Hebron Fekreselassie
Verified Expert in Sales
Sales Expert
Addis Ababa, Ethiopia
Toptal member since June 30, 2025
Hebron builds outbound systems and closes the deals that come out of them. He designs sales motions from scratch, covering ICP, cadence, scripts, and email infrastructure at scale, then runs them through discovery, demo, and negotiation. He's closed enterprise accounts including major banks, built a startup's sales function as its first hire, and delivered cadences that in-house teams adopted. He sells across SaaS, fintech, insurance, logistics, and AI customer experience.
Project Highlights
Expertise
- Account Management
- B2B Sales
- Business Development Representative (BDR)
- Funnel Optimization
- Inbound Sales
- Lead Generation
- Outbound Sales
- Product Demonstrations
Work Experience
B2B Sales Expert for a Fintech Venture (Global)
Company DENAR For Investment Limited Liability
- Designed a new outbound cadence adopted by Dinar's in-house sales team, doubling booked meetings (100% increase) during the engagement.
- Built and ran cold email campaigns on Instantly at scale thousands of sends across 50+ mailboxes sustaining 60% open rates and a 12% reply rate through deliverability and inbox infrastructure management.
- Collaborated directly with the CEO, sales, and marketing teams to align messaging and hand off a repeatable outbound process the team could run independently.
Sales Development Representative
Great College Towns LLC
- Generated 100+ weekly outbound touchpoints to C-level and hiring leaders, consistently building a high-quality, multi-industry sales pipeline.
- Drove revenue growth by closing high-ticket advertising placements, contributing to guide cycles with targets up to $35,000 per university.
- Converted cold outreach into qualified demos by leveraging structured discovery and advanced objection-handling techniques.
- Executed multi-channel outbound strategies (calls, email, follow-ups) that increased response rates and accelerated pipeline velocity.
- Overcame complex objections around budget, ROI, and timing, consistently advancing prospects from initial contact to scheduled demos.
- Partnered with internal teams to craft tailored proposals and presentations, increasing deal relevance and close probability.
- Executed personalized email outreach at scale, increasing engagement by aligning messaging with each prospect’s hiring and recruitment needs.
Sales Development Representative
Talent Supply & Consulting Services (freelance placement platform)
- Ranked in the top 10% of SDRs in B2B SaaS across client engagements spanning SaaS, education, insurance, and business services, generating $120,000+ in high-ticket sales.
- Converted cold outreach into qualified opportunities through targeted prospecting and disciplined follow-up across multiple industries.
- Owned the full sales cycle on select engagements supporting closers on others, adapting to each client's sales structure.
- Exceeded monthly KPIs consistently by maintaining and organizing CRM data to ensure accurate reporting and forecasting.
- Designed outbound cadences and sales motions from scratch for clients without an existing process, defining ICP, messaging, and sequencing.
Sales Development Representative (freelance placement platform)
Crdle
- Delivered high-volume, high-quality appointments consistently, averaging 50+ booked meetings per month, achieving a 35 % conversion rate from discovery calls to product demonstrations.
- Served as a senior voice on the team, sharing scripts and objection-handling approaches that newer reps adopted.
- Worked directly with startups and enterprise-level clients, customizing communication and scheduling workflows to accommodate sales cycles ranging from 4 to 12 weeks.
- Optimized outbound campaigns by refining five core call scripts and objection‑handling techniques, boosting demo bookings by 20 % and maintaining 98 % CRM data hygiene.
Account Manager
Carolina Logistics
- Generated over $100,000 in new revenue across freight, logistics, and supply chain accounts, owning the process from cold outreach through client meetings, proposal development, and contract negotiation.
- Diagnosed operational pain points through account and industry research, positioning solutions around cost and efficiency rather than generic capability pitches.
- Refined outreach strategy using performance data from prior campaigns, improving response and engagement rates.
- Adapted approach across buyer types, engaging both small-to-medium enterprises and larger shippers with distinct procurement processes.
