TERRA LYNNE NACKE
Waterloo,Canada
Summary
Performance-driven, strategic, take-charge sales leader recognized for building and leading high-achieving sales teams to win new clients faster, build better customer relationships, and improve sales effectiveness. Strong training and talent development skills; continually challenges, coaches, and inspires team members to exceed their sales goals. Time-tested strategist and sales expert; able to effectively simplify product adoption simple, demonstrate how products stand out from the competition, and resolve client-impacting issues by listening to and advising on customer needs.
Overview
9
9
years of professional experience
Work History
Manager, Account Development, Enterprise and United States Public Sector
OpenText Corporation
07.2024 - Current
- Company Overview: A Global software company that develops and sells information management software.
- Provide leadership and direction for 12 direct reports across 2 teams (in-person and virtual); coordinate account development efforts to funnel quality leads to Sales Executives, driving sustained pipeline growth, product adoption, and revenue conversion.
- Improved sales and marketing practices, resulting in 113% YoY growth in the US public sector.
- Coached team members to close knowledge/skill gaps, holding them accountable via 1:1 performance reviews.
- Increased the team's email personalization rate by 36.8% through extensive training and development.
- Recruited and trained 6 new Account Development Executives who achieved 200% of their sales target in their first quarter.
- Rebuilt a team of 12 Account Development Executives in a struggling business unit, helping them exceed their sales target and achieve 110% in just one quarter.
- Successfully propelled the Enterprise team to achieve 140% YoY growth.
- Built the US Public Sector ADE Microfocus team from scratch in 10 months after an acquisition. Developed the team's sales plan, marketing tools, knowledge-sharing practices, and sales processes to guarantee their success.
- Coached team members in data analytics tools, resulting in a 50% increase in tool usage.
- Researched, identified, and secured SAP partnership opportunities. Leveraged various OpenText solutions to create custom plans and win new business.
- “Terra Lynne is, without a doubt, one of the most dynamic and results-oriented leaders I’ve had the pleasure of working with. She consistently exceeds targets, as evidenced by her multiple ‘Million Dollar Club’ awards and numerous MVP recognitions. But it’s not just about individual achievement; Terra Lynne has a remarkable ability to translate that success into team performance. Her leadership skills are exceptional. She has a proven ability to build, coach, and motivate high-performing teams. Any organization would be fortunate to have her.”
- Managed and motivated employees to be productive and engaged in work.
- Accomplished multiple tasks within established timeframes.
Sr. Account Development Executive/Team Lead, Enterprise
OpenText Corporation
01.2023 - 01.2024
- Led, trained, and supported a team of 12 Account Development Executives to build a strategic sales pipeline and achieve revenue goals. Supported Account Executives in analyzing and prioritizing target accounts. Researched and uncovered new business opportunities, effectively articulating business value through persona-based research, storytelling, social selling, and video prospecting initiatives. Created recurrent marketing and sales reports to guide and inform decisions made by leadership.
- Served as Interim Account Development Manager for 3 months, resulting in 129% team quota attainment in one quarter.
- Achieved 264% individual pipeline attainment and 275% closed-won revenue (at $11M) in just two quarters.
- Built mentor-mentee relationships with ADEs to upskill and elevate team performance.
- Developed and executed successful sales strategies to achieve quarterly revenue targets consistently.
- Mentored junior team members on best practices in account development, fostering a culture of continuous improvement.
- Collaborated cross-functionally with internal teams to ensure optimal service delivery and customer satisfaction.
- Trained and developed new team members on account development best practices, resulting in a high-performing sales force.
Sales Enablement Manager, Global
Spryker Systems
01.2022 - 01.2023
- Company Overview: Enterprise B2B, B2C, and marketplace solution recognized as the leader in the 2024 Gartner Magic Quadrant for Digital Commerce.
- Led global sales enablement efforts to drive sales of e-commerce solutions, resolve problems for the sales team, and expand the business into the North American market.
- Conducted deep dives into existing sales and onboarding practices, implementing a proprietary sales methodology to enhance sales effectiveness; worked closely with subject matter experts to develop and integrate sales best practices.
- Designed and delivered sales enablement and systems training used by 85 global employees.
- Established a centralized hub of training resources (including videos) to standardize and unify sales efforts.
- Co-developed career paths for cross-functional roles, facilitating vertical career mobility for high performers.
- ADDITIONAL ROLES: Account Executive, Quadbridge Inc. | Sr. Account Executive, Just Fix It | Business Development Manager, Staples Advantage Canada | Business Development Executive, Second Foundation Consulting | Business Development/Account Manager, Broda Seating
- Streamlined internal communications across departments, fostering better collaboration among teams supporting the sales cycle.
- Evaluated sales processes and identified areas of improvement, leading to streamlined workflows and increased efficiency.
- Developed a comprehensive library of sales enablement assets, including case studies, whitepapers, and presentations that helped reps quickly address prospect needs.
- Organized high-impact workshops focused on skill development, boosting overall team performance through knowledge-sharing sessions.
- Increased sales productivity by creating and implementing effective sales enablement strategies.
- Developed comprehensive training programs for new hires, resulting in faster ramp-up times and increased overall performance.
- Championed organizational change initiatives aimed at driving operational excellence across all sales functions, resulting in higher levels of employee engagement and satisfaction.
- Collaborated with upper management to implement continuous improvements and exceed team goals.
- Engaged in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues.
