Melanie Daniels
Elkins Park
Summary
Scrappy B2B SaaS sales professional with 15 years of tech sales experience—9 in Enterprise & 13 in SMB sales. Known for exceptional organization, grit, and consistently exceeding quotas. Passionate about scaling startups and optimizing sales processes.
Seeking a Founding AE role to drive sales strategy with a team creating impactful products and embracing the startup journey with curiosity and a growth mindset.
Overview
17
17
years of professional experience
Work History
Account Director
SupportLogic
08.2023 - Current
- SaaS AI/ML Customer Experience Platform (new business, upsell/cross-sell, renewals)
- Personas targeted: VP Global Customer Support, Head of Solutions Support, C-Suite,
- Fastest new hire ramp + deal closed in company history (self-sourced)
- Implemented Guru knowledge base to optimize sales team performance.
- TCV: $321,677.00; ACV $50-150k
- Key Wins: Wiz, Saviynt, Deep Instinct
Sr. New Biz SMB AE
Guru
03.2020 - 05.2023
- SaaS Wiki/Knowledge Management Software Sales (new business + account expansion)
- Personas targeted: C-Suite, VP Ops, VP HR, Sales/CX leaders
- TCV: $1,515,571.20; ACV: $10-30k
- FY23 (Feb '22- Jan '23) - 74% quota (4 months maternity leave impacted this) - 25 sales
- FY22 (Feb '21- Jan '22) - 113% quota - 61 sales
- FY21 (Feb '20- Jan '21) - 94% quota - 27 sales
- Key wins: Route, Filevine, Palmetto, Skydio
Enterprise Account Executive
Stitch
06.2018 - 02.2020
- SaaS ETL software sales (net new logos + upselling "Freemium" PLG customers)
- Personas targeted: Data Team, VP Analytics, Engineering, IT Director, BI Analyst, VP Product
- TCV: $943,505.00; ACV: $20-40k
- FY19: 104% quota ($752k/$720k) 28 new logos *President's Club*
- FY18: 77% quota ($171k/234k) 8 new logos
- Key wins: Oracle, Motorola, Gartner
Account Executive
Workzone
01.2015 - 05.2018
- SaaS project management software sales to C-level decision makers targeting marketing, engineering, product development & IT personas
- FY17: $466,980.00 new logo ARR (80 sales) Top Performing Rep
- FY16: $410,520.00 new logo ARR (57 sales)
- FY15: $213,030.00 new logo ARR (44 sales)
- Key wins: Denver International Airport, AON Affinity, Centura Health, Allegion
Sales Representative
Unbound Medicine
04.2012 - 12.2014
- SaaS Mobile & Web app clinical resource sales to medical schools, hospitals, & healthcare systems / new logos + 125 renewal accounts
- FY14: 90% quota at time of departure ($1,029,627/$1,145,000)
- FY13: 99% quota ($882,202.58/$890k) 95% Retention
- FY12: 97% quota ($623,442.45/$640k)
Sales Representative (Outside Sales/Remote)
Meyer Natural Foods
06.2010 - 03.2012
- All-natural premium beef sales for new & pre-existing accounts in 281 grocery store chain accounts in PA/NJ territory; brands included North Dakota Beef, Laura’s Lean Beef and Meyer Natural Angus
- “Road Warrior” mentality in outside sales position role covering a 250-mile territory radius
- Responsible for building partnership with AWI as a main distributor; built from the ground-up via cold-calling & B2B sales calls
Pre Sale Representative (Outside Sales)
PepsiCo
05.2009 - 06.2010
- Managed 65 accounts & 3-5 drivers on weekly basis for Small Format territory that sold 172,828 cases annually
- Grew prior year revenue by $35,028 & cold drink focus by +3k cases for Route #104
- Sales Trainings: P.E.P.S.I. Sales & P.R.E.M.I.E.R. Service training; Campus Development Program (Recruit 2009)
Sales Representative
University Directories
05.2008 - 08.2008
- Sold $31,795 worth of yellow page advertising & broadcast mobile marketing to local businesses in State College, PA
- Ranked 5th/50 sales representatives in Key West region, top 10% of 700 sales reps nationwide
- #1 team in the nation & highest-grossing sales team in company history
Education
Bachelor of Arts - Public Relations; Minor: Business
Pennsylvania State University
State College, PASkills
- Closed ~$3M in TCV across recent startup roles: 2 Series A (1 exit) and 1 Series C
- Avg Deal Size/ACV Experience: $20K-$150K
- Tech Stack: SFDC, LI Sales Nav, Outreach, Slack, Vidyard, Chorus/Gong, Loom, Asana, Intercom
- Sales Methods: Sandler, BANT, MEDDICC; Harvard Negotiation Mastery Certificate; Cornell Emotional Intelligence Course, Sales Impact Academy, Winning By Design, Vorsight Sales Prospecting
- Account Management / Renewals / Upsell / Cross-sell
- KPI-driven, results-oriented
- Outbound "hunter" mindset
- Freemium/PLG success
- Advocate for best sales practices
Hobbies
Fishing, creating art, quality time with family and our Italian Greyhound, Jasper; mental health advocacy; embracing life’s adventure.
Timeline
Account Director
SupportLogic
08.2023 - Current
Sr. New Biz SMB AE
Guru
03.2020 - 05.2023
Enterprise Account Executive
Stitch
06.2018 - 02.2020
Account Executive
Workzone
01.2015 - 05.2018
Sales Representative
Unbound Medicine
04.2012 - 12.2014
Sales Representative (Outside Sales/Remote)
Meyer Natural Foods
06.2010 - 03.2012
Pre Sale Representative (Outside Sales)
PepsiCo
05.2009 - 06.2010
Sales Representative
University Directories
05.2008 - 08.2008
Bachelor of Arts - Public Relations; Minor: Business
Pennsylvania State University
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