Summary
Overview
Work History
Education
Skills
Accomplishments
Certification
Languages
Timeline
Generic

Brijan Mokaria

Toronto,ON

Summary

A result-oriented professional holding strong background in B2B SaaS sales and business development for software product-based companies. Heavily suited for driving growth and exceeding sales targets consistently over the allocated quota. Excellent in client relationship building and strategic market expansion, leveraging skills in CRM management and effective communication. Awarded for outstanding contributions, demonstrating a knack for identifying and capitalizing on new opportunities.

Overview

6
6
years of professional experience
1
1
Certification

Work History

Business Development Manager (Enterprise)

FarEye.com
06.2023 - 03.2024
  • Increased the number of Sales Qualified Leads (SQLs) by identifying new business opportunities and penetrated unexplored geographies to establish a surge in sales pipeline.
  • Successfully achieved 110% of the quota allocated to generate new leads during my tenure and also co-created the outbound sales playbook.
  • Cold Calling, Cold Emailing, Prospecting, Hunting, and Driving Discovery Calls for all first level meetings with the key decision makers and booking the meetings for Account Executives.
  • Identified the customers' problem statement as well as pain areas to qualify accounts based upon BANT and NEAT sales development methodology.
  • Monitored market trends and competitor activities to identify areas of potential opportunity and updated all records in Salesforce CRM and Hubspot CRM.
  • Consistently exceeded monthly / quarterly target quotas through diligent prospecting efforts, relentless follow-up activities, and expert negotiation as well as communication skills.
  • Performed client research and identified opportunities for account growth, account penetration and market expansion.

Senior Manager, Inside Sales (International)

Fleetx.io
10.2020 - 06.2023
  • Responsibilities were of an Enterprise Account Executive where relaunch of the software product in international markets was a prime focus.
  • Contributed as a growth-oriented sales executive by attaining 122% of the target quota allocated in FY22 and 118% in FY23 because of having a strong command over the product portfolio and applying consultative approach.
  • Directly responsible for driving net new revenue by acquiring new logos and expanding existing channel partners as well as reseller network for generating aggressive growth.
  • Mentored and Coached new joiners & ramped up their onboarding process by sharing literature & case studies.
  • Executed MEDDPICC and Gap Selling sales strategies for managing end-to-end sales cycle from initial contact through successful close (deal sourcing till deal win).
  • Established strong relationships with clients and stakeholders, ensuring long-term partnerships and repeat business by upselling and cross selling.
  • Led customer sales negotiations, facilitated product demos (virtual as well as in-person), prepared contracts, responded to RFPs / RFQs, handled inbound inquiries, approached accounts via outbound channels, and used prospecting tools like LinkedIn Sales Navigator, Zoominfo, Lusha, Apollo.io or RocketReach to hunt relevant contacts.
  • Collaborated closely with peers from other departments to drive organizational success jointly as one unit.
  • Sold product categories such as Transportation Management Solution (TMS), Vehicle Tracking System (VTS), Fleet Management Solution, Transporter ERP, Fuel Monitoring System, Video Telematics Solution (ADAS).

Business Development Specialist

Whitepanda.io
11.2019 - 07.2020
    • Hired as Founding Senior Business Development Representative (BDR) to ramp up the customer acquisition process & hunt new logo sales for achieving aggressive growth in a fast-paced environment.
    • Co-Managed a team of 3 inbound sales representatives (interns), 2 operations executives and 1 content editor.
    • Improved lead generation efforts by refining personalized account-level prospecting techniques, resulting in higher-quality leads and better conversion ratio.
    • Implemented Go-To-Market (GTM) roadmap and executed partnerships as well as strategic alliances with SMB, Mid-Market as well as Enterprise accounts to boost the top-of-the-funnel stage of the buyer journey.
    • Used Hubspot CRM to handle current client portfolio and prospective leads as well as accounts by allocating deal stages in sales pipeline.
    • Secured high-value accounts through building rapport with key decision-makers, understanding their needs, and presenting customized solutions tailored to their requirements.
    • Built an outbound demand generation cadence from scratch to cultivate a culture of continuous innovation and process improvement regularly.
    • Planned cross-functional departments OKRs (Objective Key Results) and tracked their success in QBR meetings.

Lead, Program Guide (Inside Sales)

Momsbelief.com (A Unit of Rays of Belief Pvt Ltd)
11.2017 - 11.2019
  • Improved overall client satisfaction by promptly addressing concerns on inbound sales inquiries & suggesting relevant solutions for quicker turn around time on deal closures & maintaining healthy win-loss ratio.
  • After 1 year of tremendous performance at an early-stage startup, got promoted as a team lead and managed 5-7 direct reportees by overlooking their quality of work, timely updating of records in Zoho CRM and allocating targets for surging the sales numbers month-on-month.
  • Conducted 1:1s, training on personality development, coaching on maintaining soft tone over any means of communication with customers, and helped team attain progress in their respective career trajectories.
  • Defined new B2B revenue generation approach by collaborating with healthcare experts in the market & asking them to promote the product to their customers.
  • Working closely with CEO and senior management for experimenting new projects to elevate success rate of the product in market.
  • Attended events, conferences, webinars & demonstrated thought leadership amongst the product portfolio in front of senior authorities for branding purposes.
  • Interviewed, Recruited and hired a tem of sales development representatives by identifying passion-driven talent from various industry verticals and onboarded them by buddy-mapping method.

Education

Master of Business Administration - Marketing Management

IEC University
Solan, Himachal Pradesh, India
08.2019

Bachelors of Technology - Computer Science & Engineering

Uttarakhand Technical University
Dehradun, India
05.2017

Skills

  • New Business Development
  • Sales (Inbound and Outbound)
  • Client Relationship Building
  • Lead Generation and Lead Qualification
  • Prospecting, Hunting & Farming Accounts
  • Objection Handling and Problem Solving
  • Revenue Generation and Contract Negotiation
  • CRM Platforms Management & Pipeline Monitoring
  • Verbal and Written Communication
  • Product Demos and Consultative Approach
  • Go-To-Market (GTM) Strategy Planning
  • Sales Presentations and Proposals
  • Team Leadership and Collaboration
  • Microsoft Office and G-Suite

Accomplishments

  • Awarded Growth Catalyst trophy for Quarter OND'23 at FarEye.
  • Recognized as Employee of the Quarter twice (AMJ'22 and OND'22) at Fleetx.
  • Bestowed with Star Performer of the Month award thrice (August'21, March'22 and September'22) at Fleetx.
  • Accomplished with the yearly achievement award for being " Consistent Performer " and " Out of the Box Thinker " at MomsBelief in 2018.

Certification

  • Inbound Sales Certified from Hubspot in December 2020
  • The Fundamentals of Digital Marketing Course Certified from Google in August 2020

Languages

English
Native or Bilingual
Hindi
Native or Bilingual
Gujarati
Professional Working

Timeline

Business Development Manager (Enterprise)

FarEye.com
06.2023 - 03.2024

Senior Manager, Inside Sales (International)

Fleetx.io
10.2020 - 06.2023

Business Development Specialist

Whitepanda.io
11.2019 - 07.2020

Lead, Program Guide (Inside Sales)

Momsbelief.com (A Unit of Rays of Belief Pvt Ltd)
11.2017 - 11.2019

Master of Business Administration - Marketing Management

IEC University

Bachelors of Technology - Computer Science & Engineering

Uttarakhand Technical University

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