Rafaela Vlachou

• Reporting directly to Director of Sales Development with a dotted line to the Head of Sales Development
• Responsible for the strategy and execution of demand generation across UKI MM segment of Pleo's commercial offering, main focus being outbound excellence and creation of qualified opportunities for new logos - Prominent examples of SDR sourced new logos being Wetherspoons and Purple Bricks in the UK Market
• Driving inbound motion through marketing collaboration: continuous feedback on marketing campaigns and events based on data driven strategy, implementation of KPIs and SLAs to effectively action and convert MQLs
• Hired, onboarded and currently leading a team of 7 SDRs (Junior and Senior) - 2 promotions to Account Executives from the team throughout the fiscal year based on company promotion criteria
• Proven and consistent track record of successfully meeting and overachieving team sales quota (comprising 50% of volume of qualified meetings and 50% Closed Won business)

- Q2 Joint Total: 150%

- Q3 Joint Total: 100%

- Q4 Joint Total: 105%

• Close collaboration crossfuntionally with the Sales Managers, Directors, VP of Sales to ensure constant communication around the sales tactics, methodology and
• Proficiency in using and training the SDR team in a plethora of tech stack (namely: Salesforce, Hubspot, Outreach, Lusha, Salesloft, Linkedin Sales Navigator, Slack, Google and Microsoft suite etc)
• End to end planning of company wide outbound days (across 3 offices) to boost and drive qualified pipeline creation
• Expertise in MEDDICC, BANT, SPIN Sales methodology and special focus on different coaching areas such as cold calling, territory management, stakeholder relationship, social selling (video, voice notes prospecting), objection handling.
• Creation and launch of Individual Development Plans for each team member utilizing SMART goals and BIPSY methodology
• Continuous motivation of team through creation of incentive programs and empathetic leading
  

• Reported to the Senior Director of Demand Generation
• In charge of the performance and career progression of a team of 7 Junior SDRs covering the entirety of EMEA region for Finastra's Core Banking SaaS offerings
• All SDRs were promoted to seniority status by the end of fiscal year as a result of continuously overachieving sales quota both individually and as a team and completing all elements of Sales Training Academy
• Exceeded EMEA sales quota by creating qualified pipeline of 55 mil euros (target of 37.2 mil for reference)
• Collaborated closely with the BDM of Strategy and Marketing team to design and execute different campaigns for the different products within our Line of Business
• Created and maintained a highly motivating work environment through team and individual catchings, spiffs and setting clear expectations through mutual accountability
• Provided weekly, monthly and quarterly progress reports, trends, analysis & results to senior leadership and proactively proposed new ways of working that better aligned with the business strategy and objectives

• End-to-end outbound coverage of Sales Development across UK and Israel - Exceeded company defined sales quota by more than 150% QoQ for the entirety of my tenure
• Contributed to event marketing, sales and brand promotion.
• Conducted high level qualification meetings with prospects prior to handing the opportunity over to the Sales Team in all Lines of Business - facilitated in later stages of sales cycle
• Supported the marketing team in organizing events, and converted a large number of leads into opportunities
• Built and maintained positive relationships with diverse stakeholders internally and externally through excellent interpersonal and follow up skills
• Mentored and trained new and existing team members in product, selling techniques, internal negotiations and company processes
• Gave training sessions to new hires, and currently taking part in the reformulation of the onboarding process

• Managed customer accounts through Salesforce ensuring GDPR compliance
• Used company troubleshooting resolution tree to evaluate technical problems while leveraging personal expertise to find appropriate solutions
• Expert knowledge and support on cloud based digital platforms in B2B environments
• Responsible for rekindling existing customer relationships that are dormant, and reaching out to prospective customers, through warm and cold campaigns
• Drove performance and knowledge of Junior team members by providing mentoring and side-by-side guidance resulting in stronger staff development and increased productivity
• Maintained customer satisfaction with forward- thinking strategies focused on addressing customer needs and resolving concerns.

• Provided full secretarial support through scheduling regular patient appointments and new patient consultations.
• Fulfilled the task of virtual and physical library classification.
• Attended meetings of the multidisciplinary team of experts concerning the weekly goals of the center
• Translated and adapted psychoeducational material that was used in school interventions in order to reduce delinquent, violent and antisocial behavior and enhance the importance of core values on day-to-day life.
• Participated in all the psychoeducational the trainings provided by the Centre