Nicholas Mirante
(510) 338-7837 | nicholas94610@gmail.com
Driven sales and partnership strategist with 10+ years of thriving in dynamic fast-paced environments. A competitive B2B sales hunter with the sales experience and proven track record of exceeding goals/quotas and performance metrics within the SaaS technology, cloud-based solution, workforce management, and healthcare industries. Process oriented approach for building relationships and educating customers on the value of implementing solution. Adaptable and organized while managing multiple deal opportunities, changing priorities, and ambiguity. Collaborative with cross-functional teams to ensure customer success and continuous improvement of service delivery by analyzing market needs and customer feedback.
EXPERIENCE
Manager, Enterprise Sales (July 2021 - Present)
Rocket Lawyer, San Francisco, CA
Rocket Lawyer, San Francisco, CA
Cloud-based legal benefit solution and platform providing employees access to legal documents and attorney advice.
- Leads a team of 5 high-performing Account Executives (FY 2023 - 105%). Demonstrates accountability and proactive leadership by analyzing Salesforce CRM and Chorus to evaluate deal health and coach on a consultative sales approach.
- Increases average deal size by 25%. Optimizes the sales process to prioritize value-based selling and partners with the Sales Development team to define the Ideal Customer Profile driving higher-quality leads and increased conversion rates.
- Trains team and reinforces MEDDIC and SPICED methodologies, accurate forecasting, and strategies to multi-thread key stakeholders that drives deal execution and revenue growth resulting in a 10% higher close ratio.
- Improves logo renewal by 15%. Collaboratively works cross-functionally with Customer Success team to optimize customer retention and referral opportunity for net-new prospects.
- Overachieved on quota as an individual contributor (FY 2021 - 108%, FY 2022 - 253%)
Corporate Development Associate (July 2020 - June 2021)
Home Care Assistance, San Francisco, CA
Home Care Assistance, San Francisco, CA
Private Equity backed international healthcare company with focus on strategic mergers and acquisitions (M&A).
- Achieved 125% of quarterly quota and closed $10M of new customer acquisition revenue across 3 territories.
- Prospects for new strategic acquisition targets to build out new markets through a high-volume of business development activities, with focus on relationship management. Used Salesforce to log activities and track results.
- Create an inside sales process to facilitate stronger customer engagement and develop strategies of how to effectively articulate value proposition with decision makers and stakeholders.
- Manages M&A sales cycle, prospecting to close, and creates urgency to motivate customers to take action. Identifies customer needs, conducts financial modeling, calculates valuation, and negotiates contract terms.
Market Development Manager, Partnerships (July 2018 - January 2020)
Honor Technology, San Francisco, CA
Honor Technology, San Francisco, CA
Cloud-based healthcare workforce management platform utilizing machine learning for improved patient outcomes.
- Exceeded 140% of quota and closed $5M of net-new revenue, with an average contract value (ACV) of $300k.
- Developed B2B sales strategy to build out nine new territories with focus on growth, expansion, and relationship building. Optimized outreach tools to create urgency, motivate customers to a decision, and generate engagement.
- Managed complex sales cycle prospecting to close by identifying customer needs, completing product demo presentations, creating business case proposals, and coordinating implementation timeline post close.
- Performed pipeline review with leadership. Generated market forecasts via Salesforce for deal progression, analyzed additional sales channels for revenue growth, and initiated customer retention and renewal processes.
Director of Sales (August 2013 - July 2018)
BrightStar Care, Dublin, CA
BrightStar Care, Dublin, CA
Independently owned and operated healthcare company providing in-home senior care and supplemental hospital staffing.
- Grew sales from $600K to $3M and achieved 114% of quota each year over a five-year period. Managed the full sales cycle and proactively initiated account management improvement.
- Increased referrals 216% by maintaining a consistent touchpoint cadence with target referral sources. Articulated value proposition of customer referrals and filling staffing requests by demonstrating data based outcomes.
- Coached and mentored team of 7 employees on full sales cycle activities and relationship management. Established performance goals and developed action plans for growth.
EDUCATION
Bachelor of Arts (B.A.) - May 2010
Loyola Marymount University, Los Angeles, CA
Bachelor of Arts - Theatre Arts / Minor - Business Administration (Dean's List)
CERTIFICATES
Google Data Analytics - Professional Certificate (October 2021)
1. Foundations: Data, Data, Everywhere
2. Ask Questions to Make Data-Driven Decisions
3. Prepare Data for Exploration
4. Process Data from Dirty to Clean
5. Analyze Data to Answer Questions
6. Share Data Through the Art of Visualization
7. Data Analysis with R Programming
8. Google Data Analytics Capstone: Case Study
Google on Coursera
1. Sales and CRM Overview
2. Lead Management in Salesforce
3. Opportunity Management in Salesforce
4. Reports, Dashboards, and Customer Success in Salesforce
Salesforce & Pathstream on Coursera
