Open to Sales & SDR Management roles

Building & Leading High-Performance Sales & SDR Teams.

GTM leader with a closer's instincts. I've carried a quota, built the systems behind the quota, and coached the kind of skills that change a quarter.

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Meeting booked
Team hit quota
Pipeline Overview
Sourced
$800K+
▲ top deal
Coverage
3.4x
▲ healthy
Win rate
+18%
▲ YoY
JFMAMJ
$800K+
Landmark enterprise deal sourced as an SDR
Sourcing

Cold-originated the first meeting with an enterprise VP as an SDR, strategically sourcing a landmark account worth $800K+ that became the template for the company's enterprise outbound motion.

144%
Team driven to peak quota attainment
Coaching

Built and ran a coaching framework (call reviews, 1:1 development plans, methodology coaching) that drove the team to 144% attainment and sustained 100%+ against a team goal of about $75K per month.

220%
Ramp cohort accelerated to revenue target
Enablement

Accelerated a ramp cohort to 200%+ pipeline contribution and 220%+ of revenue targets through structured demo and discovery facilitation.

120%
Full-year team attainment, led
Leadership

Led global outbound strategy and execution to 120% full-year attainment, including 200% of the Q3 target, on AI-driven outbound infrastructure I built.

What I do

The Outbound toolkit, end to end

From first-touch outbound to closed-won business, I build teams & coach to success at every stage of the pipeline.

GTM Strategy & Launch

Stand up new go-to-market motions from zero: segmentation, territory design, comp, and the playbooks reps actually run.

Sales Enablement

Onboarding, call frameworks, and 1:1 coaching systems that ramp reps faster and lift the whole team's win rate.

Process Automation

Kill manual busywork. Clean handoffs, automated routing, and CRM hygiene that gives leadership a number they can trust.

Sales Tooling

Salesforce, Outreach, and the modern GTM stack, demystified and employed for seamless execution.

Pipeline & Forecasting

Weighted forecasts, coverage analysis, and gap-to-quota visibility that make pipeline reviews fast and honest.

Deal Sourcing

Outbound systems and ABM plays that source net-new pipeline, including the largest opportunity under a brand-new GTM model.

Experience

Where the numbers come from

About a decade across Google, Salesforce, and B2B SaaS, selling and building the teams behind the number.

Internet Brands (Martindale-Avvo)
Sales Manager
Team leadership & coaching
Mar 2025 – Present
  • Built and ran a coaching framework (call reviews, 1:1 development plans, quarterly assessments, methodology coaching) that drove the team to 144% attainment in April 2025 and sustained 100%+ against a team goal of about $75K per month.
  • Accelerated a ramp cohort to 200%+ pipeline contribution and 220%+ of revenue targets through structured demo and discovery facilitation.
  • Architected an AI-driven lead engine (research, enrichment, and grading via Google AI Studio, Firecrawl, ZoomInfo, and Clay, with automated routing) that cut senior-rep prospecting time up to 75%, from roughly 2 hours to 30 minutes daily.
  • Reverse-engineered fragmented, undocumented reporting into a unified, real-time Salesforce dashboard, surfacing $612K in annualized at-risk revenue with no prior visibility.
ActiveFence
Global Sales Development Lead
Outbound leadership
Oct 2023 – Oct 2024
  • Led global outbound strategy and execution for a trust & safety platform, owning team direction, playbook development, and pipeline generation across technically sophisticated social, gaming, and UGC-platform accounts.
  • Built and scaled AI-driven outbound infrastructure using generative AI (Claude, ChatGPT) for research-based personalization and A/B testing, reaching 120% full-year attainment, including 200% of the Q3 2024 target.
  • Owned the full outbound tech stack end to end (Clay, Apollo, 6Sense, Outreach): data quality, enrichment, workflow configuration, and cross-platform integration.
Bizagi
Account Executive, Mid-Market & Enterprise
Enterprise AE
Feb 2023 – Oct 2023
  • Ran complex enterprise cycles for process-automation software, deploying AI-enhanced account research and outreach workflows to sharpen qualification accuracy.
Salesforce
Account Executive, Service Cloud
Enterprise AE
Jan 2022 – Feb 2023
  • Ran consultative, C-level enterprise cycles and partnered with solution engineers on bespoke digital-transformation strategies, building deep insider fluency in how Salesforce operates inside complex organizations.
ServiceMax (GE Digital)
Enterprise SDR → Team Lead → Account Executive
SDR to AE, player-coach
Jan 2019 – Jan 2022
  • Top Performer, North America (FY2020 & FY2021); built and led a team of 6 SDRs as a player-coach while carrying individual pipeline targets, then promoted to full-cycle Account Executive.
  • Cold-originated the first meeting with the VP of Service at a major medical-device manufacturer, sourcing a landmark account worth more than $800K that ServiceMax and Salesforce both used to launch their enterprise outbound motion.
Aero Precision
Sr. Account Manager
Strategic accounts
Apr 2017 – Jan 2019
  • Top Performer, South Asia region; managed a $2M+ strategic account to 120%+ attainment.
Google (via CDI)
Data Marketing Analyst
Sales analytics
Jun 2016 – Apr 2017
  • Ran data-driven account analysis across a $5M+ portfolio for 15 sellers, surfacing high-growth targets and maintaining CRM and pipeline integrity. DMA of the Month, Nov 2016.
Verified Impact

What peers & leaders say

“Carson transformed how the team operated. He built an AI powered lead scoring engine from scratch—eliminating wasted effort and focusing the...”

Brent R., Former Manager, Internet BrandsRead full recommendation ↓

“Carson had a reputation for adding value on every opportunity. His ability to ask the right questions, challenge the status quo, and come to...”

Alan P., Former Peer, SalesforceRead full recommendation ↓

Let’s build a pipeline
that scales
and leads to real revenue.

If you’re hiring for GTM Leadership in Sales or Sales Development, I’d love to talk.

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