Sales Enablement Business Development

ROBERT FINNEY

612-***-**** *******.*****@*****.*** LinkedIn

SR. DIRECTOR, LEADERSHIP DEVELOPMENT

DRIVING SALES SUCCESS: STRATEGIC VISION & INNOVATIVE LEADERSHIP Dynamic Field Enablement Manager with a decade in sales enablement and leadership. Known for transforming sales processes, exceeding targets, and pioneering training programs. Led North American field strategies, mentoring high-performing teams, and boosting sales performance. Recognized for strategic vision and innovative leadership, and driving significant sales milestones and excellence. ü Source, manage, coach, and lead America’s Field, Channel, Leadership, and Specialist Enablement teams. ü Orchestrated seamless transition to global enablement leadership during key leadership gap in FY23Q4. ü Training program completion rates: 97% for live/virtual training, and 82% for online training. ü Developed innovative micro-learning modules for product/process updates. Key Qualifications

ü Sales Strategy Development

ü Program Design & Execution

ü Training & Development

ü Cross-Functional Collaboration

ü Coaching & Mentoring

ü Stakeholder Management

ü Project Management

ü Business Development

ü SaaS & AI

ü Data Analytics

ü Process Improvement

ü Change Management

Exceptional Communicator, Analytical, Proactive Problem Solver, Process Improvement, Swift Decision Maker, Strategic Partner, Forward-Thinker, Collaborative, Attention to Detail Education & Credentials

Bachelor of Arts, Education Concordia University St Paul, MN Experience Highlights

Invoicecloud 05/2025 to present Boston, MA

Director of Sales Enablement

Led the development and execution of strategic initiatives to enhance sales team performance, including the redesign of the new hire onboarding program, the implementation of a continuous education curriculum, and the adoption of a value-based selling framework. Additionally, leveraged AI technologies to support coaching and role-playing activities.Spearheaded the development and implementation of a cohesive strategy for Field, SDR, Alliance Directors, and Customer Success Managers, ensuring consistency across all business segments.

Developed innovative micro-learning modules for product/process updates, enhancing team efficiency and knowledge. Focused on ‘latest and greatest’ that AE/Seller/SDR needs to know and understand to master their business.

Introduced Value Selling methodology and Discovery Framework achieving quicker ramp time and reduction in time to first deal.

HIGHLIGHTS: Revolutionized new product introductions with "Huddle" forum and "Learning Lab," creating GTM strategy that transformed into easy, one-stop learning hub for AEs. Initiated streamlined distribution of crucial product information and significantly enhanced engagement with latest innovations, ensuring all materials readily accessible in one centralized location for effective customer interactions.

ROBERT FINNEY Page 2

Zoom 07/2022 to 2/2024 San Jose, CA

FIELD ENABLEMENT MANAGER, AMERICA

Led the Americas’ field enablement strategy development and execution. Recruited and mentored high-performing enablement team. Increased sales team productivity through training, tool development, and sales process optimization. Ensured alignment with business goals and market-specific needs, driving sales performance and efficiency improvements.

Pioneered Americas’ Field, Channel, and Specialist Enablement strategy, ensuring uniformity across segments.

Developed innovative micro-learning modules for product/process updates, enhancing team efficiency and knowledge. Focused on ‘latest and greatest’ that AE/Seller needs to know and understand to master their business.

Implemented effective metric and KPI reporting systems for strategic decision-making insights.

Introduced MEDDPICC methodology, achieving 25% higher conversion rate and 20% reduction in deal slippage.

Awarded Team MVP in FY23Q1 and received recognition in FY24Q3 for significant contributions to business outcomes. HIGHLIGHTS: Revolutionized new product introductions with "Huddle" forum and "Learning Lab," creating GTM strategy that transformed into easy, one-stop learning hub for AEs. Initiated streamlined distribution of crucial product information and significantly enhanced engagement with latest innovations, ensuring all materials readily accessible in one centralized location for effective customer interactions.

Zoom 10/2021 to 07/2022

SENIOR SALES ENABLEMENT MANAGER, ENTERPRISE

Directed enterprise sales enablement program, integrating advanced training, tools, and analytics to elevate sales efficiency and performance. Excelled in recruiting and mentoring high-performing teams and optimizing processes.

Spearheaded strategic change and introduction of seller assessments, revolutionizing training approaches. Used third-party assessments, focusing on identifying sales reps' actual skill gaps.

Improved retest scores 60% comparing self-assessments with manager evaluations, and created custom learning cohorts. 8x8 01/2020 TO 10/2021 Minneapolis/St. Paul, MN

SALES ENABLEMENT MANAGER

Directed development and execution of sales enablement strategies, improving training programs and creating effective sales collateral. Positioned as America’s presence on global enablement team.

Championed transition from Mindtickle to WorkRamp, leading to more effective and efficient learning environment.

