Sally McManus
Verified Expert in Sales
Sales Expert
Kuta Selatan, Badung Regency, Bali, Indonesia
Toptal member since June 26, 2025
Sally is a B2B sales expert with eight years of experience driving revenue at leading companies such as Gartner, SAP, ServiceNow, and Blue Prism. Now a freelance consultant, she helps purpose-driven startups and founders develop clear, effective sales strategies that drive conversion. With deep expertise in enterprise sales and go-to-market execution, Sally delivers strategic insight and hands-on results to every engagement.
Expertise
- B2B
- B2B Lead Generation
- B2B Sales
- Consulting
- Enterprise Sales
- Negotiation
- Sales
- Sales Pipeline Management
Work Experience
Solution Sales Executive
ServiceNow
- Managed enterprise solution sales across a territory spanning consumer services, financial services, and insurance sectors.
- Collaborated directly with HR stakeholders to align critical priorities with solution capabilities, helping customers reduce costs, boost productivity, and drive business growth.
- Achieved 135% of the fiscal 2023 revenue quota, generating $2 million.
Solution Sales Executive
SAP
- Managed a territory of 27 large enterprise accounts, specializing in the consumer products and retail sectors.
- Delivered on an annual quota of £1.6 million through customer renewals, upsells, and new business.
- Organized a customer-facing webinar on diversity, equity, and inclusion (DE&I) featuring HR leaders from our client base.
Business Development Representative (BDR)
Blue Prism
- Served as a business development representative (BDR), reporting to the marketing team.
- Developed and executed tailored prospecting campaigns to generate and qualify high-quality leads for the field sales team.
- Exceeded monthly targets by generating more than five qualified sales opportunities per month.
Account Manager
Gartner
- Managed upsells, renewals, and new business as an account manager.
- Sold to high-tech and telecom providers in the Nordics, focusing on emerging and mid-size businesses.
- Conducted cold calls, generated leads, qualified prospects, and closed deals.
Project History
Sales Consulting
Streamlined sales processes, achieving a 30% increase in conversion rates, and exceeding revenue targets for the second half of the year.
The client experienced a high volume of leads, but inefficiencies in the B2B sales process resulted in a low conversion rate. I conducted a thorough analysis of existing tools, processes, and team capabilities. I also researched the market landscape and facilitated workshops to define ideal B2B and B2B2C target profiles. I implemented a streamlined sales process to improve lead conversion and increase sales effectiveness.
B2B Strategy for Online Wellness Platform
Landed the client's first B2B corporate account, generating $20,000 in revenue. Additionally, I developed repeatable, scalable sales processes that the client continues to use as they grow.
Traditionally a B2C business, the client needed a B2B strategy to effectively grow and scale their offerings. I facilitated a persona workshop to identify the ideal B2B buyer and the B2B2C end user. I conducted market research to understand the pain points, goals, and needs of B2B buyers. I also analyzed the market and competitors to gain insight into the existing landscape from a B2B sales perspective. Based on this research, I refined the product and sales approach to better align with the B2B persona’s needs.
B2B Lead Generation, Qualification, and Closing
Achieved 135% of a $2 million revenue quota at ServiceNow, 97% of a $1.6 million revenue quota at SAP, and twice the number of qualified sales opportunities achieved per month at Blue Prism.
I held various sales roles working with leading technology companies such as SAP, ServiceNow, Blue Prism, and Gartner. I developed and executed sales strategies, managed client relationships, and drove revenue growth across diverse enterprise solutions. To drive sales success, I handled lead generation, qualification, objection handling, negotiations, value assessments, and closing.
Education
MBA in Business Administration
Imperial College Business School (Imperial College London) - London, UK
Skills
Demand Generation
Cold Calling
Sales Strategies
Outbound Sales
Other
Sales, Cold Outreach, B2B Sales, HubSpot, Salesforce, Microsoft Dynamics, Microsoft 365, Salesloft, Linkedln, LinkedIn Sales Navigator, Lusha, Strategy, Business to Business (B2B), Business Cases, Brand Management, Marketing, Consumer Behavior, Organizational Behavior (OB), Design Thinking, International Business, Entrepreneurship, Enterprise Sales, Negotiation, Contract Negotiation, B2B Lead Generation, Cold Calling, Lead Nurturing, Consulting, B2B, B2B2C, B2B Partnerships, Sales Pipeline Management, Revenue Growth
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