Sophia Francis
Sales + Marketing Operations Expert
With a diverse background in Sales Operations, Marketing Operations, Customer Success, Implementation Consultancy, and Sales, Sophia is looking for a new and challenging role. The ideal role is one that has takes advantage of her technical knowledge in Sales and Marketing Operations.
Spire Global
Sales, Marketing, and Systems Operations Manager (Interim Sales Leader)
•Cross-functional and collaborative project manager with track record of leveraging data for business impact.
•Track record of designing and implementing process improvement projects in a resource-constrained environment
•Manage a team of 3 Sales Executives and 2 BDRs
•Create playbooks, define key processes, and implement SLA’s
•Develop a deep understanding of key value drivers to identify growth opportunities
•Own end to end Lead Process, including Lead Generation
•Create Webinars, Whitepapers, and Linkedin Campaigns to source Leads
•Report on Marketing Attribution, identifying key gaps in Marketing and Sales cycles
•Assist in developing and delivering presentations for senior executives and BOD
•Analyse processes and key value drivers across all GTM teams to identify improvement areas and opportunities
•Champion and facilitate cross-functional business processes to help maintain alignment through departments
•Create and manage operational dashboards across all GTM teams and business lines
•Define and deliver business metrics, reporting and analytics, including global pipeline, bookings, lead funnel and churn
•Guide sales enablement (and be sole source of) training objectives for sales, customer success and support roles
•Lead on high priority sales initiatives, including org structure, goal setting, quota setting, and sales incentive
•Identify, scope and drive critical projects and initiatives for global sales teams, partnering with cross-functional teams across the organization, including Finance, Marketing and Product/Engineering
•Proactively build global projects including systems and process reinforcement in Salesforce, lead generation, and implementation of new tools and processes
•Act as the primary liaison with CRM (Salesforce) team, Sales & Marketing Engineering team, Business Intelligence and any other central data or infrastructure team that supports tools and data requirements
•Grow and manage contribute to a high performing team including sales, business operations, and marketing ops.
LeanData, Inc.
Technical Solutions Consultant
•Role has emphasis in business/systems analysis and implementation consultancy
•Manage Consulting in sales strategy, enablement, and effectiveness
•Project management * Product development
•Hold and analyze post implementation reviews
•Feedback to aid in Product Development and the Gathering of User and Job stories for cross-departmental analysis
•Personal Customer Portfolio includes Cisco, Epson, Zendesk, Huron Consulting, FinancialForce.com, Talend, Bersin, PayScale, Medallia, Monotype, Digital Realty Trust, Xactly, EverFi, Lithium, Procore, RentPath, GE Digital, Linkedin, and more.
•Skills: JSON, SQL, some APEX
•UAT Testing
•Product expert and technical resource for Customer Success
•Deliver and integrate enterprise level software within the context of larger technical solutions
•Strong documentation skills, such as business use cases, process flows/diagrams (Lucid), gathering Business requirements (BRD), and UAT cases
•Understanding of the Strategic and Enterprise B2B Channel
•Customer and Partner Relationship Management processes & solutions, including defining strategy, establishing and operating working practices
•Experience in CRM/PRM sales enablement tools, specifically Salesforce.
•Strong cross-functional management experience across Product, Engineers, Programming, Customer Success, and Sales
•Implement new ideas effectively within workplace culture.
•Influence decisions and change management through collaboration, leadership, and a customer-focused approach
•Analyze and gather feedback about products during, Alpha, Beta, and soft launch
•Work cross-functionally on GTM strategies
The Bosco
Contractor: Sales Strategy
Consulting / Contract Position:
• Implement and maintain the transition from an outdated CRM to Salesforce
• Train team on best practices when using SFDC from both user, manager, and administrative perspective
• Established the Bay Area market; creating sales as an effective Event Marketing & Sales Executive
• Build key relationships and ensure top-level service through weekly meetings with large tech companies including Google, Twitter, Netflix, Salesforce, Facebook, and Lyft
• Responsible for creating and executing successful marketing initiatives in the Bay Area which boosted brand recognition
• Exemplify professionalism while implementing outbound sales and marketing strategies with the team nationwide
• Research and launch sales aids including Salesforce as new CRM and prospecting software
• Develop lasting relationships with contacts at which proves to be an excellent referral source
• Deliver dynamic presentations explaining customizable features to ensure higher close ratio and adoption
• Collaborate with product managers to create procedures to increase customer service and improve customer satisfaction and loyalty
DoubleDutch
Sales Development
•Dramatically improved month over month as Top Performers on Team for the Quarter:
••June: Booked 35 Demos, Overall Call to Demo Rate: 3.30%
••July: Booked 26 Demos, Overall Call to Demo Rate 4.53%
••August: Booked 37 Demos, Overall Call to Demo Rate 12%
•Developed lasting relationships with contacts as SaaS sales development top SDR on Corporate Team 2 of 3 Quarters
•Continuously played a key role in increasing revenues and penetrating the market with sourced revenue of $325K
•Exceeded blended quota before 'new hire ramping' (June) to ensure corporate objectives were met
•Targeted accounts to find quick close cycles and large revenue sources •Successfully planned and executed a "roadmap" to maximize operational excellence and reverse negative variance in sales.
GloryBee
Account Manager
Source new business and retain new clients in the commodity industry
•Averaged monthly revenue at 250% of sales year prior
•Focus on B2B commodity sales and territory management
•Developed sales plans that effectively and efficiently launched new products and expanded territory
•Increased the distribution product base with existing customers as an excellent referral source
•Researched and had an awareness of competitive situations and reacted accordingly, going above and beyond expectations to provide outstanding service and attention to clients
•Leveraged customers to secure contracts and aided in the contracting process
•Analyzed and tracked sales based on GPM weekly, monthly, and annually
•Accurately forecasted sales activity and presented findings to executives
•Organize and attended trade shows and demos that expanded brand awareness while increasing revenues
Programs/Software: Salesforce, Adobe Suite, Microsoft Suite, Apple Product Portfolio, SQL, some Apex, Lucid, Zendesk, LeanData, Marketo, Hubspot, BaseCRM, Asana, Geckoboard, Grow.io, Intercom
Other Skills: Sales Ops, Software Implementation, Marketing Ops, Project Management, Customer Success, Enterprise based clientele
**References available upon request
