Sondra Atkinson

Experience

• 

  Bloomberg BNA

  Jan 2013 - Sept 2017

  • Partnered closely with key accounts to ensure client success and maximum utilization of platform• Surpassed 95% gross revenue retention quota by ensuring high customer satisfaction and value• Secured over $11 million in yearly revenue from renewals• Collaborated with Account Executives to identify upsell potential in current accounts• Conducted customized live and virtual trainings for end users to enhance proficiency on software platform • Achieved over 200% of inside sales quota• Grew average deal size in field territory by over 25%• Designed and presented customized, solution-based sales demonstrations• Cultivated relationships with new prospects and existing customers

  • Client Relationship Manager (Customer Success)

    Sept 2014 - Sept 2017

  • Account Executive

    Jan 2013 - Sept 2014
• 

  Box

  Sept 2017 - Mar 2019

  Field Customer Success Manager, Large Enterprise Accounts

  • Led a team of 5 responsible for organizing quarterly events across the country aimed at driving employee engagement and strengthening company culture• Served as unofficial lead for the DC region by recruiting, onboarding, and mentoring new hires • Created a strategy with each customer for deployment, change management, and adoption programs• Maintained 98% gross retention across account portfolio, versus a 90% overall CSM average• Elected to CSM Council by peers to review and approve changes to Customer Success organization prior to deployment• Partnered with CEO’s Chief of Staff to provide insights, feedback, and suggestions for continued scaling of employee culture Show less

• 

  Duo Security

  Mar 2019 - Jan 2022

  • Fourth highest quota achiever in FY20 on the sales team comprised of over 100 account executives (681% of quota)• Achieved 207% of quota in 2H FY21 (125% for FY21)• Created a tool to reverse engineer quota allowing for accurate pipeline and forecasts • Served as unofficial team lead helping colleagues with forecasting and deal strategy• Actively involved in interview panels and mentorship programs for new hires and interns• Partnered with sales enablement team to create a resources page consisting of tools, contacts, and other information aimed at streamlining onboarding and reducing the new hire learning curve• Worked cross functionally with customer success, product, and marketing teams to provide feedback, insight, and challenges directly from the field• Created and execute strategies for exceeding quota in territories• Collaborated with Cisco counterparts on larger cross-architecture multiyear deals and enterprise agreements Show less • Managed the second largest portfolio globally with over $7 million in ARR• Consistently performed in top 5% of CS team based on success score comprised of customer health, retention, growth, NPS score, and other measures• Led a committee of 6 responsible for connecting the customer success organization across all offices through programs such as virtual meetings, office exchange program, and speed networking events• Selected by upper management to participate in Cisco’s Women’s Development Program for high-potential women (1 of 500 selected out of 76,000 employees)• Strategized with internal account team and customer to ensure successful onboarding, project success, retention and renewal• Served as voice of customers to provide internal feedback and influence product roadmap• Partnered with customers to identify growth opportunities and most relevant products and features Show less

  • Enterprise Account Executive

    Apr 2020 - Jan 2022

  • Senior Customer Success Manager

    Mar 2019 - Apr 2020
• 

  FullStory

  Jan 2022 - Sept 2022

  Regional Vice President of Sales

  Position was eliminated as part of company-wide reduction in force• Grew segment territory by over 105% YOY • Hired, developed, motivated and led a top performing team of between 5-10 Account Executives in our Growth segment (businesses up to 40M in revenue) • Created and implemented a sales playbook incorporating MEDDPICC, Command of the Message, executive business reviews and pricing strategy• Selected by CRO to be on leadership council tasked with identifying hurdles and brainstorming ideas to help drive growth across the organization • Provided ongoing coaching for the team to help improve performance and support their career paths • Worked cross functionally with customer success, sales engineering, renewals, and product to ensure resources were aligned to maximize ARR Show less

• 

  M-Files

  Oct 2022 - now

  Senior Director, North America Sales – Enterprise/ Major Accounts

  • Lead, develop, and manage the Major/ Enterprise sales team across North America• Achieved 116% of territory quota in FY2023 with every AE on the team surpassing their yearly individual quotas • Increased ARR growth across North America Enterprise segment 60% year-over-year between 2022-2023 • Grew average deal size in territory by 65% year-over-year between 2022-2023 • Conduct regular detailed strategy reviews for all active opportunities while checking progress against overall account plans • Work with senior management to help define and implement the North America go-to-market strategy • Assess skill sets and provide ongoing coaching and feedback to team members to meet objectives, reinforce sales methodology, and provide guidance on career path direction • Coach team in positioning products, messaging, and services to ensure optimal chances of closing qualified opportunities • Implement account and opportunity planning processes to maximize revenue • Evaluate pipeline and adjust aggregated forecast from team based on familiarity and experience with forecasting tendencies Show less