Employee Spotlight is a Dynamic Yield blog series meant to surface stories of the amazing individuals behind our AI-powered Personalization Anywhere™ platform. From developers and engineers to marketers, those dedicated to customer success, sales leaders, HR representatives and beyond, every month, we’ll get to the heart of our team so you can get to know us a little bit better and find out what makes us tick.
Meet Matthew Kelly. Matthew has been with us for about a year now and is based out of our office in New York City. He started as a Sales Development Representative (SDR), making his way up to Head ofMarket Development, where he is now responsible for coaching and leading the global SDR Team.
Let’s learn more about him…
What’s your role at Dynamic Yield?
I’m the Head of Market Development at Dynamic Yield. In addition to the normal SDR function, which includes prospecting, research, sales director support, and more, I also serve as a coach for my team. I create new prospecting content, formalize processes, take on operational tasks, and offer new ideas and perspectives on how to better reach and communicate with our target prospects.
You started at Dynamic Yield as an SDR very recently and you’re also a team lead. How’d you make that happen?
I can attribute my recent role change to a few things.
First and foremost, I think I possess deep knowledge and skills that lend themselves well to a leadership position. These include the ability to communicate well, the know-how for creating universal processes, a willingness to help others when the opportunity arises, and a hunger to continuously learn from my team and colleagues.
In addition, I recognized there was a vital gap in our team; we didn’t have a Team Lead to serve as a support system for the SDRs, and I made a point to flag this and be seriously considered for this role. Taking on new and challenging tasks is something that keeps me motivated and excited to come to work every single day, and this opportunity was something I felt prepared for.
What does your day-to-day look like, and how has your role evolved since becoming a Team Lead?
I believe staying organized and on top of tasks is crucial to my role. As a team leader, I’m constantly playing a balancing game of my individual responsibilities with those that come with being in a leadership position. I try to structure my day meticulously, allowing enough time for those I support, as well as enough personal time for my own, individual responsibilities.
I still take on some of the traditional tasks of an SDR, which include account and market research, prospecting, outreach, and booking new meetings. However, my new role has come with new managerial responsibilities. I lead daily stand-up meetings, where I set the pace and collaborate with my team for goal-setting. I host weekly one-on-one meetings with each of my team members. During these meetings, we review our existing processes and the outcomes of particular tasks, and I try to foster an environment where my team can express and voice both their successes and frustrations with what they are working on so I can be a beacon of support.
I am constantly working on new campaigns and identifying opportunities to focus my team’s outreach efforts. I also make an effort to collaborate with other teams at Dynamic Yield, especially Sales and Marketing, to ensure our messaging is consistent and aligned with our company’s tone and vision. As a team leader, I connect with management on a weekly basis and highlight my team’s progress.
Part of your role as a U.S. Team Lead includes collaboratively working with other teams at Dynamic Yield. What does that look like on daily basis, and what’s the most exciting part about working cross-functionally?
I think working across teams is my favorite part of my position at Dynamic Yield. I am young in my career, and I enjoy working in the startup tech space. It’s exciting to have the opportunity to gain exposure and insight into different facets of the business.
I sync with Chris Feroli, the VP of Sales in North America, regularly to discuss anything and everything, from sales numbers to messaging and point-of-delivery alignment.
Yaniv Navot, the VP of Marketing, and Raj Jain, the Marketing Operations Manager, are two other team members I frequently connect and collaborate with. The Marketing Team has a wealth of valuable insight into the prospecting experience, which they frequently share with my team. This cross-team collaboration helps us manage our internal process and think critically in order to help us generate more opportunities. In addition, I want to ensure our existing practices (ie. the way we attribute and label fields in Salesforce) give Marketing the ability to extract meaningful information for attribution and internal reporting.
Our CMO, Mukund Ramachandran, is another person that has been a source of support during my transition into a leadership role. As the head of marketing, his ideas for process and leadership advice have been extremely helpful. As someone who has a record of successfully leading teams, his insight has been invaluable.
And of course, whenever I have a question about our product or capabilities, I can tap someone on our amazing Customer Success team, who are always a source of knowledge and support.
What are your hobbies outside of Dynamic Yield?
I love playing music – I play guitar, bass, banjo, mandolin, and the ukulele. I recently started playing ukelele in a two-piece band with a buddy of mine. We tend to play a lot of classic country songs with a modern alternative spin. From time to time, we’ll play a set at a bar around town, but usually, I just mess around and get creative in the comfort of my home.
I also love to hike. I once hiked all 46 high peaks in the Adirondacks while in snowshoes. My dad was a big hiker growing up and it was something that he exposed all six of his children to early on in our lives. Most weekends, between the ages of 6 and 13, usually included an early morning hike with my dad and at least one of my five brothers and sisters. There’s unfortunately not a lot of hiking to do in New York City. I live in Williamsburg, so I often walk over the Williamsburg Bridge to compensate.
I also love trying out different craft beer. I went to the University of Vermont and got absorbed in the eclectic beer culture that exists in the region. Don’t worry, though; it didn’t turn me into a beer snob.
