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Overview
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Skills
Work Availability
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Timeline
Education
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Mary Forma

Mary Forma

Sales
Austin
Summary

A versatile sales leader offering significant experience in demand-generation and ideal client acquisitions. Fiercely focused on beating benchmarks.

Overview
18
18
years of professional experience
5
5
years of post-secondary education
Work History

Strategic Account Executive

Evocalize
2021-03 - 2021-11

Developed pitch for multiple verticals and potential client types. Captured and pursued ideal buying profiles using Zoominfo, LinkedIn Sales Navigator, Hubspot and Outreach. Closed $250K ARR. Identified and leveraged new sales closing motions for strategic wins and timing.

Senior Account Executive

Cosential
2020-02 - 2021-03
  • Number 1 out of 9 in attainment for 2020. Maximized total ARR per deal with an ACV of $13,155 each
  • A challenger by nature with a full quiver of business experience to share insights and challenge prospects to address the "why not now?" of their evaluation process. Helped clients and the team to identify gaps and recognize weak spots.
  • "We had some strong finishes in December bringing with it our BEST quarter in our history. ... [finished #1 for 2020Q4 with] Mary Forma at 92%"

Manager of Business Development

Cosential
2018-07 - 2020-01
  • Formalized Target Market and Total Addressable Market for Sales and Marketing post-funding. Industry market and persona training for all new hires for Account Executives, Marketing Staff and Business Development Representatives
  • Interviewing, Hiring, Firing and Performance Improvement Plans for over 30 employees in the Sales Department. 9-Box Evaluations, Stop-Start-Continue management feedback and Anti-Harassment training.
  • Wrote a report for C-suite, illustrating what Sales and Marketing needed to do to double its output; without any current Marketing leadership at the time. They hired a Chief Revenue Officer and Vice President of Marketing within 3 months of that report.
  • Implemented Outreach.io; invited to be on their BETA team; Implemented ZoomInfo, Sales Navigator, LeadForensics for both Account Executive and Business Development Teams; Implemented Hubspot in cooperation with Marketing for single source of truth; Invited to the BETA team.
  • Managed outside Marketing agency efforts for three months.

Business Development Representative

Cosential
2017-02 - 2018-06
  • As the sole outbound business development representative, I updated over 12,000 records with relevant firmographic and timezone related data for the most efficient way to use our CRM to sell our CRM.
  • Trained and managed outsourced data research team to capture more leads with relevant data for us. Trained my peer on how to leverage existing tools, understand the market and be successful throughout his tenure.
  • Broke records and doubled the output from the previous outbound Business Development Representative.
  • Established Target Market thresholds to lift the gross sales prior to $34M funding round in June 2018.

Business Development Representative

Marin Software
2015-10 - 2017-02
  • Hunted down ideal fit prospective clients for SMB team in Austin. Improved grammar and formatting of outbound communications
  • Top performer across a team of 10 business development representatives.
  • Trained peers on Salesforce usage and visibility. Trained new hires in the Rapid Business Developer role
  • Promoted to International Team Lead of rBDRs prior to exit.

SEO Consultant

Self
2003-03 - 2015-09

Specializing in organic search for B2C companies local and nationwide. Website forensics and resubmissions with Google. Google Adwords Campaign launches, optimization, overhauls and ongoing management. Google business listing optimization.

  • 1 of 10 (and only woman) SEO Consultants to in California. 1 of 88 Nationwide in 2010
  • Google Adwords Qualified Individual, 2015
  • Google Analytics Qualified Individual, 2015
Skills

Software power-user, any!

Forecasting and planning

Rapport-building ninja

Motivational speaking

Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Quote
carpe diem, quam minimum credula postero [Seize the day, and trust tomorrow even as little as you may]
~Horace
Timeline

Strategic Account Executive

Evocalize
2021-03 - 2021-11

Senior Account Executive

Cosential
2020-02 - 2021-03

Manager of Business Development

Cosential
2018-07 - 2020-01

Business Development Representative

Cosential
2017-02 - 2018-06

Business Development Representative

Marin Software
2015-10 - 2017-02

SEO Consultant

Self
2003-03 - 2015-09

Associate of Science Business Administration And Management

Napa Valley Collega
1995-01 - 1999-12
Education

Associate of Science Business Administration And Management

Napa Valley Collega
1995-01 - 1999-12
For fun...

#BoysMom | Wine aficionado | Metaphysical fan | cancer Survivor | Jewelry curator | Playlist maker | Sourdough hunter

For fun...

#BoysMom | Wine aficionado | Metaphysical fan | cancer Survivor | Jewelry curator | Playlist maker | Sourdough hunter