Sales Development Account Executive

DREW BRANSTETTER

****.***********@*****.*** 425-***-**** www.linkedin.com/in/drew-branstetter-12058647 PROFESSIONAL SUMMARY

Highly motivated sales leader with a demonstrated ability to cultivate and manage relationships with enterprise-level decision-makers. Proven ability to thrive in fast-paced environments, consistently delivering results within established timelines. Effective team leader with strong communication skills, a collaborative approach, and a commitment to continuous improvement.

PROFESSIONAL EXPERIENCE

Okta – Bellevue, Washington June 2022 – September 2023 Manager, Sales Development

In my role as manager at Okta I led a dynamic team of Sales Development Representatives, spearheading both inbound lead processing and outbound outreach. I partnered with cross-functional teams across Sales, Demand Generation, Recruiting, HR, Sales Enablement, and Operations to nurture talent and achieve exceptional results.

● Developed my team’s quarterly plan to meet/exceed pipeline targets

● Recruited, onboarded, and coached high-performing Sales Development Representatives, accelerating ramp time and productivity.

● Develop my team’s skills for outbound prospecting, qualifying, and Opportunity creation

● Provide my team with regular coaching, feedback, and professional development

● Closely monitored metrics and KPIs with the aim to increase productivity

● Work closely with sales managers and account executives to ensure proper alignment on account coverage, target personas, opportunity quality and SDR to AE hand-off

● Articulate the business value of Okta, and maintain in-depth knowledge of the Okta platform, our competitors, and industry trends

● Manage quota achievements on a monthly, quarterly and annual basis.

● Annual quota attainment:

● 2022 – 68% quota attainment 71/103

● 2023 – 88% quota attainment 104/118

MedBridge Inc. – Seattle, Washington June 2021 – June 2022 Senior Account Executive

● Consistently close new business while managing/growing existing relationships.

● Manage and build a robust opportunity pipeline.

● Led clients through a full sales lifecycle from prospecting to outreach to building a business case to negotiation and contract completion.

● Conduct discovery calls with customers and prospects to understand organizational structure, key decision makers, procurement processes, IT systems, and document workflow.

● Quarterly quota attainment:

● 2021 Q3 – 201% quota attainment $225,000 ARR

● 2021 Q2 – 124% quota attainment $500,000 ARR

● 2022 Q1 - 115% quota attainment $850,000 ARR

● 2022 Q2 - 89 % quota attainment $1,100,000 ARR

TINYpulse – Seattle, Washington March 2019 – June 2021 Account Executive

● Handle business development, client engagement, and sales lifecycle to international mid-market and enterprise prospects

● Identify key objectives for clients and present valuable solutions for execution

● Execute detailed product presentations and web demonstrations to C-level Executives, Directors, and Managers.

● Develop and execute sales strategies with clearly defined goals and tactics

● Conduct in-depth research to identify lead opportunities

● Prospect potential/existing customer interactions and leads through Salesforce and Outreach

● Annual quota attainment:

● 2020 – 121% quota attainment $1,161,600 ARR

● 2019 – 104% quota attainment $676,000 ARR

Jobalign, Inc – Kirkland, Washington May 2017 – December 2018 Strategic Account Manager

● Successfully managed a portfolio of 40+ SMB and Enterprise clients.

● Implemented, deployed and trained all new clients

● Led weekly training sessions to expand growth with enterprise accounts

● Generated reporting for strategic analysis and potential risk to increase account health

● Educated and advised clients about best practices and industry trends to reach hiring goals Sterling Talent Solutions – Bothell, Washington April 2015 – May 2017 National Account Executive (May 2016 – May 2017)

● Managed account sales for small, medium, and small-enterprise organizations

● Qualified, presented, proposed, and closed sales opportunities

● Consistently achieved quarterly quotas and sales goals

● Trained and practiced in the art of consultative, needs-benefits selling Market Development Representative (April 2015 – May 2016)

● Performed outbounds sales, cold calling and opportunity qualifications in multiple regions

● Thorough research on accounts for effective follow-up to generate interest

● Provided opportunities to the sales team with great detail for strategic execution

● Always exceeded activity metrics (outbound calls, appointments set, opportunities added, prospecting time)

● Built strong relationships and effectively communicated with my colleagues on the sales/operations teams The Garrigan Lyman Group – Seattle, Washington December 2013 – April 2015 Microsoft Business Development

● Managed and sold digital marketing campaigns to multiple divisions of Microsoft (Microsoft 365, Microsoft Dynamics, Xbox live, social campaigns)

● Leveraged previous marketing projects to showcase success for new business development opportunities

● Led cross-functional teams to create and prepare complex proposals and agreements

● Created and prepared presentations for negotiation of large scale projects

● New client sourcing through creative research

● Managed status reports, activity, follow-up, closings, and adherence to KPI’s and revenue targets Concur Technologies – Bellevue, Washington June 2011 – September 2013 Account Manager (October 2012 – September 2013)

● Managed portfolio of 201+ Northeast accounts

● Focused on increasing adoption of current products, retention, satisfaction and support

● Uncovered new business opportunities for seamless transfer to sales team

● Client project management of integrations, reporting and user adoption

● Advocated customer needs/issues cross–departmentally and managed account escalations

● Trained and developed new hires and cross-functional teams on best practices Client Development Specialist (November 2011 – October 2012)

● Migration management of existing clients from legacy product to current platform

● Sales and education of value propositions to key stakeholders at executive level

● Supported clients process and production questions and feedback

● Achieved quota objectives to exceed team goal

● Maintained complete, consistent, and quality activity/contact records in CRM and sales application Recruiting Coordinator (June 2011 – November 2011)

● Assisted recruiters, HR managers, and HR business partners

● Scheduled and organized candidate interviews

● Created offer letters

● Posted open job requisitions on internet websites and Concur website

● Managed applicant tracking system

EDUCATION

Cascadia Community College – Bothell, Washington June 2004 to April 2007 Associates in Business

COMPUTER PROFICIENCY

Salesforce, RightNow, WorkDay, PeopleFluent, NetSuite, Jobvite, Concur, Outlook, Excel, Word, PowerPoint SalesLoft, Outreach, Zoom InfoSystems, Zoom Conferencing, Vidyard References upon Request

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