Senior Performance Development/Sales Enablement Manager, Global Account Development
OpenText Corporation
01.2021 - 01.2022
- Took ownership of onboarding, sales enablement, and performance development efforts (both virtually and in-person), providing 120 global ADEs and all new hires with a strong foundation in sales.
- Redesigned the onboarding strategy, increasing adoption and employee retention rates by 32%.
- Empowered 57% of new ADEs to achieve their quota within one quarter (up from 21%).
- Developed a centralized hub of sales enablement materials, resulting in a 42% increase in enablement sessions and cross-selling opportunities in just six months.
- Recognized with the Global Support Partner of the Year Award for exceptional sales enablement and onboarding skills.
- Achieved the PRIDE Award in recognition of strong contributions to inclusivity and teamwork.
- Championed organizational change initiatives aimed at driving operational excellence across all sales functions, resulting in higher levels of employee engagement and satisfaction.
- Established a consistent onboarding process for all new hires, reducing time to full productivity by streamlining training materials and resources.
- Delivered regular performance reports to senior leadership, providing insights into key metrics and trends affecting the business.
- Collaborated with marketing teams to develop targeted sales content, enabling representatives to more effectively engage prospects.
- Organized high-impact workshops focused on skill development, boosting overall team performance through knowledge-sharing sessions.
- Developed comprehensive training programs for new hires, resulting in faster ramp-up times and increased overall performance.
Account Development Executive & Team Lead, Enterprise
OpenText Corporation
01.2019 - 01.2021
- Drove sales of content and document management solutions across the Northeastern territory. Analyzed and prioritized target accounts to support nine US-based Account Executives. Conducted discovery calls to identify prospective clients’ business needs, connecting them with highly competitive, best-fit solutions that meet those needs.
- Consistently exceeded quarterly and annual quotas, resulting in the Account Development Executive MVP Award.
- Recognized with the prestigious Million Dollar Club Award for exceeding pipeline and revenue goals by over 150%.
- Tapped to serve as team lead, onboarding and mentoring new hires to uphold and reinforce sales best practices.
- Achieved significant revenue growth year-over-year by driving aggressive yet calculated sales initiatives throughout the territory assigned.
- Maximized lead generation by leveraging marketing resources, including events, social media, and email campaigns.
- Developed and executed successful sales strategies to achieve quarterly revenue targets consistently.
Global Account-Based Marketing Manager
OpenText Corporation
01.2018 - 01.2019
- Designed a new account-based marketing program to increase cross-selling opportunities to strategic customers. Planned and executed experiments and conversion tests, increasing marketing reach and impact.
- Analyzed large datasets to measure marketing campaign performance and uncover sales opportunities.
- Partnered with LOB experts to develop marketing and sales enablement content.
- Developed and implemented marketing strategies to use for launches, rebranding campaigns, and promotions.
- Collaborated with cross-functional teams to ensure consistent branding across all company touchpoints and communications channels.
- Analyzed market trends to identify new opportunities, adjusting marketing plans accordingly for maximum effectiveness.
Account Development Executive & Team Lead, Customer Experience Management
OpenText Corporation
01.2017 - 01.2018
- Collaborated closely with cross-functional teams (including marketing personnel, account executives, solution consultants, and C-suite executives) to drive sales and engagement with existing customer accounts. Cultivated and nurtured productive relationships with prospects and key decision-makers to drive software sales across the Northeastern territory.
- Consistently exceeded quarterly/annual quotas, resulting in the MVP of the Year Award for account development acumen.
- Member of the Million Dollar Club for successfully closing a $1.3B deal in partnership with an Account Executive.
- Mentored and coached new ADEs, providing them with a strong foundation in sales.
- Participated in events and conferences to actively network and grow the business.
- Implemented effective time-management techniques to prioritize high-value pursuits while maintaining existing account relationships.
- Developed and executed successful sales strategies to achieve quarterly revenue targets consistently.
- Established trust-based relationships with clients, resulting in long-term partnerships and repeat business opportunities.
Education
High School Diploma -
Cameron Heights Collegiate Institute
Kitchener, ON06.2000
Skills
- Awards: 3x Million Dollar Club ADE MVP 2x PRIDE Award Global Support Partner of the Year
- Certifications & Training: Inbound Sales Certified, HubSpot Value Selling & Value Selling Framework Course
- Software: Salesforce, Salesloft, ZoomInfo, Sales Navigator, HubSpot, Eloqua Engage, High-Velocity Sales, 6Sense, Outreach, Hootsuite, Microsoft Office Suite, Google Analytics, G-Suite, Power BI, Oracle, SAP
- Team leadership
- Strategic planning
- Performance management
- Employee onboarding
Timeline
Manager, Account Development, Enterprise and United States Public Sector
OpenText Corporation
07.2024 - Current
Sr. Account Development Executive/Team Lead, Enterprise
OpenText Corporation
01.2023 - 01.2024
Sales Enablement Manager, Global
Spryker Systems
01.2022 - 01.2023
Senior Performance Development/Sales Enablement Manager, Global Account Development
OpenText Corporation
01.2021 - 01.2022
Account Development Executive & Team Lead, Enterprise
OpenText Corporation
01.2019 - 01.2021
Global Account-Based Marketing Manager
OpenText Corporation
01.2018 - 01.2019
Account Development Executive & Team Lead, Customer Experience Management
OpenText Corporation
01.2017 - 01.2018
High School Diploma -
Cameron Heights Collegiate Institute
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