Shaan Butt
Cambridge,Canada
Summary
Sales development leader with over five years experience building, coaching, and improving high performing business development teams across OpenText and Nue.io. I have a track record of turning sales development teams into more consistent and scalable pipeline engines. From improving outbound performance to building the processes and enablement and coaching structures that help teams perform. At Nue.io I increased outbound opportunities from 1.25 to nearly seven per month in my first quarter. This also grew the average monthly outbound pipeline from $200K to $1M. Ultimately we outperformed all historical numbers while working through a 44% reduction in headcount. I bring a hands-on approach to leadership with a strong focus on coaching, accountability, process, and finding better ways to use AI and to make prospecting more effective. Oh, and cold calling is definitely not dead.
Overview
9
9
years of professional experience
Work History
BDR Manager
Nue.io
Remote
01.2026 - 09.2026
- Managed and coached a team of business development representatives from an inbound dependent model into a diversified process, driven outbound engine
- Increased outbound opportunity generation from an average of 1.25 opportunities per month to nearly 7 per month within the first three months while growing the average monthly outbound pipeline from approximately 200k to $1M.
- Generated $1.1M in outbound pipeline in February alone exceeding the combined outbound pipeline generated during the previous two quarters prior to my joining
- Delivered this growth while absorbing a 44% reduction in team headcount in increasing overall output without sacrificing performance, or pipeline generation
- Built the team enablement infrastructure from the ground up, establishing the onboarding and training programs used to train new BDRs and improve existing.
- Owned the core BDR operating systems including sales/BDR SLAs, prospecting strategy, AE pairings, credit attribution, reporting cadences, and performance tracking, creating greater consistency and accountability across the function
- Developed a coaching lead performance culture focussed on outbound strategy process, adherence activity, quality and pipeline generation quality
- Supported career development and internal mobility with two BDR’s being promoted during my tenure and an additional BDR identified and prepared for transition into sales
Manager, Account Development
OpenText
Waterloo
02.2025 - 08.2025
- Managed the hiring, onboarding, coaching, and retention of 8 Account Development team members.
- Delivered 118% of personal manager targets in FY25 Q3, and 140% in Q4.
- Contributed to team MSP attainment: 97% in Q3, 107% in Q4, despite limited headcount, with 2 out of 4 Legal Tech seats filled, and one new hire on the AI team.
- Led inbound and outbound programs aligned with Sales/Marketing, optimizing lead qualification and opportunity progression
Sr. Performance Development Specialist
OpenText
Waterloo
11.2022 - 02.2025
- Developed onboarding program for Global Account Development enhancing performance/ramp framework
- Onboarded 31 new ADEs in FY25, ensuring smooth integration; achieved zero ADEs scoring below expectations during first quarter evaluations.
- Facilitated success for 28 out of 31 ADEs, surpassing 50% of quarterly quotas.
- Supported 26 of 31 ADEs in reaching at least 100% quota attainment in first quarter.
Account Development Executive
OpenText
Waterloo
08.2021 - 11.2022
- Achieved 80% outbound and 20% inbound lead qualification ratio.
- Consistently exceeded sales targets, attaining 115% Sales Qualified Opportunities across all quarters.
- Served as team ambassador, mentoring new hires for successful onboarding.
- Generated high-quality leads through effective qualification processes.
Resolution Case Manager
Sun Life
Waterloo
01.2018 - 01.2021
- Promoted to this role within 8 months due to exceptional performance.
- Managed escalated group benefit inquiries, focusing on urgent medical needs.
- Processed paramedical claims to ensure timely disbursement of benefits.
- Handled customer support escalations to resolve complex issues efficiently.
Education
Candidate for Bachelor of Arts - Liberal Arts (Business)
University of Waterloo
WaterlooSkills
- Leadership and Performance Coaching
- Account-Based Prospecting
- Inbound Lead Development
- AI Assisted Strategic Prospecting
- Salesforce
- Outreach, Salesloft, Apollo, ZoomInfo
- Sales Navigator
- 6Sense
- Sales metrics and ramp tracking
- Forecasting business
Timeline
BDR Manager
Nue.io
01.2026 - 09.2026
Manager, Account Development
OpenText
02.2025 - 08.2025
Sr. Performance Development Specialist
OpenText
11.2022 - 02.2025
Account Development Executive
OpenText
08.2021 - 11.2022
Resolution Case Manager
Sun Life
01.2018 - 01.2021
Candidate for Bachelor of Arts - Liberal Arts (Business)
University of Waterloo