Summary
Overview
Work History
Education
Skills
Timeline
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Riley Shull

Chattanooga

Summary

Results-driven management professional with proven ability to lead teams to success. Strong focus on team collaboration, operational efficiency, and achieving measurable outcomes. Adept at strategic planning, process improvement, and fostering culture of accountability and excellence. Known for adaptability and consistently meeting changing organizational needs.

Overview

5
5
years of professional experience

Work History

Manager, Sales Development

FinQuery
01.2024 - 09.2024
  • Directed, mentored, and coached a team of 12 SDRs to surpass monthly sales targets, achieving an average of 120% quota attainment, and generating over $3 million in new business opportunity ARR.
  • Developed and led cross-selling and upselling strategies that generated $700K in additional ARR, and an 8% increase in upsell rates.
  • Designed and implemented new hire training programs that reduced ramp time by 50% and boosted new business ARR by 45% per hire.
  • Led cross-departmental collaboration with Sales, Marketing, and Enablement to optimize campaign effectiveness, resulting in a 21% increase in qualified opportunities from marketing campaigns.
  • Represented FinQuery at trade shows and industry events, providing on-site product demonstrations to increase brand awareness and drive new sales opportunities.
  • Owned full-cycle recruiting for SDRs, leveraging LinkedIn outreach, interviewing, and hiring to build a high-performing sales team.

Team Lead, Sales Development

FinQuery
01.2023 - 12.2023
  • Managed and trained SDRs as a player-coach while exceeding personal outbound quota at 140% and inbound quota at 288% attainment.
  • Led weekly 1:1s and team trainings to close performance gaps, align with reps' career goals, and drive sustained team success.
  • Developed a data-driven social-selling outbound strategy for the government finance sector, generating over $2 million in ARR.
  • Created outbound messaging frameworks and email campaigns based on prospect seniority level, resulting in a 48% increase in email open rates and a 40% increase in reply rates.
  • Created and scaled personalized engagement tactics for inbound and marketing leads, achieving a 95% conversion rate, and driving $2.6M in new ARR.
  • Recruited, interviewed, and hired SDRs through LinkedIn and other referral channels, directly contributing to team expansion and long-term sales growth.
  • President's Club recipient for achieving 12 months of quota attainment.

Senior SDR

FinQuery
02.2022 - 12.2022
  • Trained and mentored new SDRs in prospecting, sales technologies and techniques, and Salesforce best practices, driving an increase in qualified opportunities, conversion rates, and overall sales team success.
  • Partnered cross-departmentally with account executives and sales engineers to design and execute account-based outreach strategies, generating $1.3M in new ARR opportunities.
  • Consistently exceeded quotas (135% meetings, 140% pipeline creation) through outbound prospecting and value-based selling.
  • Optimized lead generation by leveraging LinkedIn Sales Navigator and ZoomInfo, sourcing 50+ new prospects daily, and increasing qualified leads by 40% weekly.
  • President's Club recipient for achieving 12 months of quota attainment.

SDR

Capture Higher Ed
08.2021 - 02.2022
  • Partnered with cross-functional teams to design targeted outreach strategies using buyer intent data, improving lead prioritization, and accelerating opportunity creation.
  • Generated $500K in new ARR by strategically identifying, qualifying, and nurturing high-potential business opportunities.
  • Surpassed sales quotas for five consecutive months, showcasing resilience, strategic pipeline management, and consistency under pressure.

Life Event Specialist

Unum Group
01.2020 - 08.2021
  • Served as the primary liaison for high-profile clients (Old Dominion Freight Line, Mastec, Raymond James, Dollar General), managing up to 110 concurrent STD and FMLA claims, with 100% compliance and exceptional client satisfaction.
  • Drove digital adoption by training clients and employees on self-service leave/disability tools, reducing manual escalations, and streamlining inquiry resolution.
  • Consistently exceeded performance agreements; identified process inefficiencies, and implemented solutions that delivered ~$250K in cost savings over two years.
  • Partnered with operational teams and client HR departments to resolve complex leave/disability cases, ensuring policy-aligned decisions within a 4-day turnaround, beating SLA standards by 20%.
  • Maintained expert-level knowledge of Unum’s FMLA and disability practices; mentored new specialists on digital workflows and client engagement, accelerating onboarding and team performance.

Disability Benefits Specialist

Unum Group
05.2019 - 12.2019
  • Selected for Unum’s Behavioral Health SME team, delivering training and guidance to STD claims specialists that improved accuracy, customer satisfaction, and consistency across disability operations.
  • Consistently exceeded monthly performance benchmarks, managing disability claims for key clients (Raymond James, Old Dominion Freight Line, and Humana Health), and generating ~$10K in monthly savings per client account.
  • Built trusted partnerships with client HR teams through proactive communication and empathetic resolution of escalated inquiries, strengthening long-term client relationships.
  • Leveraged deep expertise in FMLA and STD regulations to ensure timely, compliant claim determinations, averaging a 4-day turnaround, outperforming SLA standards by 20%.

Education

Psychology

Lee University
Cleveland, TN
12-2017

Skills

    Team leadership

    Decision-making

    Performance management

    Recruiting, Training, and Onboarding

    Cross-Functional Collaboration

    Conflict Resolution and Problem Solving

    Process Improvement

    Career Development

    Goal Setting and KPI Monitoring

Timeline

Manager, Sales Development

FinQuery
01.2024 - 09.2024

Team Lead, Sales Development

FinQuery
01.2023 - 12.2023

Senior SDR

FinQuery
02.2022 - 12.2022

SDR

Capture Higher Ed
08.2021 - 02.2022

Life Event Specialist

Unum Group
01.2020 - 08.2021

Disability Benefits Specialist

Unum Group
05.2019 - 12.2019

Psychology

Lee University

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Riley Shull