Project History
Founding Sales Hire — AI Receptionist Startup
Built the company's entire sales function from zero and closed its first revenue, selling an AI receptionist product into SMB and mid-market accounts.
As the first sales hire, I owned the full cycle defining the ICP, building lists, designing cold email and LinkedIn cadences in HubSpot and SalesLoft, then running discovery, delivering demos, and closing deals myself. The core challenge was selling an AI agent into a role businesses were used to staffing with a person, so messaging had to lead with reliability and cost rather than features. Continuous A/B testing on subject lines and positioning produced a 12% response rate, and I converted 27% of booked demos into closed deals within the first two months.
SDR - Enterprise Insurance Provider
Executed high-volume outbound for a major US insurance carrier, consistently booking 10+ qualified appointments per week across cold calls, email, and SMS.
Working within the carrier’s established process and scripts, I ran multi-channel outreach to curated high-value prospect lists, maintaining clean lead records in Salesforce and hitting weekly appointment targets consistently. The engagement was high-volume and highly structured — success depended on disciplined execution, accurate qualification against the advisors’ criteria, and clean handoffs so licensed advisors spent their time only on high-intent prospects.
Education
Bachelor's Degree in Marketing
St. Mary's University - Addis Ababa, Ethiopia
Certifications
Claude Certified Architect - Professional
Anthropic
Skills
Tools
PhoneBurner, Apollo, Pipedrive
Demand Generation
Cold Calling, Email Outreach, Account Research
Competencies
B2B, Communication, Artificial Intelligence (AI)
Sales Strategies
Outbound Sales, Consultative Selling, Solution Selling
Roles
Sales Development Representative (SDR), Business Development Representative (BDR), Inside Sales Representative, Account Executive, Customer Success, Sales Enablement
Other
HubSpot, Cold Calling, Appointment Setting, Negotiation, Lead Generation, Sales Pipeline Management, Cold Outreach, Email Design, Sales Pipelines, B2B Marketing, Product Demonstrations, B2B Lead Generation, Sales Development Representative (SDR), Sales, Outbound Sales, B2B Sales, Outbound Prospecting, Customer Relationship Management (CRM), Cold Outreach, Appointment Setting, Sales, Inbound Sales, LinkedIn Connect, Enterprise Sales, Business Development, Account Management, Tech Sales, Startups, CRM Systems, Email Campaigns, Email Automation, Email List Building, Lead Generation, B2B Lead Generation, Instantly, HubSpot CRM, Email Marketing, Reporting, Sales Operations, Recruiting, ZoomInfo, Full Cycle Sales, Upselling, SaaS Sales, Outreach, Objection Handling, Sales Negotiations, Lead Nurturing, CRM, Client Relationship Management, Client Engagement, Business to Business (B2B), New Business Development, High-volume Outbound Sequencing, Onboarding, Strategic Account Expansion, Sales Development, Pipeline Generation, Lead Qualification, Google Sheets, Lead Management, Value Proposition, Google Workspace, Sales Process Management, Client Presentations, Sales Pitches, Presentations, Email Sales, Marketing Platforms.HubSpot, Salesforce, Monday.com, Email Marketing Strategy, Marketing, Advertising, LinkedIn Sales Navigator, Copywriting, SaaS, AI Agents, Financial Services, Sales Strategy, Deal Closure, Sales Process Optimization, Team Building, AI Tools, Monday.com, HubSpot, Conversion Rate Optimization (CRO), Funnel Optimization, Customer Support, Sales Growth, Sales & CRM Platforms, Sales Management, Software as a Service (SaaS), Data, Retail Sales, Sales Leadership, Go-to-market (GTM) Strategy, Slack, Product Demonstrations, Sales Presentations, Pitch Preparation, Sales Automation Tools, A/B Testing, Analytics, Sales Pipeline Management, AI Governanace, Context Engineering, Enterprise Architecture, Evaluation & Optimization, Architecture, Risk Management, Solution Design, Stakeholder Management
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