Kunal Kaul

• As head of APAC and ME business development, I successfully manage a team responsible for generating 2 million USD in new revenue. Oversee the entire sales pipeline, from initial outreach to deal closure.
• Analytical project management approach towards target accomplishment by looking at historic SFDC (CRM) trends and working with the team in adopting the latest AI tools like Clay, Autobound, and Smartleads.ai, Trello, Outreach for better productivity and effectiveness.
• Reporting to the AVP of Business Development and CMO, while collaborating with Sales, Presales, Marketing, and L&D, thereby resulting in a record pipeline.
• Provided guidance and support for team members in order to enhance their work performance and development.
• Oversee the BAU operations, creating growth tracks for reps, and enabling their performance.
• Redesign BD Enablement with strategic training based on consultative selling, globally.
• Achieved 96% for the year 2023-2024 and presently at 100% targets (a.o.). Q2 2024, with a visible impact in increased net new business and cross-sell ACV.
• Won awards for driving successful team performances in Q1 and Q2, as well as the best Team award in 2023-24.
• Developed and implemented policies, procedures and objectives to ensure customer satisfaction.
• Monitored performance of direct reports against established targets.
• Planned, organized and coordinated activities of subordinates to accomplish organizational goals.
• Managed staff by recruiting, selecting, orienting, and training employees; communicating job expectations; planning, monitoring, and celebrating target achievements.
• Identified opportunities for process improvement within the organization.

• Manage the US and EU New Business and Customer portfolios with 6-8 Inside Sales reps, respectively.
• Determine SQL and revenue targets for regional Inside Sales teams.
• Collaboration with Leadership, Field Sales heads, Customer success, Presales, Infosec, Marketing, and Professional Services to ensure that there is sync between all teams in reference to opportunity realization.
• Responsible for smooth Inside Sales operations, processes, tools, as well as strategy.
• Customer upsell and account management for marquee customer accounts.
• Star Award of Excellence for overall performance (Oct 2022)

Promotions:

Manager, Business Development - April 2020 - April 2022

• Managed Inside Sales - North America is responsible for generating $5.25 million in new business opportunity pipeline (ACV) quarterly and SQLs.
• Achieved 101% of Team SQL targets and won Best Performer Award for the year.
• Monitored competitor activities to anticipate changes in the industry landscape and design appropriate response measures.
• Identified areas of improvement within existing operations through process analysis and benchmarking studies.

Assistant Manager, April 2018 - April 2020

• Directly managed 7 Inside Sales reps for the North America BFSI practice with zero attrition.
• Was recognized for my performance and represented the company at the RSA Event in the US.

Senior Associate, September 2015 - April 2018

• Exceeded targets (110 %).
• Leveraged tools like LinkedIn Navigator, ZoomInfo, and Lusha for outbound efforts.
• Won several spot and quarterly awards in this role with company-wide recognition.

• Exceeded my targets and won the rookie award for Business development
• Utilized market trends, account specific goals highlighted in Earnings reports
• Mentored freshers in the team and worked with my team lead on creating account strategies

• Responsible for fixing HTTP, DNS network issues and video streaming for our customers.

• Worked on PTC windchill in assisting customers migrate data between versions.