Developed and monitored customized learning paths for AEs, SDRs, and Managers, enhancing their skills and performance.

Implemented Seller Grade Book in collaboration with Human Resources, identifying and addressing learning gaps, playing critical role in elevating sales enablement and effectiveness. HIGHLIGHTS: Developed Performance Improvement Plan (PIP) program, targeting skill enhancement for AEs/Managers on or nearing PIP. Collaborated with Human Resources to assess skills and pipeline opportunities, formulating custom coaching plans. Program led to 8 out of 15 participants successfully exiting PIP. IHS Market 11/2018 to 01/2020 Minneapolis/St. Paul, MN AMERICAS SALES DIRECTOR

Directed sales operations across the Americas for Agribusiness Intelligence, sellers in U.S. locations and Sau Paulo, Brazil. Focused on strategy development, key client relationship management, and revenue growth. Delivered budgeted revenue closely managing weekly forecasts and individual and team performance against targets.

Worked to build a new sales team model 2 different sales teams into ne business unit

Drove top-line revenue numbers and subscriptions based to SaaS.

Introduce and coach towards the adoption of the big 6 selling methodology ROBERT FINNEY Page 3

When I Work 06/2017 TO 09/2018 Minneapolis/St. Paul, MN SALES MANAGEMENT

Managed SDRs and Small Business AEs, directing global sales operations to enhance revenue, demand generation, and customer loyalty. Led initiatives for meeting regional targets and adapting strategies in fluctuating markets.

Transitioned freemium to paid accounts by innovating GTM strategy, boosting revenue and customer engagement.

Achieved 135% of sales target in FY17Q3, demonstrating leadership and team motivation.

Reached 130% of sales target in FY18Q3, indicating consistent performance and strategic acumen. Requordit, Inc. 04/2016 TO 06/2017 Minneapolis/St. Paul, MN SALES MANAGEMENT

Promoted from sales team member to leadership selling Hyland’s OnBase platform with focus on $100MM+ revenue accounts in commercial, government, and construction sectors. Excelled in navigating complex sales, strategic planning, and fostering key relationships, driving substantial growth and successful large-scale implementations.

Spearheaded sales strategy securing adoption of Hyland's OnBase platform, contributing to weekly sales of $10MM for the

$4B redevelopment of NYC’s LaGuardia Airport with construction undertaken by Skanska.

Closed major deals, exceeding targets in commercial, government, and construction sectors. Developed innovative sales strategies, establishing competitive edge in high-revenue accounts.Oracle 08/2011 TO 04/2016 Minneapolis, MN

SALES ENABLEMENT 01/2016 TO 04/2016

Spearheaded groundbreaking sales training initiatives, Oracle "Class Of" and BLAZE programs, nurturing in-house talent and boosting sales skills among BDR/AE teams. Acknowledged by CEO for contributions to these initiatives.

Oracle "Class Of" Program. Developed and led Sales Academy, training 350+ recent graduates in company sales methodologies, with two six-week sessions focusing on foundational and advanced sales techniques.

BLAZE Training Program. Implemented comprehensive ongoing training curriculum for in-territory BDRs/AEs, covering territory management, prospecting, sales cycles, and negotiation, increasing sales efficiency and performance.

Weekly Enablement Sessions. Organized and conducted weekly sales training sessions, averaging 25 reps per session in essential sales skills and best practices, significantly improving team capabilities and confidence. REGIONAL MANAGER, BUSINESS DEVELOPMENT 02/2013 TO 01/2016 Managed dynamic Business Development Consultant team, driving sales growth in ERP, HCM, CX, and EPM products across western U.S., focusing on strategic prospecting and managing complex sales cycles for mid-sized companies.

Guided team to achieve $10MM in revenue (221% of goal) in FY13Q4, generating 217 opportunities and securing

$17.7MM convertible pipeline.

Led team to surpass revenue targets with $1.56MM (173% of goal) in FY14Q1, driving 147 business opportunities and creating a $15.7MM convertible pipeline.

Acted as Sales Skills Instructor for Sales Academy, earning MVP award in FY15Q2 for exceptional training and team development contributions.

ENTERPRISE RESOURCE PLANNING CONSULTANT 07/2012 TO 01/2013

Accepted into the Regional Management Development Program FY13Q3.

Received Minneapolis Hub Leadership Award FY13Q2 for outstanding leadership. HUMAN CAPITAL MANAGEMENT CONSULTANT 08/2011 TO 07/2012 Executed targeted sales and marketing strategies in mid to large-scale accounts in western U.S. Drove sales opportunities, including performance and learning management, payroll, and analytics.

Surpassed annual sales quota by 194%, showcasing ability to drive revenue and adoption of solutions.

Achieved Minneapolis HCM MVP in FY12Q3, recognizing skill in delivering solutions to complex client needs.

Earned Team MVP in FY11Q4 for leadership in strategy and execution, contributing significantly to team’s success.

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