MICHAEL

BEAR

adzcxg@r.postjobfree.com

949-***-****

Los Angeles, CA 90034

Highly experienced customer success leader working in B2B SaaS. Effective in navigating enterprise level organizations and providing key strategic support to develop meaningful relationships. Encouraging manager and analytical problem-solver with a desire to collaborate with team members to improve team-wide success. In 6+ years at Greenfly

($37M in funding), helped build the company to $10M+ in ARR and work with 9 of the 10 largest sports organizations in the world. Demonstrated history of high renewal and expansion rates, regularly achieving net negative churn.

PROFESSIONAL SUMMARY

Greenfly, Inc. - Senior Customer Success Manager - Sports Lead Los Angeles, CA • 09/2022 - 02/2023

Greenfly, Inc. - Senior Customer Success Manager

Los Angeles, CA • 01/2021 - 08/2022

WORK HISTORY

Lead the sports vertical (#1 vertical at the company) and managed a team of 2 with a portfolio over $2.5M in ARR.

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Worked with digital and marketing leaders at UEFA, FIFA, Premier League, La Liga, NHL, PGA Tour, NASCAR, etc.

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Achieved annual goal of over $500k in new revenue through existing customer expansion.

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Led the sports vertical to net negative churn with over 100% revenue renewal rate.

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Moved to London and laid the foundation for Greenfly's physical expansion into Europe. While there, worked with all strategic European accounts as the sole Greenfly representative in the region while maintaining a regular US book of business.

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While in London, interviewed numerous applicants to then hire the first full-time employee in Europe. Assisted in interviewing for all CS hires as well.

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Facilitated large scale feedback sessions with customer stakeholders and the product team to help with the design and implementation of new products and features. Specifically, the Engage and LCC tools led to the company working with 9 of the top 10 sports organizations in the world.

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Managed a portfolio ($1.5M+) of leading organizations in the sports and entertainment world such as the NHL, NBC Sports, World Surf League, Rogers Sportsnet, USOPC, Hyperice, etc.

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Increased the revenue from the NHL by over 100% within the first 9 months of implementation.

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Achieved annual goal of $100k in new revenue through existing customer expansion.

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Created and maintained comprehensive customer success documentation for internal and external use. This process resulted in cumulative net negative churn for the team.

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• Presented quarterly reviews to key decision makers and annual SBRs SKILLS

• Account Management

• Interdepartmental Collaboration

• Data Analysis and Reporting

• Effective Communication

• Building and Presenting SBRs

• KPI Monitoring

• Peer Relationships

Navigating Complex

Organizations

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• Growth and Expansion

University of Pennsylvania

Philadelphia, PA • 05/2013

Bachelor of Science: Wharton

School of Business

EDUCATION

Greenfly, Inc. - Customer Success Manager

Los Angeles, CA • 01/2018 - 12/2020

Greenfly, Inc. - Customer Success, Sales, Marketing Associate Los Angeles, CA • 09/2016 - 12/2017

Sunwest Bank - Relationship Manager

Irvine, CA • 09/2013 - 02/2015

to executives to ensure renewal and expansion (often in rooms of 15+ people).

Acted as the CS liaison/expert with the product team in regards to all of our integrations. Once implemented, these led to the company's revenue doubling due to expansions and new customers.

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Managed over 25 accounts in various industries such as sports, media, entertainment, non-profit, finance, etc.

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Assisted on a 2-person sales trip through Europe that resulted in the eventual closings of deals with UEFA, IOC, La Liga, and Real Madrid

(over $750k in initial ARR).

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Worked diligently with customers to reduce churn risk during Covid, resulting in 0 lost accounts in the face of ever-increasing budget cuts.

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Conducted periodic user training sessions to support customer understanding and product feature utilization.

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Gathered market research on competitors, prospects, and SaaS landscape.

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Owned SDR responsibilities in identifying and contacting prospects and running demos with inbound traffic.

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Tracked and organized our customer's data to build analyses and reports to demonstrate the value of the platform.

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Effectively researched and underwrote various small business loans ranging from $50k to $500k.

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Became an expert on the HOA market and underwrote all loans for the bank.

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Attended HOA conferences to create new relationships and attract customers. This led to over $300k in new business for the bank.

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Built and maintained relationships with new and existing clients while providing high level of expertise.

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Soccer, volleyball, good books, anything beach-related, travel and food.

HOBBIES

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