What are the rules you prescribe to or follow in life that help you form more meaningful relationships with potential customers?
I think too often in sales (not necessarily at our company specifically), people want to rush into the pitch or value proposition. They don’t take the time to fully grasp an understanding of the prospect’s objectives or take time to hear a prospect’s pain points with their existing processes.
Once you set up an initial call or meeting, it’s important to demonstrate empathy and gather knowledge. The prospect is already interested if they have agreed to meet; now, it’s important to keep them engaged and invested. I believe the best way to do this is by gaining a full understanding of the prospect’s goals, long-term aspirations, and more in order to better support their journey through the sale cycle, as well as our own internal sales team.
I think this is something I also try to live by in my personal life, as well. When I meet someone new or go out on a first date, I always try to be engaging and learn more about the other person before sharing a superfluous amount of information about myself. Part of being self-aware is avoiding self-absorption, and I think that’s crucial in my working and personal life.
What’s your next step, or a few goals you’d like to accomplish in life or while with Dynamic Yield?
Eventually, I would like to transition into a marketing role at Dynamic Yield. I think I am a creative thinker, especially when it comes to highlighting different ways that a product can add value to an organization. I love the idea of rolling out new collateral and resources, especially as the product evolves, and I’d love to work on breaking out our product into new markets.
One day, I’d like to open a pizza parlor/bar. I have been making pizza since I was 14. After my last semester of college, I worked at a bar in my hometown for close to five years. I was promoted to manager after two years in and I gained exposure into several different aspects of running the business. After a successful career, I’d love to spend my retirement running a pizza shop in the middle of nowhere, making pizza all day, every day.
I’d also like to run the New York City Marathon one day. Running is actually something that I am really bad at, but after watching some friends run the Marathon last year really energized me and planted the idea in my head. While a lofty goal, it’s something that I hope to accomplish one day, even if it requires some lifestyle changes and an intense training regiment. We’ll wait and see!
If you want to learn more about Matt or ask him any questions about what it’s like to work on the sales team here at Dynamic Yield, connect with him on LinkedIn. And make sure to check out our open roles!
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menu-item-type-custom menu-item-object-custom menu-item-has-children" data-content="company" title=""> <a href="">Company</a></li><li class="has-dropdown learning_center menu-has-cta top-link-use-cases menu-item menu-item-type-custom menu-item-object-custom menu-item-has-children" data-content="learning-center" title=""> <a href="">Learning Center</a></li><li class="contact top-link walker-last mobile-only menu-item menu-item-type-post_type menu-item-object-page" data-content="connect-with-us" title=""> <a href="https://www.dynamicyield.com/contact/"><span class="button-arrow">Connect with us</span></a></li></ul></nav><div class="morph-dropdown-wrapper"><div class="dropdown-list"><div class="dropdown-tooltip"></div><ul><li id="product" class="dropdown links"><a href="" class="label">Product</a><div class="content"><ul><li class="intro"><div class="exp_os-wrapper"><h2>Experience OS</h2><ul class="links-list"><li class=" menu-item menu-item-type-custom menu-item-object-custom"><a href="https://www.dynamicyield.com/experience-os/"><span class="menu-banner-img-wrap"><img class="menu-banner-img-desktop" src="/wp-content/uploads/2024/10/expos-nav-updated.png" width="218" height="131" /><img class="menu-banner-img-mobile" src="/wp-content/uploads/2024/10/expos-nav-updated-mobile.png" width="114" height="98" /></span><span class="menu-cta-text-wrap"><span class="menu-cta-subtitle">Get an overview of Dynamic Yield’s product and see why we’re known as the Experience OS.