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Mark Davoren

Mark Davoren

Senior Sales Development Leader
Redwood City, San Mateo

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About Mark Davoren:

  • Seasoned SDR leader with 10 years in-a-row of pipeline quota overachievement, a passion for sales development, strong emotional EQ, and extensive enterprise sales experience.
  • Excels at leading second-line/directors and first-line/managers to higher results.
  • Exceptional in four primary areas: sales development expertise, operational excellence, culture/talent development, and strategic thinking.

Experience

8X8 Inc., Campbell, CA                                                                                   July 2020-present

Senior Director, Global Sales Development

Leads an SDR organization with 73 SDRs and 8 first-line and second-line leaders across 7 countries for a top-tier SaaS Contact Center and Unified Communications provider. 

  • Designed, iterated, and systematically enabled the team on an outbound calling methodology, based on behavioral science principles, that increased per SDR results by 321% YoY.
  • Drives cross-functional success with stakeholders in Marketing, Sales, Sales Enablement, Recruiting, and executive leadership to ensure optimal results. 
  • Hired a global team of top achievers, created a rigorous structured coaching approach, and fostered a high-achievement culture. Developed a coaching guidebook for leaders. 
  • Heavily leverages data to gain insights for continually evolving team efficiency and results. 
  • Achieved 167% of quota for FY21 and 171% for FY22 resulting in 278% pipeline growth.
  • Developed a career coaching and planning model, in alignment with Sales leadership, that has resulted in industry-leading retention and, SDR-to-AE, promotion results. 

 

Infoworks.io, Palo Alto, CA                                                                          March 2019-July 2020

Director, Sales Development

Built and led an SDR organization of 28 SDRs for a fast-paced early-stage Big Data operations software company. Designed, redesigned, and deployed adaptable systems, processes, and strategies for hypergrowth results.

  • Created a complete messaging framework by industry and buyer persona; created SDR playbook and battlecards.
  • Achieved 142% of quota and 173% YOY productivity/head increase, resulting in 124% pipeline growth.
  • Successfully pivoted to a different business model second half of the first year; subsequently increased outbound results 43% post Covid-19.

 

Tipalti, San Mateo, CA                                                                                   Nov. 2017-March 2019

Director, Global Sales Development

Led three managers and 32 SDRs responsible for prospecting SaaS payables automation to mid-market and SMB accounts. 

  • Rapidly built a global SDR team from the ground up, increasing headcount from 6 to 32 SDRs. Designed a complete messaging framework, SDR playbook, and battlecards.
  • Reduced ramp time from three months to one month by creating a systematic, structured and intensive training program. 
  • Achieved 137% of quota and 146% YOY productivity/head increase, resulting in 177% SDR-sourced ACV growth. Won CRO’s Sales MVP Award Q2 2018.

 

Coupa Software, San Mateo, CA                                                                  Sept. 2012-Nov. 2017

Senior Manager, Sales Development                              April 2016-Nov. 2017

Manager, Sales Development                                         April 2013-April 2016

Senior Strategic Sales Development Representative         Sept. 2012-April 2013

Directed 18 SDRs in prospecting Coupa’s SaaS spend management platform to enterprise accounts.

  • Set record across all regions by establishing 7X in sales qualified pipeline for North America; 182% YOY growth.
  • Created live/e-learning courses for all aspects of the SDR role; conducted “objection handling” course for all sales.
  • Achieved 163% of 1st-year quota and maintained 146% thereafter, resulting in over $19M+ in SDR-sourced ACV.

 

Previous experience:

Account Executive, Mu Dynamics (acquired by Spirent), Sunnyvale, CA                 2011-2012

  • Rapidly exceeded quota expectations and earned top performer status. 

Account Executive, Logvy Manufacturing Inc., San Francisco, CA                         2005-2010         

  • Set company records for 2005, 2006, and 2007; ranked #1 of a 5-member sales team. 

Account Executive, Eccord Systems, San Jose, CA                                                     2000-2005

  • Closed new account sales at Agilent, Cisco, SBC, and Lockheed, among others. 

Education

B.A., Magna Cum Laude, Pre-Law, Golden Gate University, San Francisco, CA

- President, Phi Alpha Delta Fraternity

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