Sonia Santoro
San Mateo
Summary
Experienced sales professional with a strong background in driving growth within the technology sector, specializing in API IT Technology, Security, and Healthcare/SLED verticals. Skilled in direct closing, inside sales, and renewals. Proven ability to build relationships with senior account executives to identify and capitalize on new business opportunities. Consistently exceeds sales goals through strategic prospecting and leveraging tools like Outreach.io, 6sense, and ZoomInfo to boost lead engagement and conversion. Expert in nurturing prospects and guiding them through the sales funnel. Collaborative team player with a focus on delivering tailored solutions for enterprise clients.
Overview
21
21
years of professional experience
Work History
Enterprise Senior Sales Development Representative
Vonage Inc -acquired by Ericsson
12.2019 - Current
- Company Overview: API communication
- Drove sales growth, surpassing annual target by 195% and generating $45.5M pipeline in the first year.
- Secured 7 new logos and established key partnerships, focusing on the Healthcare and E-commerce sectors.
- Qualified high-value leads through BANT criteria, driving API Omni-channel solutions with outreach.io and 6sense.
- Managed inbound leads and engaged prospects through DRIFT chat, ensuring quick and effective responses.
- Collaborated with senior account executives to identify and close new business opportunities.
- Optimized cold outreach strategies, improving email engagement and conversion rates.
- Consistently exceeded quarterly quotas through proactive pipeline management and targeted prospecting.
Enterprise Business Development Representative
Envestnet | Yodlee
09.2016 - 10.2018
- Developed new business relationships and supported the sales team through strategic lead generation and meeting coordination.
- Initiated and secured two large-scale accounts (Logs), demonstrating the ability to generate new business without marketing support.
- Conducted outbound cold calling to Fintech API companies, focusing on mortgage and financial sectors.
- Surpassed annual sales targets by 120%, generating over $25M in pipeline opportunities for financial data aggregation and analytics services.
- Closed $6.5M in sales, showcasing exceptional closing skills and contributing to the company’s financial success.
- Achieved 110% of quarterly sales goals, setting a high-performance standard within the first quarter.
- Created a pipeline valued at over $25M through strategic and persistent prospecting efforts.
Enterprise Lead Sales Development Representative
Mintigo Inc
02.2015 - 09.2016
- Collaborated with account executives and marketing teams to enhance outbound prospecting efforts, driving market expansion into large Enterprise accounts.
- Identified and pursued strategic business opportunities, aligning with corporate objectives and revenue goals.
- Engaged in high-level negotiations and relationship management to secure and grow key accounts.
- Drove strategic collaborations to streamline prospecting efforts and increase operational efficiency.
- Utilized advanced sales analytics to inform decision-making and optimize sales strategies.
- Acquired five new clients, expanding the client base and strengthening market presence.
- Leveraged industry knowledge to navigate complex sales cycles and close high-value deals.
- Surpassed sales targets by 140%, securing four new clients in the first quarter.
- Generated a robust pipeline valued at $10.5M, with $5.3M in sales closed.
- Contributed to the team's success by fostering a culture of excellence and achievement within the sales department.
Enterprise Sales Development Representative
Imperva
09.2012 - 09.2014
- Ranked as the top-performing Sales Development Representative worldwide, consistently exceeding sales goals.
- Engaged C-level executives at large Enterprise accounts, focusing on Web Application Firewall (WAF) and API security solutions.
- Expanded the client base through strategic outbound prospecting and high-level negotiations.
- Built and maintained a robust sales pipeline by identifying and pursuing key business opportunities.
- Awarded Sales Development Representative of the Year in the first year, outshining a global team of 40 SDRs.
- Achieved the second-highest number of meetings and pipeline contributions among peers.
- Surpassed annual sales targets with a Qualified Sales Lead (QSL) achievement of 195%, generating $30.5M in sales revenue.
- Consistently recognized for outstanding performance, meeting and exceeding sales objectives.
- Played a key role in securing high-value deals by leveraging relationship-building and solution-selling techniques.
Account Renewal Specialist/Inside Sales Manager-Supervisor
Optionetics Inc-Acquired by Charles Schwab Inc
01.2004 - 01.2012
- Awarded Chairman’s Club for exceptional performance and consistently exceeding sales goals.
- Led account renewals by strengthening relationships with existing clients and identifying opportunities for upselling and cross-selling.
- Successfully managed high-value accounts, ensuring customer satisfaction and retention through tailored solutions and strategic account management.
- Drove significant revenue growth by renewing key accounts and maintaining long-term client partnerships.
- Consistently surpassed sales targets, contributing to the company’s overall growth and success.
- Demonstrated strong negotiation skills, resulting in successful renewals and contract extensions with top clients.
Education
Business Administration -
University of South Pacific
Skills
- Solution & Consultative Selling
- Revenue Enhancement
- Strategic Sales Prospecting
- Account Management & Customer Retention
- Closing high-value Deals
- Enterprise-level Relationship Building
- Team Building & Leadership
- Sales Engagement Platforms
- Lead Qualification & BANT Criteria
- Goal oriented
- Leads prospecting
- Renewal Sales Specialist
Websites
Awards
Recognized for excellence with prestigious accolades including the Chairman's Club award and SDR of the Year Award
Timeline
Enterprise Senior Sales Development Representative
Vonage Inc -acquired by Ericsson
12.2019 - Current
Enterprise Business Development Representative
Envestnet | Yodlee
09.2016 - 10.2018
Enterprise Lead Sales Development Representative
Mintigo Inc
02.2015 - 09.2016
Enterprise Sales Development Representative
Imperva
09.2012 - 09.2014
Account Renewal Specialist/Inside Sales Manager-Supervisor
Optionetics Inc-Acquired by Charles Schwab Inc
01.2004 - 01.2012
Business Administration -
University of South Pacific
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