</span> <span class="menu-cta-button">Learn more →</span></span></a></li></ul></div></li><li class="left"><div class="key_caps-wrapper"><h2>Core Capabilities</h2><ul class="links-list"><li class="key-caps-segment menu-item menu-item-type-post_type menu-item-object-page"><a href="https://www.dynamicyield.com/segmentation/"><svg version="1.1" id="audience" xmlns="http://www.w3.org/2000/svg" xmlns:xlink="http://www.w3.org/1999/xlink" x="0px" y="0px" viewBox="0 0 30 30" style="enable-background:new 0 0 30 30;" xml:space="preserve"><path id="audience-green" fill="#4FB294" d="M9.291,30H30V9.291C18.562737,9.291,9.291,18.562737,9.291,30z"/><path id="audience-black" d="M12.527,15.947C9.240353,12.385597,4.806085,10.093244,0,9.471V30h7.639 C7.632218,24.897682,9.35532,19.943764,12.527,15.947z"/><circle id="audience-circle" fill="#4FB294" cx="15" cy="4.967" r="4.967"/></svg>Segmentation<span>Identify, build, and analyze audiences</span></a></li><li class="key-caps-omnichannel menu-item menu-item-type-post_type menu-item-object-page"><a href="https://www.dynamicyield.com/targeting/"><svg version="1.1" id="personalization" xmlns="http://www.w3.org/2000/svg" xmlns:xlink="http://www.w3.org/1999/xlink" x="0px" y="0px" viewBox="0 0 20.987 30" style="enable-background:new 0 0 20.987 30;" xml:space="preserve"><path id="personalization-black-2" d="M20.987,19.507c0,5.795401-4.698099,10.4935-10.4935,10.4935S0,25.302401,0,19.507H20.987z"/><path id="personalization-pink" fill="#EE3968" d="M18.143,10.245c0,4.224978-3.425022,7.649999-7.65,7.649999S2.842999,14.469978,2.842999,10.245 H18.143z"/><circle id="personalization-black-1" cx="10.494" cy="4.307" r="4.307"/></svg>Targeting<span>Serve each customer with unique offers</span></a></li><li class="key-caps-recs menu-item menu-item-type-post_type menu-item-object-page"><a href="https://www.dynamicyield.com/recommendations/"><svg version="1.1" id="recs" xmlns="http://www.w3.org/2000/svg" xmlns:xlink="http://www.w3.org/1999/xlink" x="0px" y="0px" viewBox="0 0 30 30" style="enable-background:new 0 0 30 30;" xml:space="preserve"><path id="recs_4" d="M15.953,30H30V15.953H15.953V30z"/> <path id="recs_3" d="M0,15.953V30h14.047V15.953H0z"/><path id="recs_2" fill="#FFA354" d="M30,14.047V0H15.953v14.047H30z"/><path id="recs_1" d="M14.047,0H0v14.047h14.047V0z"/></svg>Recommendations<span>Algorithmically predict customers’ interests</span></a></li><li class="key-caps-email menu-item menu-item-type-post_type menu-item-object-page"><a href="https://www.dynamicyield.com/journey-orchestration/"><svg version="1.1" id="trigger" xmlns="http://www.w3.org/2000/svg" xmlns:xlink="http://www.w3.org/1999/xlink" x="0px" y="0px" viewBox="0 0 26.017 30" style="enable-background:new 0 0 26.017 30;" xml:space="preserve"><path id="trigger-black" d="M14.017,12h12l-12,18V12z"/><path id="trigger-purple" fill="#5D39B9" d="M12,18H0L12,0V18z"/></svg>Journey Orchestration<span>Reach customers at critical moments</span></a></li><li class="key-caps-abtesting menu-item menu-item-type-custom menu-item-object-custom"><a href="/optimization/"><svg version="1.1" id="testing" xmlns="http://www.w3.org/2000/svg" xmlns:xlink="http://www.w3.org/1999/xlink" x="0px" y="0px" viewBox="0 0 28.713001 30" style="enable-background:new 0 0 28.713001 30;" xml:space="preserve"><path id="testing-blue" fill="#6BDADA" d="M15.831,0c7.114532,0,12.882001,5.767468,12.882001,12.882S22.945532,25.764,15.831,25.764l0,0V0z"/><path id="testing-black" d="M12.882,30C5.767468,30,0,24.232533,0,17.118S5.767468,4.236,12.882,4.236V30z"/></svg>Optimization<span>Experiment on any digital property</span></a></li><li class="key-caps-search menu-item menu-item-type-post_type menu-item-object-page"><a href="https://www.dynamicyield.com/search/"><svg width="16" height="16" viewBox="0 0 16 16" fill="none" xmlns="http://www.w3.org/2000/svg"> <g clip-path="url(#clip0_4082_5186)" id="cap-search-svg-bg"> <path d="M11.6757 9.81054C8.73958 9.81054 6.35089 7.42177 6.35089 4.48562C6.35089 2.62899 7.30664 0.992133 8.75134 0.0388074C8.50309 0.0155936 8.25193 0.00238037 7.99762 0.00238037C3.58066 0.00238037 0 3.58304 0 8C0 12.417 3.58066 15.9976 7.99762 15.9976C12.4146 15.9976 15.9952 12.417 15.9952 8C15.9952 7.86848 15.9916 7.73782 15.9853 7.60785C15.0166 8.94122 13.4462 9.81054 11.6757 9.81054Z" fill="black"/> <path id="cap-search-svg-circle" d="M11.6757 0.161346C11.2226 0.161346 10.7857 0.231773 10.3749 0.361649C8.62429 0.915114 7.35156 2.55436 7.35156 4.48561C7.35156 6.87003 9.29141 8.80988 11.6757 8.80988C13.5373 8.80988 15.1277 7.62753 15.7358 5.97437C15.9066 5.51 16 5.00851 16 4.48561C16 2.10119 14.0602 0.161346 11.6757 0.161346Z" fill="#FFC61E"/> </g> <defs> <clipPath id="clip0_4082_5186"> <rect width="16" height="16" fill="white"/> </clipPath> </defs> </svg>Search<span>Help customers find what they want</span></a></li></ul></div></li><li class="right"><div class="scale-wrapper"><h2>Made for Scale</h2><ul class="links-list"><li class="key_caps-element menu-item menu-item-type-custom menu-item-object-custom"><a href="/element/">Element<span>A groundbreaking new dimension of hyper-personalization</span></a></li><li class="key_caps-adaptml menu-item menu-item-type-post_type menu-item-object-page"><a href="https://www.dynamicyield.com/ai/">AI & Automation<span>Increase automation, lower operational costs, and drive more revenue with a holistic AI personalization system</span></a></li><li class="key_caps-apis menu-item menu-item-type-custom menu-item-object-custom"><a href="https://www.dynamicyield.com/experience-apis/">Experience APIs<span>Give developers the tools they need to build the best customer experiences</span></a></li><li class="key_caps-enterprise menu-item menu-item-type-custom menu-item-object-custom"><a href="https://www.dynamicyield.com/enterprise-grade-personalization/">Enterprise solutions<span>Scale with security, privacy, and compliance, made for the enterprise</span></a></li></ul></div></li></ul><a href="/shopping-muse/" target="" class="banner"><div class="menu-banner"><span class="menu-cta-text"><strong>Meet Shopping Muse: </strong> Conversational commerce meets cutting-edge personalization.