Salesforce
Yugantheran Govender
Bishops Stortford
Summary
Proactive Sales Development Manager and coach with extensive experience building and scaling high-performing international Sales Development Representative (SDR) teams, optimising sales processes, and generating revenue. Leader committed to team development, who leverages robust data analysis to optimise performance. Demonstrated success in coaching, performance monitoring, and cross-functional collaboration.
Overview
19
19
years of professional experience
4
4
Languages
Work History
SDR and SDR Manager Consulting
Independent
04.2023 - Current
- Provided personalised training in cold-calling, roleplays, prospecting techniques, CRM (Salesforce), and Outreach optimisation, focusing on improving activity quality and KPIs
- Emphasised value-selling methodology and data-driven approaches for enhanced pipeline and market penetration.
Sales Development Manager
Firstup
10.2022 - 04.2023
- Tech company specialising in promoting Intelligent HRIS Platform that delivers seamless collaboration across workflows.
- Led team of 6 SDRs and provided weekly one-on-one coaching, refining cold-calling strategies, roleplays, handling call rejections, and effective qualification to support generation of high-quality meetings
- Aligning EMEA team's global strategy and operations model
- Streamlined onboarding procedures for SDRs and fostered highly functional and productive team
- Drafted scripts, playbooks, and lead qualification criteria and established repeatable, scalable prospecting process
- Generated $1.4M+ in SDR-driven revenue by improving lead and sales development processes
- Exceeded all pipeline metrics: Q4 2022: Target: $1.2M Achieved: $1.3M, Q1 2023: Target: $1.4M Achieved: $1.43M (108%)
- Implemented prospect qualification checklists for SDRs, developed and optimised sale processes, enabling more meaningful information exchanges, increased call times, and successful meeting outcomes
- Surpassed meetings booked targets in Q4 2022 (102%) and Q1 2023 (105%)
- Developed outreach campaigns informed by extensive market research and intentionally formed ICPs, which gained average of +87% sales meeting acceptance rate, exceeding industry standards of 75%
- Utilised Salesforce to generate cross-team reports for performance tracking, KPI management, ensuring accountability; drove visualisation and insights on business processes to implement data-driven practices and improvements across operations.
Sales Development Manager
Redis
07.2021 - 10.2022
- Empower builders and innovators to advance their mission through real-time data
- Scaled team from 2 to 9 SDRs
- Improved performance of SDR teams across EMEA and APAC by driving MEDDICC in sales development approaches and qualification
- Optimised processes for prospect engagement, lead generation and follow-ups, and value propositions, resulting in increased efficacy, conversion, and sales
- Mentored 2 SDRs through their promotion into sales
- Reorganised call blocks for outreach campaigns to maximise effective engagement with prospects
- Tailored timing and content to optimise prospect engagement and achieve 22% MQL to SQL conversion
- Surpassed sales accepted lead targets by +117% through improved lead qualification processes, resulting in 89% conversion rate from SAL to SQL
- Achieved +220% YoY growth and closed $4.1M+ in SDR-generated revenue through sourcing high-quality leads and driving operational excellence and a data driven mindset; $5M of total closed revenue came from SDR leads of which 78% were outbound
- Acquired 16 new logos across EMEA & APAC by leveraging industry insights to pioneer market expansion strategies
- Recruited and onboarded SDRs and implemented “buddy system” to accelerate learning curve for new members; reduced staff attrition by optimising onboarding experiences, hands-on coaching and fostering a high-performance culture.
SDR and SDR Manager
Consulting
12.2020 - 06.2021
- Providing personalised training sessions for SDRs, honing cold-calling and prospecting techniques
- Guiding SDRs to understand industry landscapes and facilitated new opportunities in tech-based sales
- Conducted training with SDR managers on CRM best practices and data-driven decision-making, focusing on Salesforce efficiency to streamline sales processes and importance of coaching and mentoring.
Business Development Manager
MicroStrategy
10.2011 - 11.2020
- Recruited top talent, grew business development team from 1 to 17, including 3 team leaders and replicated success across EMEA by developing business processes and outbound sales playbooks
- Built sustainable pipelines based on market insights and data driven initiatives
- Mentored 5 SDRs through their promotion into account executives
- Immersed in all facets of the business, gaining expertise in effective sales & business development processes; secured $5M+ revenue within 6 months of hire through initial and follow-up meetings with First National Bank
- Leveraged market insights to steer development initiatives that fostered growth and expansion
- Surpassed $68M pipeline generation goals, achieving $76.16M+ through proactive and targeted initiatives; closed $17.85M in revenue by capitalising on forecasted opportunities
- Developed personalised "battle cards" for every account and vertical, featuring information on ideal personas, targets, elevator pitches, objection handling tactics, qualification criteria, and structured lead generation approach
- Refined engagement methodologies and exceeded targeted booked meetings, surpassing goal of 612
- Enhanced prospect checklists and attained 107% of meeting target and exceeded annual pipeline target by 112%; exceeded revenue target by 105%.
Business Development Executive
iSolve Business Solutions
01.2010 - 01.2011
- Devised project roadmaps to acquire five-year $1.2M/year Tier-1 client agreement; surpassed yearly objectives, achieving $1.8M+ in revenue (230%) through effective cold calling and relationship building.
Business Development Manager
IT Intellect, Training Solutions
01.2005 - 01.2010
- Managed business development operations, leading with player/coach mindset, delivering effective solutions to enterprise clients (B2B sales) and overseeing implementation of key policies and procedures
- Promoted to Sales Manager within two years
- Trained and supervised 14-member team
- Coached team, ensuring achievement of annual targets within designated timeframes and budget constraints, demonstrating team management and coaching abilities.
Education
Diploma - Advanced Leadership Diploma
Reed
Microsoft Partner Sales and Marketing, Microsoft Microsoft Licensing Sales Specialist: The Stack Module and Fundamentals of Learning Continued… -
Microsoft
Skills
- Leadership and Team Management
- Accurate Forecasting
- Lead Generation
- Coaching and Development
- Process Optimisation
- Training and Enablement
- Data Driven Decision Making
- Strategic Sales Development
- Cross-Function Collaboration
- Interpersonal and Organisational Skills
- Performance Tracking and Goal Setting
- Salesforce
- CRM Systems
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Software
Outreach
SalesLoft
6Sense
Lusha
Drift
Cognism
Work Preference
Work Type
Full TimeLocation Preference
On-SiteRemoteHybridTimeline
SDR and SDR Manager Consulting
Independent
04.2023 - Current
Sales Development Manager
Firstup
10.2022 - 04.2023
Sales Development Manager
Redis
07.2021 - 10.2022
SDR and SDR Manager
Consulting
12.2020 - 06.2021
Business Development Manager
MicroStrategy
10.2011 - 11.2020
Business Development Executive
iSolve Business Solutions
01.2010 - 01.2011
Business Development Manager
IT Intellect, Training Solutions
01.2005 - 01.2010
Diploma - Advanced Leadership Diploma
Reed
Microsoft Partner Sales and Marketing, Microsoft Microsoft Licensing Sales Specialist: The Stack Module and Fundamentals of Learning Continued… -
Microsoft