Nickolas Baker

02/19 - 03/20 7 years of sales management experience, and 15+ years of sales experience in software industry including Cloud, SaaS, and on premise Early stage start up Created a go to market strategy Hire, train, manage SDRs and AEs for North America and EMEA Business development and partnerships Marketing and demand generation Managing our partnership network Evaluating and onboarding new sales technology Tracking metrics via Hubspot for entire sales funnel Built out and managed the Sales Development team Revised inbound and outbound strategy to achieve success in the uncertain Covid climate Fine tuned the qualification and AE handoff process Demand generation campaign creation and execution Tracking metrics via SFDC and Apollo Motivated and influenced SDRs and ISRs development and execution to support overall company goals 100% quota attainment for SDRs and 150% quota attainment for ISRs Built and optimized processes for lead qualification and sales execution including overhaul of software tools, SFDC, Drift, and SalesLoft Demand generation Contract negotiation

Led a team of Account Executives and inbound/ outbound Sales Development Reps - USA, EMAE, APAC Developed team performance against quotas, forecasts, and key metrics AE team at combined quota attainment of 125% SDR team at combined quota attainment of 100% Drove pipeline development and revenues through demand generation campaigns Customers include Zillow, Tabasco, Santa Cruz Skateboards, and Starbucks Hired and managed a team of inbound/outbound Sales Development Reps in 3 U.S. locations plus Sydney, Australia Exceeded targets for qualified leads by 10% and TCV by 35% in first year Developed and operationalized lead qualification criteria and process Developed and managed metrics in Salesforce.com to track performance and pipeline Customers include LinkedIn, Market, MindJet, and WorkFront Led demonstrations of SaaS software solutions to prospects Sales of Cloud/SaaS warehouse management system Developed and maintained relationships with channel partners Customers include LMS Logistics, Encore Logisties, and DHL Averaged 105% of sales target for SaaS warehouse management systems Sold primarily through phone and online demo Account management of Developed and maintained relationships with channel partners

Partnered with AEs to on target lists Represented RedPrairie at trade shows and events. Organized offsite events during tradeshows Skills & Technology Salesforce.com, Hubspot, Marketo, Drift, Outreach, SalesLoft, and ZoomInfo Sandler, Challenger, and Miller Heiman sales methods, Ride the Bull cold calling method, and SPIN selling University of Wisconsin, Communications