</span> <span class="menu-cta-button">Learn more →</span></div></a></div></li><li id="solutions" class="dropdown links"><a href="" class="label">Solutions</a><div class="content"><ul><li class="left"><div class="industries-wrapper"><h2>Industries</h2><ul class="links-list"><li class="industry-ecomm menu-item menu-item-type-post_type menu-item-object-page"><a href="https://www.dynamicyield.com/ecommerce/">eCommerce</a></li><li class="industry-finserv menu-item menu-item-type-post_type menu-item-object-page"><a href="https://www.dynamicyield.com/financial-services/">Financial Services</a></li><li class="industry-qsr menu-item menu-item-type-post_type menu-item-object-page"><a href="https://www.dynamicyield.com/restaurants/">Restaurants</a></li><li class="industry-grocery menu-item menu-item-type-post_type menu-item-object-page"><a href="https://www.dynamicyield.com/grocery/">Grocery</a></li><li class="industry-b2b menu-item menu-item-type-post_type menu-item-object-page"><a href="https://www.dynamicyield.com/b2b-ecommerce/">B2B eCommerce</a></li><li class="industry-travel menu-item menu-item-type-post_type menu-item-object-page"><a href="https://www.dynamicyield.com/travel/">Travel</a></li><li class="industry-gaming menu-item menu-item-type-post_type menu-item-object-page"><a href="https://www.dynamicyield.com/gaming/">iGaming</a></li><li class="industry-media menu-item menu-item-type-post_type menu-item-object-page"><a href="https://www.dynamicyield.com/media/">Media</a></li></ul></div></li><li class="right"><div class="channels-wrapper"><h2>Channels</h2><ul class="links-list"><li class="channels-web menu-item menu-item-type-custom menu-item-object-custom"><a href="/web/">Web<span>Create customer-centric web experiences</span></a></li><li class="channels-email menu-item menu-item-type-post_type menu-item-object-page"><a href="https://www.dynamicyield.com/channels/email/">Email<span>Personalize emails with a no-code builder</span></a></li><li class="channels-mobile-apps menu-item menu-item-type-post_type menu-item-object-page"><a href="https://www.dynamicyield.com/mobile/">Apps<span>Optimize mobile app experiences</span></a></li><li class="channels-ads menu-item menu-item-type-post_type menu-item-object-page"><a href="https://www.dynamicyield.com/advertising/">Ads<span>Improve customer acquisition results</span></a></li></ul></div></li></ul></div></li><li id="why-dynamic-yield" class="dropdown links"><a href="" class="label">Why Dynamic Yield</a><div class="content"><ul><li class="impact-wrapper"><h2>Proven impact and success services</h2><ul class="links-list"><li class=" menu-item menu-item-type-post_type menu-item-object-page"><a href="https://www.dynamicyield.com/clients/">Select customers</a></li><li class=" menu-item menu-item-type-custom menu-item-object-custom"><a href="/case-studies/">Case studies</a></li><li class=" menu-item menu-item-type-custom menu-item-object-custom"><a href="/customer-success/">Customer success services</a></li></ul></li><li class="scale-wrapper"><h2>Built for scale</h2><ul class="links-list"><li class=" menu-item menu-item-type-post_type menu-item-object-page"><a href="https://www.dynamicyield.com/enterprise-grade-personalization/">Enterprise-grade solutions</a></li><li class=" menu-item menu-item-type-custom menu-item-object-custom"><a href="/adaptml/">AI Technology</a></li><li class=" menu-item menu-item-type-post_type menu-item-object-page"><a href="https://www.dynamicyield.com/gdpr-and-privacy/">GDPR and data privacy</a></li><li class=" menu-item menu-item-type-post_type menu-item-object-page"><a href="https://www.dynamicyield.com/security/">Security</a></li><li class=" menu-item menu-item-type-post_type menu-item-object-page"><a href="https://www.dynamicyield.com/compliance/">Compliance</a></li></ul></li><li class="network-wrapper"><h2>Robust partner network</h2><ul class="links-list"><li class=" menu-item menu-item-type-post_type menu-item-object-page"><a href="https://www.dynamicyield.com/partners/">Partner library</a></li><li class=" menu-item menu-item-type-post_type menu-item-object-page"><a href="https://www.dynamicyield.com/partner-program/">Partnership program</a></li><li class=" menu-item menu-item-type-custom menu-item-object-custom"><a href="/partners/#technology-partners">Tech Partners and Integrations</a></li></ul></li><li class="resources-wrapper"><h2>Extensive product resources</h2><ul class="links-list"><li class=" menu-item menu-item-type-custom menu-item-object-custom"><a href="https://support.dynamicyield.com/hc/en-us">Knowledge Base</a></li><li class=" menu-item menu-item-type-custom menu-item-object-custom"><a href="http://academy.dynamicyield.com/">Academy & Certification</a></li><li class=" menu-item menu-item-type-custom menu-item-object-custom"><a href="https://support.dynamicyield.com/hc/en-us/community/topics">Community</a></li><li class=" menu-item menu-item-type-custom menu-item-object-custom"><a href="https://dy.dev/">API documentation</a></li></ul></li></ul><a href="https://www.dynamicyield.com/personalization-awards/" target="_self" class="banner"><div class="menu-banner"><div class="menu-cta--left"> <img src="/wp-content/uploads/2023/11/2023-award-badge.svg" width="60" height="60" /></div><div class="menu-cta--right"> <strong class="menu-cta-title">The Personalization Awards</strong> <span class="menu-cta-subtitle">Celebrating customers and partners setting the gold-standard for personalization</span> <span class="menu-cta-button">Learn more →</span></div></div></a></div></li><li id="company" class="dropdown button"><a href="" class="label">Company</a><div class="content"><ul class="links-list"><li class=" menu-item menu-item-type-custom menu-item-object-custom"><a href="https://www.mastercard.com/us/en/for-the-world/about-us.html">About us</a></li><li class=" menu-item menu-item-type-custom menu-item-object-custom"><a href="/blog/">Blog</a></li><li class=" menu-item menu-item-type-post_type menu-item-object-page"><a href="https://www.dynamicyield.com/labs/">DY Labs</a></li><li class=" menu-item menu-item-type-post_type menu-item-object-page"><a href="https://www.dynamicyield.com/careers/">Careers</a></li><li class=" menu-item menu-item-type-custom menu-item-object-custom"><a href="https://events.dynamicyield.com/">Events</a></li><li class=" menu-item menu-item-type-custom menu-item-object-custom"><a href="https://www.mastercard.com/us/en/news-and-trends/stories.html">Press</a></li><li class=" menu-item menu-item-type-post_type menu-item-object-page"><a href="https://www.dynamicyield.com/awards-and-recognitions/">Awards</a></li><li class=" menu-item menu-item-type-post_type menu-item-object-page"><a href="https://www.dynamicyield.com/contact/">Contact us</a></li><li class=" menu-item menu-item-type-custom menu-item-object-custom"><a href="/request-demo/">Request a demo</a></li></ul></div></li><li id="learning-center" class="dropdown links"><a href="" class="label">Learning Center</a><div class="content"><ul><li class="top"><ul class="links-list"><li class="resources-xp hidden-mobile menu-item menu-item-type-post_type menu-item-object-page"><a href="https://www.dynamicyield.com/learn/">Take your knowledge to exponential levels</a></li><li class="hidden-desktop menu-item menu-item-type-custom menu-item-object-custom"><a href="/learn/">XP<sup>2</sup> Hub<span>Take your knowledge to exponential levels</span></a></li><li class="resources-paths menu-item menu-item-type-post_type menu-item-object-page"><a href="https://www.dynamicyield.com/learning-paths/">Learning Paths<span>Curated courses on key skill areas</span></a></li><li class="resources-webinars menu-item menu-item-type-post_type menu-item-object-page"><a href="https://www.dynamicyield.com/talks/">Talks<span>Engaging discussions taking place in CX</span></a></li><li class="resources-articles menu-item menu-item-type-post_type menu-item-object-page"><a href="https://www.dynamicyield.com/articles/">Articles<span>An expansive collection of in-depth playbooks</span></a></li><li class="resources-glossary menu-item menu-item-type-custom menu-item-object-custom"><a href="/glossary-terms/">Encyclopedia<span>A glossary of experience optimization 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target="_self"><div class="menu-banner"><div class="menu-cta--left"> <img src="/wp-content/uploads/2023/03/rooted-icon.svg" width="60" height="60" /></div><div class="menu-cta--right"> <strong class="menu-cta-title">Rooted Personalization<span>new</span></strong> <span class="menu-cta-subtitle">Learn a scalable methodology for building an audience-based personalization program.</span> <span class="menu-cta-button">Find out more →</span></div></div></a></li></ul></div></li><li class="contact top-link walker-last mobile-only menu-item menu-item-type-post_type menu-item-object-page" data-content="connect-with-us" title=""> <a href="https://www.dynamicyield.com/contact/"><span class="button-arrow">Connect with us</span></a></li></ul><div class="bg-layer" aria-hidden="true"></div></div></div></li></ul></nav></div><div class="topnav-buttons"><div class="language-switcher header-language-switcher"><ul><li>en<ul><li><a class="active" 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class="lc-header-right lc-flex"><ul class="lc-header-social lc-flex"><li class="et-social-icon"> <a href="#" title="Share on Facebook" class="icon" onclick="window.open('https://www.facebook.com/sharer/sharer.php?u=' + encodeURIComponent(document.URL) + '&t=' + encodeURIComponent(document.URL)); return false;"> <svg xmlns="http://www.w3.org/2000/svg" viewBox="0 0 460.1990662 458.5138245"><path 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class="button-inner"> XP² Newsletter </span> </a></div></div></div><div