Sarah Small

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Professional Level Member

Aaisp.org

Jul 2023 - Current (3 years 3 months)

Active Member in the AA-ISP which works to advance the professionalism and performance of inside/virtual and remote selling professionals. As a member, I am working to advance my own skills and career and that of those around me through learning, development, and networking.

Manager, Business Development - Strategic Accounts

Veracode

Apr 2021 - Current (5 years 6 months)

● Responsible for supporting land and expand business in Strategic accounts (2.5B+ AR).
● Provide mentorship and coaching to team of 10 Business Development Reps with the goal of penetrating key accounts.
● Teach best practice when it comes to strategic messaging and understanding application security stakeholders.
● Enable GTM teams on how to communicate value of Veracode and become trusted advisors for customers.

Manager, Business Development - Enterprise East and SLED

Veracode

Jan 2021 - Apr 2021 (4 months)

Team Lead, Solutions Architecture

Veracode

Jul 2018 - Dec 2020 (2 years 6 months)

• Led, developed and mentored Solutions Architects for the Inside Sales organization.
• Enabled Sales Teams on sales communication strategies via Force Management
practices as a Certified Facilitator.
• Participated in deal reviews to help the Sales Organization close complex deals.
• Worked closely with Sales Leadership to set business priorities within sales territories, as part of
Quarterly Business Reviews.
• Identified and develop methods to improve technical sales cycle from discovery through
qualification, Proof of Value, solution design and technical win.
• Worked to retain team members through career aspirations and personnel support.
• Ran the Inside Sales

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Head Coach, Girl's Varsity Ice Hockey

Medfield Public Schools

Nov 2017 - Mar 2022 (4 years 5 months)

Senior Proposal Manager

Veracode

Oct 2017 - Jun 2018 (9 months)

• Reviewed and revamped current RFP processes by establishing standards that are scalable with the
growing needs of the business.
• Led efforts related to proposal and security questionnaire development for the Global Sales
Organization.
• Participated in auditing exercises of internal controls and closed out findings, utilizing the proper
Subject Matter Experts.
• Evaluated and brought in an RFP Management tool, Loopio, used across the Global Sales
Organization.
• Updated internal security control documentation and aligned documentation with Information
Security objectives.

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Proposal Manager

Baim Institute for Clinical Research

Jan 2016 - Sep 2017 (1 year 9 months)

• Created, coordinated and led business proposal efforts to new and existing clients.
• Collaborated with various Department Heads and Executives to articulate relevant points and present in a cohesive proposal document.
• Analyzed proposal data to report to Executive Management. Reporting included status of deal, services requested, Faculty lead and therapeutic area.
• Developed and continually improved proposal process to promote efficiency and quality of content.
• Member of the Branding Committee for rebrand of Harvard Clinical Research Institute to the Baim Institute for Clinical Research. Accomplishments included:
o Developed promotional product selection and managed ordering process.
o Provided website

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Assistant Coach, Girl's Varsity Ice Hockey

Medfield Public Schools

Nov 2015 - Oct 2017 (2 years)

Senior Associate, Business Development

Baim Institute for Clinical Research

Jul 2014 - Jan 2016 (1 year 7 months)

• Spearheaded HCRI’s marketing activities, which included:
o Branding of external documents.
o Maintaining social media presence on LinkedIn and Twitter.
o Drafting Press Releases and working with PR Newswire to send releases to industry and relevant
audience members.
• Served as Salesforce Administrator for Executive Management, Business Development and Contract departments.
• Successfully integrated historical and current contracts and proposals data into Salesforce to be used during weekly department meetings and for Executive Management.
• Assisted in proposal development and contract processing including budgeting and negotiation.
• Coordinated all logistics for fall and spring conferences inc

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Associate, Business Development

Baim Institute for Clinical Research

Jul 2012 - Jul 2014 (2 years 1 month)

• Supported and participated in daily activities for both the Executive Director and Senior Manager of Business Development.
• Established and maintained relationship with clients.
• Assisted in proposal development and contract processing including budgeting and negotiation.
• Managed branding and marketing efforts, including maintenance of social media (LinkedIn, Twitter, Website), market intelligence and associated tasks.

Graduate Assistant, Women's Varsity Ice Hockey

Salve Regina University

Oct 2011 - Feb 2012 (5 months)

● Assisted Head Coach in organizing practices and drills.
● Aided in game strategy for player placement for special teams and line rotations.
● Organized taping of games for player and coaching staff review.
● Assisted in recruiting prospective student athletes.

Sports Marketing Intern

Salve Regina University

May 2010 - Aug 2010 (4 months)

● Managed website design project for new athletics webpage.
● Researched and analyzed competing schools website designs and providers.

Secretary to Director of University Computer Lab Offices

Salve Regina University

Sep 2008 - May 2011 (2 years 9 months)

● Work study program to support University Computer Labs Director.

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Clinical Research Associate

Neurotech USA

May 2008 - Jul 2012 (4 years 3 months)

• Coordinated clinical trial reconciliation project to prepare for FDA submission.
• Worked closely with Clinical Project Manager to organize study trials with sites in Mexico and South Africa.
• Worked with trial sites to determine appropriate budget based upon patient enrollment.

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Sarah Small

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