Kiley Caggiano
Business Development Enablement Manager
Atlanta
Summary
Enablement leader with experience driving programs related to producing pipeline.
Thrives off of being presented with a goal, identifying the resources and cross functional stakeholders required to build operational and enablement plans, and equipping sellers with tools, knowledge, and actions required to drive towards business and individual goals.
Works well in environments that require facilitation, professional presentations, and building relationships across multiple teams.
Overview
6
6
years of professional experience
4
4
years of post-secondary education
Work History
Enablement Manager
Zoom Video Communications
5 2021 - Current
- Oversees coordination of quarterly Sales Plays with partnership from sales, marketing, and product leadership. Includes defining ICPs, developing an account prioritization approach using tool stack, creating an outbound prospecting operational strategy, designing and facilitating enablement, and presenting on results/learnings to leadership. On average, plays consistently increase monthly pipeline production by 20%
- Launched program intended to improve positive call outcomes for sales reps. Included rolling out a platform that uses AI to analyze reps' conversations and built enablement plan to address identified gaps using call scorecards and metrics. Resulted in increase from 13% meetings booked rate to 16%
- Oversees Business and Sales Development teams' Outreach messaging strategy. Includes content development, enabling on outbound prospecting best practices, tracking open/reply rates, and adjusting messaging based on insights. Maintains overall sequence reply rates of 20% (with emails having average of 4-7% reply rates)
- Part of cross-functional team that evaluates, rolls out, and trains sellers on demand-generation and/or prospecting tools
- Managed SDR Enablement Specialist and Prospecting Play Coordinator while leading global prospecting initiatives
- Designed and maintains "XDR" onboarding program resulting in consistent 80%+ quota attainment for new hires
Sr. Business Development Representative
Zoom Video Communications
03.2020 - 05.2021
- Selected to receive Global BDR of the Month Award
Account Manager
Gartner
05.2018 - 03.2020
- Closed $290k in business with 100% customer retention
Education
Master's - International Business
University of Florida
Gainesville, FL 05.2016 - 05.2018
Bachelor's - Marketing
University of Florida
Gainesville, FL 06.2014 - 05.2016
Skills
Change management
Timeline
Sr. Business Development Representative
Zoom Video Communications
03.2020 - 05.2021
Account Manager
Gartner
05.2018 - 03.2020
Master's - International Business
University of Florida
05.2016 - 05.2018
Bachelor's - Marketing
University of Florida
06.2014 - 05.2016
Enablement Manager
Zoom Video Communications
5 2021 - Current
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