class="lc-progress-wrap"><div class="lc-scroll-progress"></div></div></header><article id="post-58713" class="et_pb_post post-58713 post type-post status-publish format-standard has-post-thumbnail hentry category-company tag-employee-spotlight"><div class="article-content"><div class="article-breadcrumbs"> <a href="https://www.dynamicyield.com/blog/" title="Blog">Blog</a><ul class="post-categories"><li><a href="https://www.dynamicyield.com/blog/category/company/" rel="category tag">Company</a></li></ul></div><h1 class="article-title">Walking in the shoes of our Market Development Team Lead</h1><h2 class="article-excerpt">Employee Spotlight is a series meant to surface stories of the amazing individuals behind our omnichannel personalization platform. This month meet Matt, a Team Lead from Market Development.</h2><div class="article-authors lc-flex"><div class="article-author-box lc-col lc-flex"><div class="article-author-image lc-col"><div class="entry_author_image"><img src="https://www.dynamicyield.com/wp-content/authors/LeahRetta-81.png" alt="Leah Retta" width="76" height="76" /></div></div><div class="article-author-title lc-col"><div class="article-author-name"> <a href="https://www.dynamicyield.com/blog/author/leahretta/" title="Posts by Leah Retta" rel="author">Leah Retta</a></div><div class="article-author-title-text"> Content Writer</div></div></div></div><div class="entry-content article-entry-content"><p><strong><em>Employee Spotlight is a Dynamic Yield </em></strong><a href="https://www.dynamicyield.com/blog/tag/employee-spotlight/"><strong><em>blog series</em></strong></a><strong><em> meant to surface stories of the amazing individuals behind our AI-powered Personalization Anywhere™ platform. From developers and engineers to marketers, those dedicated to customer success, sales leaders, HR representatives and beyond, every month, we’ll get to the heart of our team so you can get to know us a little bit better and find out what makes us tick.</em></strong></p><p>Meet Matthew Kelly. Matthew has been with us for about a year now and is based out of our office in New York City. He started as a Sales Development Representative (SDR), making his way up to Head ofMarket Development, where he is now responsible for coaching and leading the global SDR Team.</p><p>Let’s learn more about him…</p><div class="wistia_responsive_padding" style="margin-top: 10px !important; padding: 56.25% 0 28px 0; position: relative;"><div class="wistia_responsive_wrapper" style="height: 100%; left: 0; position: absolute; top: 0; width: 100%;"><iframe class="wistia_embed" src="//fast.wistia.net/embed/iframe/mb2nqfz2of?videoFoam=true" name="wistia_embed" width="100%" height="100%" frameborder="0" scrolling="no" allowfullscreen="allowfullscreen"></iframe></div></div><p><amp-wistia-player data-media-hashed-id="mb2nqfz2of" width="320" height="180" ></amp-wistia-player><br /></p><h3>What’s your role at Dynamic Yield?</h3><p>I’m the Head of Market Development at Dynamic Yield. In addition to the normal SDR function, which includes prospecting, research, sales director support, and more, I also serve as a coach for my team. I create new prospecting content, formalize processes, take on operational tasks, and offer new ideas and perspectives on how to better reach and communicate with our target prospects.</p><h3>You started at Dynamic Yield as an SDR very recently and you’re also a team lead. How’d you make that happen?</h3><p>I can attribute my recent role change to a few things.</p><p>First and foremost, I think I possess deep knowledge and skills that lend themselves well to a leadership position. These include the ability to communicate well, the know-how for creating universal processes, a willingness to help others when the opportunity arises, and a hunger to continuously learn from my team and colleagues.</p><p>In addition, I recognized there was a vital gap in our team; we didn’t have a Team Lead to serve as a support system for the SDRs, and I made a point to flag this and be seriously considered for this role. Taking on new and challenging tasks is something that keeps me motivated and excited to come to work every single day, and this opportunity was something I felt prepared for.</p><h3>What does your day-to-day look like, and how has your role evolved since becoming a Team Lead?</h3><p>I believe staying organized and on top of tasks is crucial to my role. As a team leader, I’m constantly playing a balancing game of my individual responsibilities with those that come with being in a leadership position. I try to structure my day meticulously, allowing enough time for those I support, as well as enough personal time for my own, individual responsibilities.