Alexander Ortegon

Manage a team of 40 SDRs and CSMs executing outbound and inbound demand generation campaigns across US SMB multi-markets:

• Designed and scaled SDR frameworks including email sequencing, LinkedIn outreach, and lead scoring models.
• Achieved 300 SQLs per quarter through a coordinated effort of content syndication, webinars, and cold prospecting.
• Implemented a structured qualification matrix that boosted SQL generation and improved sales velocity by 30%.
• Secured $1,5M in pipeline per quarter the last 6 months with a 25% opportunity conversion rate and executed high-value upsells on key accounts.

Oversaw program operations for 600 FTEs and 85 staff in sales support, client success, and service delivery. Created a data-driven strategy to enhance key performance indicators and measure progress:

• Led business development coordination with current and future clients, identifying upsell paths and SDR expansion needs.
• Collaborated with internal teams to define customer success metrics and measure customer success.
• Established key performance indicators allowing to measure customer success, providing key data for a proper timely intervention and improving customer retention and account expansion.
• Compiled and analyzed financial data, providing key insights to management that contributed to a 10 PP increase in revenue by optimizing our manpower and assets management.

Responsible for proper planning, staffing and direction of operational functions with 450 FTEs and 95 staff members. Ensure proficient training and staff development is achieved across all teams. Build strategic action plans to ensure SLA ́s are met with optimum quality and service. Analyze financial trends to make revenue and costs projections to maintain healthy margins. Client relationship management.

• Improved revenues coming from a -5% expected revenue in the first financial quarter to a +20% for the third financial quarter.
• Introduced agile methodologies assuring overall program governance and improving the operation OKR's
• Increased the campaign HC from 350 to 450 by expanding our core business delivered to the client and attracting different LOB's to our Geography.

Oversaw the demand generation and Sales Development processes for a revenue marketing agency. managed 60 BDRs and CSMs executing outbound and inbound demand generation campaigns across LATAM IT markets.

• Designed and scaled SDR frameworks including email sequencing, LinkedIn outreach, and lead scoring models.
• Achieved 150 MQLs per quarter through a coordinated effort of content syndication, webinars, and cold prospecting.
• Implemented a structured qualification matrix that boosted SQL generation and improved sales velocity by 30%.
• Secured $6.5M in pipeline with a 25% opportunity conversion rate and executed high-value upsells on key accounts.

Managed client facing daily operations securing a complete service delivery for 2 clients and 3 different LOB's (B2C Cross sales and B2B clients success team).

• Implemented the Consultative sales program for B"B client success team based on SPIN selling tactics and lead qualification trough the BANT process.
• Established structured SDR dashboards and pipeline review cadences across IT and telco programs.
• Directed quarterly business reviews, assessing client SLA's.
• Designed incentive models for SDRs based on lead progression stages and close rates to drive competitive prospecting.