Summary
Overview
Work History
Education
Skills
Timeline
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Joshua Gainey

Indianapolis,IN

Summary

Dedicated Sales Executive with a proven track record of driving revenue growth through strategic leadership, team building and closing new business. Through both military and civilian experience, I'm most passionate about building, designing and mentoring teams to exceed expectations through a foundation of trust and execution.

Overview

18
18
years of professional experience

Work History

Director of Sales Development

Authentic8
06.2022 - Current
  • Generated over 1,400 Sales Accepted Leads in 1 year across all verticals, industries and segments.
  • Produced $3.6M+ in new revenue in 2 years.
  • Expanded Install, Channel and Partner ecosystem.
  • Recruited, hired and developed over 30 Full-time employees in both outbound and inbound motion.
  • Improved F1000 meetings booked from 20% to 62% within 3 months.
  • Established product-market fit and designed new ICP based on SDR sourced meetings from closed/won data (180 net new logos).
  • Improved SQL <> SAL conversion rate from 45% to 88% within 6 months in both inbound and outbound.
  • Promoted 15+ SDRs to other functions; CSAM, AE, AM and Renewals in less than 2 1/2 years.
  • Constant coordination with cross-functional GTM teams to identify process gaps and develop repeatable solutions.
  • Bias towards action: Have a very strong sense of urgency and know what to focus on during challenging times and I do not shy away from making difficult decisions fast.

Manager, Sales Development

Authentic8
07.2021 - 06.2022
  • Installed repeatable process that aligned with persona's, industries and location.
  • Introduced round robin system for Inbound and Outbound to equally distribute SQLs for Account Executive team.
  • Managed and coached team of 6-8 SDRs. Weekly evaluated their performance based on KPIs and established character traits.
  • Interviewed, hired and onboarded new SDRs and ensured they were fully ramped in less than 4 weeks.
  • Designed, build and refined SDR playbook that is utilized by experienced and non-experienced SDRs.
  • Created cadences, cold call scripts and email templates that increased our SQL to SAL conversion.

Sales Development Representative

Authentic8
09.2020 - 07.2021
  • Ranked #1 out of 5 SDRs in total outbound meetings sourced for full year (sourced average of 16 outbound meetings per month).
  • Utilized LinkedIn Sales Navigator, Zoominfo, Salesforce, SalesVue and LinkedIn Sales Insights to source contacts and leads for outreach.
  • Cold called, emailed and used social outreach to set appointments for Account Executives.
  • Ensure daily, weekly and monthly KPIs were exceeded.
  • Provide detailed feedback to Marketing and GTM teams for refinement.
  • Coach and mentor new SDRs through building lists, targeting and messaging.
  • Hit accelerators each month.

Account Executive

Bloomerang
11.2018 - 09.2020
  • Established a vision and plan to acquire net new logo's above $500k in revenue.
  • Built and maintained consistent pipeline from both Inbound and Outbound lead generation efforts.
  • Hit quota 6 out of 8 quarters.
  • Closed 10 - 12 net new organizations every month.
  • Conducted personalized demo's and presentations to C-level prospects and Board members.
  • Partnered with Marketing to understand industry trends, market dynamics, and customer profiles.
  • Became a thought leader on Bloomerang platform and coach junior AE's.
  • Established and utilized Gap Selling methodology.
  • Leveraged trends in customer industries and marketplaces to shape value-added solutions and approaches for key audiences

Client Engagement Manager

LUNA Language Services
07.2015 - 11.2018
  • Built and launched key sales tools to increase prospect engagement and conversations.
  • Managed a book of created business in excess of $950,000.00 in revenue.
  • Consistently created new opportunities for each set vertical
  • Methodically searched for new leads that aligned with company interests.
  • Managed, updated, and curated new business through CRM.
  • Ensured immediate resolution of issues so that all project deliverables were met key milestones as defined by stakeholders.

Sales Consultant

Ashley HomeStores Ltd.
08.2014 - 07.2015
  • Maximized every opportunity that walked through the door.
  • Consistent presence on sales floor to address customer needs and desires.
  • #1 in total volume of mattress sales in franchise. Achieved 20% of total sales.
  • Top 3 in sales out of 25 sales consultants
  • Delivered $880,000.00 in business in a year and sold 140% of quota.
  • Achieved 2nd tier bonus level each month.

Driver / Machine Gunner

United States Marine Corps
07.2006 - 07.2010
  • Received Letter of Commendation and Appreciation of Service from the Battalion Commander.
  • Good Conduct Medal
  • Traveled the world and visited Afghanistan, Dubai, Australia, Bahrain, Singapore, Bangladesh, Kuwait, Uzbekistan, and Africa
  • Maintained standards set by UCMJ.
  • Honorably Discharged.

Education

Evolve Security Certified Professional - Cyber Operations And Warfare

Evolve Security Academy
Chicago, IL
04.2020

Bachelor of Arts - Business Management

Indiana Wesleyan University
Marion, IN
2015

Skills

  • Team Leadership
  • Enterprise Software
  • Gap Selling
  • Grit
  • Sales Process Development
  • Product Demonstration
  • Objection Handling
  • Critical Thinking

Timeline

Director of Sales Development

Authentic8
06.2022 - Current

Manager, Sales Development

Authentic8
07.2021 - 06.2022

Sales Development Representative

Authentic8
09.2020 - 07.2021

Account Executive

Bloomerang
11.2018 - 09.2020

Client Engagement Manager

LUNA Language Services
07.2015 - 11.2018

Sales Consultant

Ashley HomeStores Ltd.
08.2014 - 07.2015

Driver / Machine Gunner

United States Marine Corps
07.2006 - 07.2010

Evolve Security Certified Professional - Cyber Operations And Warfare

Evolve Security Academy

Bachelor of Arts - Business Management

Indiana Wesleyan University

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Joshua Gainey