</p><p>I still take on some of the traditional tasks of an SDR, which include account and market research, prospecting, outreach, and booking new meetings. However, my new role has come with new managerial responsibilities. I lead daily stand-up meetings, where I set the pace and collaborate with my team for goal-setting. I host weekly one-on-one meetings with each of my team members. During these meetings, we review our existing processes and the outcomes of particular tasks, and I try to foster an environment where my team can express and voice both their successes and frustrations with what they are working on so I can be a beacon of support.</p><p>I am constantly working on new campaigns and identifying opportunities to focus my team’s outreach efforts. I also make an effort to collaborate with other teams at Dynamic Yield, especially Sales and Marketing, to ensure our messaging is consistent and aligned with our company’s tone and vision. As a team leader, I connect with management on a weekly basis and highlight my team’s progress.</p><h3>Part of your role as a U.S. Team Lead includes collaboratively working with other teams at Dynamic Yield. What does that look like on daily basis, and what’s the most exciting part about working cross-functionally?</h3><p>I think working across teams is my favorite part of my position at Dynamic Yield. I am young in my career, and I enjoy working in the startup tech space. It’s exciting to have the opportunity to gain exposure and insight into different facets of the business.</p><p>I sync with Chris Feroli, the VP of Sales in North America, regularly to discuss anything and everything, from sales numbers to messaging and point-of-delivery alignment.</p><p>Yaniv Navot, the VP of Marketing, and Raj Jain, the Marketing Operations Manager, are two other team members I frequently connect and collaborate with. The Marketing Team has a wealth of valuable insight into the prospecting experience, which they frequently share with my team. This cross-team collaboration helps us manage our internal process and think critically in order to help us generate more opportunities. In addition, I want to ensure our existing practices (ie. the way we attribute and label fields in Salesforce) give Marketing the ability to extract meaningful information for attribution and internal reporting.</p><p>Our CMO, Mukund Ramachandran, is another person that has been a source of support during my transition into a leadership role. As the head of marketing, his ideas for process and leadership advice have been extremely helpful. As someone who has a record of successfully leading teams, his insight has been invaluable.</p><p>And of course, whenever I have a question about our product or capabilities, I can tap someone on our amazing Customer Success team, who are always a source of knowledge and support.</p><h3>What are your hobbies outside of Dynamic Yield?</h3><p>I love playing music – I play guitar, bass, banjo, mandolin, and the ukulele. I recently started playing ukelele in a two-piece band with a buddy of mine. We tend to play a lot of classic country songs with a modern alternative spin. From time to time, we’ll play a set at a bar around town, but usually, I just mess around and get creative in the comfort of my home.</p><p>I also love to hike. I once hiked all 46 high peaks in the Adirondacks while in snowshoes. My dad was a big hiker growing up and it was something that he exposed all six of his children to early on in our lives. Most weekends, between the ages of 6 and 13, usually included an early morning hike with my dad and at least one of my five brothers and sisters. There’s unfortunately not a lot of hiking to do in New York City. I live in Williamsburg, so I often walk over the Williamsburg Bridge to compensate.</p><p><img fetchpriority="high" decoding="async" src="https://www.dynamicyield.com/wp-content/uploads/2018/12/MatthewKelly_Hiking_DynamicYield-e1544040998230.jpg" alt="" width="960" height="518" class="aligncenter size-full wp-image-58744" /></p><p>I also love trying out different craft beer. I went to the University of Vermont and got absorbed in the eclectic beer culture that exists in the region. Don’t worry, though; it didn’t turn me into a beer snob.</p><h3>What are the rules you prescribe to or follow in life that help you form more meaningful relationships with potential customers?</h3><p>I think too often in sales (not necessarily at our company specifically), people want to rush into the pitch or value proposition. They don’t take the time to fully grasp an understanding of the prospect’s objectives or take time to hear a prospect’s pain points with their existing processes.</p><p>Once you set up an initial call or meeting, it’s important to demonstrate empathy and gather knowledge. The prospect is already interested if they have agreed to meet; now, it’s important to keep them engaged and invested. I believe the best way to do this is by gaining a full understanding of the prospect’s goals, long-term aspirations, and more in order to better support their journey through the sale cycle, as well as our own internal sales team.</p><p>I think this is something I also try to live by in my personal life, as well. When I meet someone new or go out on a first date, I always try to be engaging and learn more about the other person before sharing a superfluous amount of information about myself. Part of being self-aware is avoiding self-absorption, and I think that’s crucial in my working and personal life.