WELCOME, I'M RYAN
LOOKING FOR IN MY NEXT ROLE
- Title: Head/VP/Director of Sales Enablement & RevOps
- Industry: EdTech, HealthTech, FinTech, LegalTech
- Size/Stage: $10M+ ARR, Series A+ funded companies with 50-100 or Mid Size companies with 100-1000 people
- Location: Phoenix, open to remote opportunities
I have over a decade of experience working alongside C-Level leaders, enhancing tech company performance by optimizing GTM operations and making it easier for teams to meet and exceed their targets. Specializing in developing training programs, I transform new Go-To-Market reps into top performers, simplifying complex processes to enhance decision-making and focus on core roles. Known for my hands-on leadership, I drive teams to surpass their goals and foster cross-departmental collaboration. My approach integrates simple yet powerful tools that cut through complexity, revealing key business insights and enabling smarter leadership decisions. This focus allows the GTM team to concentrate on their core roles, reducing time spent on administrative tasks. My background in EdTech and curriculum design uniquely positions me to lead change management and promote the adoption of innovative tools and processes.
PREVIOUS ACHIEVMENTS
☑️ Consistently delivered 95-100% of all quarterly OKRs, including individual contributor quota attainment of new business, cross-selling, and expansion revenue.
☑️ Led the GTM Outside Sales campaign that earned over $1 million in B2C revenue in the first 24 months while closing 50% of the total business as an individual contributor, which helped the company to raise ~$30M in venture capital.
☑️ Designed, implemented, and managed a comprehensive operational tech stack with tools like HubSpot, Salesforce, Gong, and ZoomInfo, ensuring seamless integration and maximizing the ROI from all solution investments.
☑️ Launched a Full Sales Cycle motion that allowed a small 5-person team to close, onboard, train, launch, and renew over 100 of CourseKey's first customers in 2015.
☑️ Pivoted from Outbound Sales motion to Inside/Hybrid Sales, increasing territory coverage by 300%.
☑️ Executed the design and development of CourseKey’s Client Success programs, including Client Training, Onboarding, Expansion, Renewals, and Support programs after the company transitioned to an Enterprise B2B SaaS revenue model in 2017.
☑️ Contributed to 100% YoY ARR Growth in 2017, 2018, 2019, and 150% ARR Growth in 2020 as VP of Client Success.
☑️ Maintained a stellar 99% retention rate and achieved 150% net revenue retention in 2020, managing our largest 100 accounts.
☑️ Implemented and launched a custom, self-hosted Canvas (LMS) Learning Management system to support end-user training and certifications for new clients to scale training and improve adoption rates for over 1000 certified CourseKey Admins.
☑️ Achieved World-Class Support Benchmarks, including 90-95% overall end-user satisfaction scores.
☑️ Collaborated with CFO and Accounting to lead a revenue recognition project that achieved 100% investor reporting confidence and established new document and deal desk programs, reducing contract errors by 90% and speeding up contract processing.
☑️ Launching an LMS for new hire onboarding and role-specific training, cutting time to productivity by up to 50%.
☑️ Developing a Skill-Specific Coaching Program to enhance teams' GTM processes and data management.
☑️ Implemented an outbound call process that improved the SDR connect rates by 10X.
CORE COMPETENCIES
Sales Enablement & Coaching
As a seasoned expert in sales enablement and coaching, I leverage cutting-edge curriculum design and data-driven insights to empower sales teams. My approach starts with understanding the skills of each team, enabling me to tailor coaching and training sessions that resonate and produce tangible improvements in sales performance. With a mix of strategic content delivery, motivational coaching, and hands-on workshops, I unlock the potential of sales professionals, equipping them with the tools, knowledge, and confidence needed to hit their goals.
Revenue Operations
In the realm of Revenue Operations, my expertise spans designing and implementing robust operational frameworks that streamline sales processes, enhance customer engagement, and optimize revenue growth. By harnessing the power of analytics, technology, and cross-functional collaboration, I create seamless operations that drive efficiency and scalability. My strategic oversight ensures that sales, marketing, and customer success teams are aligned with organizational goals, facilitating a cohesive journey towards achieving and surpassing revenue targets.
Sales Management
With a proven track record in sales management, I excel in building, mentoring, and leading high-performing sales teams that consistently exceed quotas and drive revenue growth. My leadership style is characterized by a focus on transparent communication, strategic goal setting, and fostering a culture of accountability and continuous improvement. By instilling a customer-centric approach and encouraging innovative thinking, I guide teams to develop effective sales strategies that not only meet but exceed customer expectations and business objectives.
MY BRAG BOARD
“I’ve historically explained Ryan as someone who “runs through walls”. No task is too great and he figures out a way to make the impossible, possible. Most uniquely though, he can motivate others well and hold sales reps and those around him to the same standard he holds himself.”
Luke Sophinos
Founder & CEO, CourseKey
"Personally, I owe a great deal of my sales skills to Ryan. His mentorship, guidance, and unwavering support have played a pivotal role in shaping my professional journey. Ryan has a remarkable ability to recognize and nurture talent, providing invaluable insights and coaching that have significantly contributed to my growth and development."
Joel Miller
Account Executive, Fin-Tech Sales
"Ryan is a collaborative partner so he will gather as much information as he can in the time allotted, ensuring buy-in from stakeholders. He will back up his decisions with data when available and will seek data versus arbitrary opinion. He will also pull the trigger when needed. In a startup and growth environment, you have few resources and decisions need to be made quickly so Ryan is accustomed to quickly and cleverly gathering the information that he needs so that a decision can be made quickly."
Natasha Conahan
Founder and CEO, BetterServed Inc
"Beyond his technical expertise, he also excels in training and mentoring others, ensuring that our team remains proficient and up-to-date with the latest tools and practices. He is not only a valuable asset in implementation but also in fostering a culture of learning and collaboration."
Fadee Kannah
Co-Founder & CTO, CourseKey
Hannah Zwick
Head of Demand Gen, Findem
"Ryan manages his team with data. He is a servant leader who coaches constantly, sets clear goals and milestones, and practices accountability. I can honestly say that Ryan is the hardest-working person at CourseKey. Ryan always offers to help others, volunteering his time working nights. He has a passion for sales, and I truly believe his passion for improving our sales outcomes drives him to go the extra mile. His work ethic and focus are an inspiration throughout the company."
Steve Crossman
Chief Revenue Office, CourseKey
"Ryan is among the most dedicated individuals I have worked with. As my first manager, he left an indelible mark on my professional development. Ryan taught me the importance of perseverance and embodied this through his unparalleled commitment to what he does"
Sophie Chance
Data Analyst, CourseKey
"Ryan shines through in his ability to swiftly master and implement a diverse range of technologies and software solutions. Beyond technical expertise, his tenacity and unwavering commitment to achieving goals make him a standout professional. He not only inspired me, but exemplified the culture of continuous learning and collaboration."
Todd Northrup
Senior Client Success Manager, CourseKey
"Ryan has an exceptional ability to collaborate with peers. His contributions to team projects are marked by a keen understanding of group dynamics and the power of collective effort. He consistently fosters an environment of cooperation and mutual respect, ensuring that every voice is heard and valued. His communication and coordination skills are exemplary and he effectively bridges any gaps between different departments to ensure organizational alignment."
Marc Barron
Executive Vice President, CourseKey
Location
Phoenix, Arizona, United States