Subhrajit Dutta

Overseeing the E2E Demand Generation and Database Building initiatives for the Enterprise ABM Team:

• Looking after 3 teams for Enterprise ABM (Demand Gen + Database + Field Events)
• Leveraging data-driven insights to design and execute targeted multi-channel marketing campaigns to maximise sales pipeline, reduce CAC & optimise ROI.
• Built high-performing teams through effective recruitment, onboarding, and talent development initiatives & playbooks.
• Collaborating with cross-functional leaders on strategic initiatives to optimise Go-To-Market (GTM) strategies, expand the Total Addressable Market (TAM), and drive exponential growth in the enterprise segment.
• Playbook & SOP creation & implementation to standardise processes.
• Executing Events across India to drive enterprise growth.
• Vendor evaluation & management.

Achievements:

• Q1- 304 SQLs(101%), Q2- 272 SQLs(113%)
• Average Pipeline Value(GWP): $23M
• Increased revenue contribution to Enterprise Deals from 50% to 75%. (Net New Business)
• Increased per-rep productivity from 15 to 25 SQLs
• Increased the database size by 40%
• Started the field events vertical for the Enterprise team

Joined as an IC and got promoted to a POD Lead role after 3 months. Leading a team of 5 ABM Associates to generate growth through different touch points like:

• Running personalized account-based marketing campaigns(1:1 and 1 to many via Upscale & Outplay) on target accounts (Enterprise & Strategic Initiative).
• Getting in touch with leads over LinkedIn to build relationships and drive growth.
• Started by scaling up Cold emails, then Mid Market and later Enterprise team.
• Warm and cold calling potential leads to schedule meetings with sales team.
• Scaling the function from a 6 member team to 20 member team.

Achievements:

• Generating 100+ Fresh & Rollover SQLs per month through cold email channel. (April-June) - IC Role
• Generating 60+ Mid-Market Rollover SQLs per month through 1:1 Personalised Outbound Campaign. (July-October) - POD Lead
• Generating 50+ Enterprise SQLs per month through 1:1 Personalised Outbound Campaign. (November Onwards) - POD Lead
• Achieved 50%+ QoQ growth in SQLs numbers throughout

Additional responsibilities include:

• Evaluating and implementing tools available in market to empower team.
• Working with Director of Marketing and CEO to analyze performance and strategize future campaign programs based on the requirement.
• Salesforce Administration (Part Time): Ensuring smooth transition from Hubspot to Salesforce. Enabling teams for better SFDC adoption. Maintaining Salesforce sanity, Creating Workflows and Automation. Hiring a full time Salesforce Admin.

Key Responsibilities:

• Worked on Enterprise EMEA Platinum accounts(10B+ revenue) to generate and nurture leads(VP, CXO level) to increase business growth.
• Created sales pipeline of $5 Mn for the Europe sales team.

As an EFTA I am responsible for generating Outbound leads & nurturing Inbound leads coming through multiple channels, maintaining a healthy pipeline while ensuring proper visibility between Sales and Marketing teams.

Key responsibilities include:

• Account research & personalized reach out via different outreach channels (Email, In-Mail, LinkedIn Messaging, Cold Calling).
• Unearthing the business challenges and suggesting appropriate solutions to ensure better conversion.
• Staying in touch with Finance & Business Leaders to maintain good rapport and engage with them when the time is right.
• Presenting reports to Sales & Marketing leadership to maintain proper sales and marketing funnel and suggest optimization areas.
• Working with cross-functional teams to make playbooks and OPERAs for new initiatives and training new EFTAs/SDRs(in India and EMEA region).

Key Achievements:

• Winner of the Quarterly High-Flyer award in Q2 2020 for achieving 178% of the target.
• Completing FY2020 by achieving 106% of the target.
• Completing FY2021 by achieving 92% of the target.
• Highest Monthly achievement of 333% of the target.
  

• Responsible for establishing relationship with Enterprise Clients in terms of understanding their Accounts Receivable (Order to Cash) process and suggesting solutions based on their needs.