Adam Duke

• Lead the highest-performing business development team in the organisation (3 teams across EMEA/US).
• Successfully transitioned the sales team from inbound to outbound focus, resulting in $6M in outbound generated pipeline.
• Set the record for most outbound pipe generated in a single quarter (166% over target. Q1/23').
• Collaborate with cross-functional teams, including sales and marketing to align business development efforts with company objectives.
• Analyze data to identify trends and opportunities for improvement, and made recommendations that resulted in increased efficiency and productivity.
• Generated $20M in pipeline since assuming the role.

Responsibilities include those listed under theTeam Lead role.

Assumed a team lead role while maintaining normal SDR duties. Achieved a 38% increase in meetings booked in 2020, and a 39% increase in 2021.

• Hit 101% against target in 2021
• Recruited, onboarded, and trained new SDRs
• Designed and implemented a comprehensive training program that resulted in high-performing SDRs.
• Coached and developed SDRs, providing them with the feedback and support they needed to be successful.
• Created and implemented effective workflows and messaging for each buyer persona that resulted in a significant increase in meetings booked.
• Hosted daily/weekly team stand-ups and 1:1's to review performance against targets and to direct and influence the team on areas of opportunity, growth, and improvement.
• Partnered with Finance and Sales Ops on commission plans, Marketing on inbound funnel improvements and joint campaigns and Sales Operations on reporting, process and tech stack optimisation.

• Built strong relationships with prospects, and used my expertise to address their pain points and demonstrate how Poppulo could solve their problems.
• Collaborated with sellers to research and evaluate target companies and identify high-value contacts within our ICP.

HIGHLIGHTS

• Top-performing SDR each quarter across both US and EMEA.
• 15% more meetings booked compared to the 2nd best performer in 18'
• 55% more meetings booked compared to the 2nd best performer in 19'
• Helped source 397 Opps/€8.8M in new pipeline.
• Sourced 55 Closed-Won opportunities worth €944K

• Contributed to the development of the new sales demo environment by populating all reports with dummy data.
• Worked closely with the sales team to ensure that the new sales demo environment met their needs and was easy to use.
• Built out account information and organizational charts/hierarchies using Altify software, which provided the sales team with a comprehensive view of their prospects and customers.

• Responsible for enriching our CRM with key contacts in our TAM.
• Designed and documented the research process for Tier 1 organisations.
• Produced and presented research packs for each seller's top 10 accounts to enable them to GTM for each account with insights.
• Provided an overview of potential customers and broke this information down into useful statistics.

Worked there for 6 years total, not consecutively.

• Shop floor and off-licence assistant
• Dealing with customer queries/complaints appropriately
• Having extensive knowledge of all products in-store
• Involved in stock control and management