Averaged 50 daily cold calls, 150 daily emails, and hosted 8 monthly demo meetings.

• Market Research & Opportunity Identification: Researched organizations and stakeholders, pinpointed market opportunities and executed strategic outbound sales initiatives to capitalize on them.

• Sales Performance: Remarkably surpassed personal quota through outbound sales and full-cycle sales management: 703% in 2021, 710% in 2020, and 626% in 2019. SABBATICAL 2018 – 2019

Google – San Francisco, CA Mar 2018 – Aug 2018

Account Executive

Orchestrated cloud offerings (Azure, AWS) across application development and sales lifecycle. Consistently achieved weekly targets of 50 outbound calls, 2-6 inbound calls, 4-8 discovery calls, and 5-10 demos.

• Product Evangelism: Effectively proposed Google Cloud Platform's unique value to attract prospective customers, sealing partnerships with prominent organizations, including Disney, Pitney Bowes, and Walgreens.

• Client Management & Deployment: Managed clients and ensured successful Google Cloud deployments.

• Sales Performance: Landed largest closed deal ($265K ACV), with $60K ACV average. EARLY CAREER HISTORY

AllSeated Head of Sales

OpenTable Business Development Representative

The Boston Park Plaza Hotels & Towers Sales Coordinator Viceroy Food & Beverage Manager

Fairmont Hotels & Resorts Food Beverage Supervisor EDUCATION

Bachelor of Science, Business Management; Minor: Communications Fisher College – Boston, MA TECHNICAL SKILLS

Languages: SQL, JavaScript, CSS, HMLS

Platforms: Salesforce, Pipedrive

Tools: SharePoint, GoToMeeting, Zoom, Salesforce, Salesloft, SalesIntel, Sales Nav, ZoomInfo, Outreach, Triprospect, CrunchbasePro, Twitch, Unity & Google Apps, Google Cloud Platform, Amazon Web Services, Azure, SAP, dash DB, Snowflake, Teradata, Tableau, Hub Spot, Cloud Data Analytics, Adobe PremiumPro, Adobe Creative Cloud, LeanData lead routing, Gong conversational intelligence, Workato orchestration platform, Direct-to-meeting and live chat tool

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