Carol Olona
San Ysidro
Summary
Sales development and lead generation specialist with 15+ years of experience building and leading SDR programs for early-stage and founder-led companies. Progressed steadily from hands-on SDR work into designing and running complete sales development systems, including CRM and sales tech stack implementation, playbooks, onboarding, and SDR execution. Expert in helping startups transition from founder-led sales to predictable pipeline through hands-on leadership and repeatable revenue programs.
Overview
19
19
years of professional experience
Work History
Head of Sales Development Programs
LeadMinders
07.2010 - Current
- Designed, built, and led end‑to‑end SDR and lead‑generation programs for startups and SMBs across SaaS and professional services, acting as hands‑on and fractional sales leadership.
- Built zero‑to‑one SDR functions, including ICP definition, outbound and outreach strategy, recruiting, onboarding, performance management, and qualification frameworks.
- Designed and implemented complete sales enablement systems, including CRM architecture, outreach platforms, prospect databases, and reporting infrastructure.
- Created and delivered SDR playbooks and training programs, supporting client sales motions and enabling consistent execution across teams.
- Recruited, trained, and led 50+ SDR teams (up to 35 reps), developed career paths and leadership layers, achieved 92% first‑year SDR retention, and generated $23M in qualified pipeline for a zero‑to‑one AI client.
Director of Sales Development & Sales Operations
Predictable Revenue
06.2019 - 06.2020
- Led the internal SDR organization while working directly with early‑stage clients to launch outbound sales development programs, translating GTM strategy into practical execution.
- Built, trained, and managed a team of ~25 entry‑level SDRs, designing onboarding, playbooks, and training programs that delivered 92% first‑year retention and consistent outbound execution.
- Drove pipeline efficiency by activating campaigns, monitoring early performance, and optimizing outreach through data‑driven processes, automation, and sales tooling.
- Translated GTM strategy into practical SDR execution, including messaging frameworks, qualification standards, and reporting.
Director of Sales Operations
FRONTLINE Selling
12.2006 - 06.2010
- Led ~35 SDRs delivering lead‑generation programs for multiple clients. Reduced turnover by 18% by introducing structured onboarding and early career paths.
- Achieved a 90% lead acceptance rate and improved SDR performance through targeted training, clear qualification standards, and hands‑on coaching.
- Reduced cancellation rates by 15% by establishing delivery standards.
Education
Bachelor of General Studies -
University of South Dakota
Vermillion, South DakotaSkills
- Sales Development Programs
- Lead Generation & Outbound Strategy
- Sales operations
- SDR Team Building & Leadership
- Sales Enablement Systems
- CRM & Sales Technology Implementation
- Go-to-Market (GTM) & Onboarding Programs
- Sales Playbooks & Training Development
- Fractional Sales Leadership
- Pipeline Generation & Qualification
- Sales coaching
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Timeline
Director of Sales Development & Sales Operations
Predictable Revenue
06.2019 - 06.2020
Head of Sales Development Programs
LeadMinders
07.2010 - Current
Director of Sales Operations
FRONTLINE Selling
12.2006 - 06.2010
Bachelor of General Studies -
University of South Dakota
TECHNOLOGY
- Salesforce
- HubSpot
- Apollo.io
- Outreach
- ZoomInfo
- LinkedIn Sales Navigator
- Gong
- LeadIQ