Darlene Murphy JD MBA

  • Account Executive
  • Austin, TX, 78750, US
  • Apr 29, 2020
Full time Sales and Partnerships

Work Experience

Account Executive
Jun 2019 - Jan 2020 REALTOR.COM

• Self source and engage new accounts via cold calls (70+ per day)
• Hold 2-3 comprehensive demos/daily using GoToMeeting software
• Perform complete sales cycle - source to close
• Consistently exceed monthly performance and sales quotas

Account Executive
Jan 2020 - Apr 2020 Levelset

• Engage new accounts via cold calls (85+ per day)
• Complete comprehensive demos daily using Zoom software
• Follow prescribed sales methodology and was top performer on my team
• Consistently exceed monthly performance and sales quotas

Director of Event and Publishing Sales
Jan 2015 - Jan 2018 MEDIAPOST COMMUNICATIONS

Event & Publishing Sales
• Grow existing accounts by an average of 15% by providing a solution based consultative sales approach

• Source and engage new accounts via networking and email campaigns (accounts for 15% of current book of business)
• Negotiate and draft sponsorship & publishing contracts
• Manage events & publishing teams to ensure proper execution of sponsorships and digital advertising
• Consistently exceed annual quota by 30%+ (1.5 million)

Account Executive
Jan 2015 - Jan 2015 DUN & BRADSTREET

• Grow existing accounts by an average of 35% by providing a solution based consultative sales approach

• Consistently exceed quota

• Articulate at a high level of business acumen and understanding of customer needs resulting in an outstanding
consultative experience

Senior Account Executive
Jan 2013 - Jan 2014 BIGCOMMERCE

• Consistently cold call 80+ leads daily increasing pipeline by 80%.

• Utilize a consultative approach to identify businesses that would experience an increase in sales using our
platform.

• Performed all aspects of sales cycle including: prospecting; approaching; presenting; overcoming objections;
closing; and post sales follow up virtually eliminating any churn from my book of business

• Maintained the highest retention rate in my department

Business Development
Jan 2014 - Jan 2014 INNOGRAPHY

• Consistently cold call 70+ leads daily.

• Develop and implement quarterly strategy to exceed quarterly quota resulting in achievement of 176%
of quarterly goal in Q2 (#1 on my team).

• Identify new, qualified leads utilizing LinkedIn, ZoomInfo and extensive internet research.

• Effectively communicate with senior and C level executives via phone and email conveying Innography's
value proposition.

Account Executive
Jan 2013 - Jan 2013 VISUAL CLICK

• Strategically identify prospects and close at the C-Level

• Consistently cold call 70+ self generated leads daily increasing pipeline by 60%.

• Utilize a consultative approach to create custom software solutions for clients.

• Performed all aspects of sales cycle including: prospecting; approaching; presenting; overcoming
objections; closing; and post sales follow up increasing territory sales by 35%.

Account Manager
Jan 2009 - Jan 2012 AFFINISCAPE

• Consistently cold call 70+ self generated leads daily.

• Exceed sales quotas by 50% monthly resulting in increased revenues for Affiniscape and client association.

• Effectively market career center to association members by creating & utilizing direct marketing pieces
which increased average site traffic by 300%.

Operations Manager
Jan 2007 - Jan 2009 BUFFINGTON SIGNATURE HOMES

• Oversaw closing process on lot purchases and home sales, including reviewing/tracking feasibility documents.

• Maintained marketing budget, tracked expenses, and negotiated vendor contracts.

• Managed HR functions, including hiring, employee relations, payroll, benefits and internship program.

• Provided on-site IT administration (installing hardware, software, training, tech support (for CRM database, BES, Timberline, Crystal Reports & Builder MT).

• Established "start up" sales trailers in new community development initiatives and managed home warranty
programs & Storm Water Prevention & Protection Plans [SWPPP] programs.

• Supervised one college intern.

• Managed in closing activities with title companies & attorneys and calculated complex & final numbers,
ensuring 100% accuracy and 10+ on-time closings/month with 0 defaults over 18-month period.

• Negotiated 8+ vendor contracts/quarter, achieving best price/best quality services.

• Led weekly meetings to status progress on ~10 community development initiatives and >25 home starts and identify/fix any derailment issues, ensuring 100% of completion dates and quarterly sales goals of ~$6.9M.

• Evaluated sales software systems and selected/implemented system providing highest functionality and compatibility, replacing manual system with electronic and increasing productivity by ~50%.

Contract Specialist
Jan 2005 - Jan 2007 D.R. HORTON

• Managed funding & closings and >$150M in earnest money & option contracts for 3 offices in Texas & Mississippi and 30+ managers & agents.

• Negotiated ~40 complex [100+ page] contracts.

• Prepared/performed due diligence/tracked all letters of intent, purchase contracts, amendments, & Joint
Development Agreements [JDAs] for all land & lots purchased.

• Project managed/fulfilled all contract deadlines for ~50 purchase & option contracts and JDAs/year,
ensuring compliance with 100+ city, county, state & federal statutes.

• Created weekly funding reports for 3 offices, including earnest money, option payments, closing funds, etc.
that averaged ~$1M, resulting in 95% of closings being on time and in compliance with purchase contracts.

• Reviewed 25+ title commitments & surveys/month, including plats, plans & easements, and created "early warning" process to address issues proactively, avoiding non-compliance, costly fees or liability.

• Analyzed fine print on >15 unfavorable contracts for opportunities to disengage without creating financial
liability for company, saving >$1M in < 6 months.

Account Manager
Jan 2003 - Jan 2005 360TRAINING.COM

Researched distance education regulations regarding real estate industry practices & procedures in 30 states
to ensure compliance of company-developed courseware.

• Provided technical assistance on proprietary software & complex database to 110+ nationwide clients/accounts.

• Sold courseware and advised clients on becoming approved providers of online real estate curriculum in each of 30 states.

• Assisted with revenue-generating & marketing strategies.

• Developed strong working relationships with 10 state regulatory agencies and streamlined process to prepare/submit for approval complete & accurate providership applications & courses. These efforts expedited credentialing process by ~4 months and accelerated approval to "go live" of 100% of courses submitted within unprecedented 2 months.

• Created virtual universities for >100 clients' websites and updated courseware offerings, resulting in 100% compliance for clients with state and federal regulations and increasing sales by ~30%.

• Mentored/trained 4 non-co-located peers in Pakistan on proprietary software, optimizing their productivity and freeing up ~20% more of their time to sell product.

Real Estate Paralegal
Jan 2000 - Jan 2003 LAW OFFICES OF STEPHEN M. NEEDLE

• Prepared closing packages, deeds & exhibits; Ordered titles, surveys & tax certificates; Issued title policies.

• Handled weekly payroll and all disbursements.

Education

Doctor of Jurisprudence
Aug 2010 - Dec 2012 Texas Tech University School of Law
Master of Business Administration - Business Administration
Aug 2006 - Aug 2008 St. Edward's University
Bachelor of Science - Legal Studies
Jan 1999 - Jan 2004 Newbury College