</p><h3>What’s your next step, or a few goals you’d like to accomplish in life or while with Dynamic Yield?</h3><p>Eventually, I would like to transition into a marketing role at Dynamic Yield. I think I am a creative thinker, especially when it comes to highlighting different ways that a product can add value to an organization. I love the idea of rolling out new collateral and resources, especially as the product evolves, and I’d love to work on breaking out our product into new markets.</p><p>One day, I’d like to open a pizza parlor/bar. I have been making pizza since I was 14. After my last semester of college, I worked at a bar in my hometown for close to five years. I was promoted to manager after two years in and I gained exposure into several different aspects of running the business. After a successful career, I’d love to spend my retirement running a pizza shop in the middle of nowhere, making pizza all day, every day.</p><p>I’d also like to run the New York City Marathon one day. Running is actually something that I am really bad at, but after watching some friends run the Marathon last year really energized me and planted the idea in my head. While a lofty goal, it’s something that I hope to accomplish one day, even if it requires some lifestyle changes and an intense training regiment. We’ll wait and see!</p><p> <em><strong>If you want to learn more about Matt or ask him any questions about what it’s like to work on the sales team here at Dynamic Yield, <a href="https://www.linkedin.com/in/matthew-kelly-721b67b3/">connect with him on LinkedIn</a>. And make sure to check out <a href="https://www.dynamicyield.com/careers/">our open roles</a>!</strong></em></p></div></article><div style="clear: both;"></div></div></div><div class="article-content"><div class="article-separator"><svg width="54" height="26" viewBox="0 0 54 26" fill="none" xmlns="http://www.w3.org/2000/svg"> <path d="M53.0088 25.6367C52.7884 21.9564 51.8025 18.3625 50.1141 15.0849C48.4256 11.8073 46.0718 8.9181 43.2031 6.60203L43.2031 25.6367L53.0088 25.6367Z" fill="black"/> <path d="M14.4395 3.59038C10.3237 5.69174 6.82743 8.83082 4.29638 12.6973C1.76533 16.5638 0.28711 21.0239 0.0078125 25.6367L14.4395 25.6367L14.4395 3.59038Z" fill="black"/> <path d="M17.6563 2.20809L17.6562 25.6367L39.9829 25.6367L39.9829 4.36701C39.9829 4.36701 30.7303 -2.31342 17.6563 2.20809Z" fill="black"/> </svg></div><div class="article-tags-block"> <strong>Categories:</strong><ul class="post-categories"><li><a href="https://www.dynamicyield.com/blog/category/company/" rel="category tag">Company</a></li></ul></div><div class="article-tags-block"><strong>Tags:</strong><a href="https://www.dynamicyield.com/blog/tag/employee-spotlight/" rel="tag">Employee Spotlight</a></div></div></div><section class="lc-subscription-section"><div class="lc-subscription-form-block lc-subscription-inner"><h4 class="lc-subscription-title">Sign up for the XP² newsletter</h4><div class="lc-subscription-text">Join thousands of readers from Target, Citi, Spotify, Hulu, Google, Sephora, and other innovative brands who read our bi-weekly XP² newsletter, delivering educational content, research, and insights straight to your inbox</div><form class="mktoForm" data-formId="3876" data-formInstance="sub-inline"></form><div class="lc-privacy-wrapper"><div class="lc-privacy"> You may unsubscribe at any time. 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src="https://www.dynamicyield.com/wp-content/themes/Divi/js/cid-validation.js?ver=21.85" id="cid-validation"></script><script type="text/javascript" src="https://cdnjs.cloudflare.com/ajax/libs/select2/4.0.5/js/select2.min.js" id="select2-js-js"></script> <script type="text/javascript" src="https://www.dynamicyield.com/wp-content/cache/autoptimize/js/autoptimize_single_6ee6e48031ef5dddfe05a9f11136201f.js" id="post-checklist-js-js"></script> <script type="text/javascript" src="https://www.dynamicyield.com/wp-content/cache/autoptimize/js/autoptimize_single_5113be2479418a077e699b1647e0adef.js" id="post-event-cards-js-js"></script> <script type="text/javascript" src="https://www.dynamicyield.com/wp-content/plugins/wp-featherlight/js/wpFeatherlight.pkgd.min.js?ver=1.3.4" id="wp-featherlight-js"></script> <script type="text/javascript" src="https://www.dynamicyield.com/wp-content/cache/autoptimize/js/autoptimize_single_17babe2fc54117766e24bd50889c6577.js?ver=1772305342" id="article-script-js"></script> <script type="text/javascript" id="dc_conversion_api-js-extra">var ajax_obj = {"nonce":"4a0670c385","ajax_url":"https:\/\/www.dynamicyield.com\/wp-admin\/admin-ajax.php","ajax_action":"conversion_api_call"};</script> <script type="text/javascript" src="https://www.dynamicyield.com/wp-content/cache/autoptimize/js/autoptimize_single_34a6a3100a2ecbc7706af2d4c798f856.js?ver=935c7f8ce03960b02800bc8ae3231df8" id="dc_conversion_api-js"></script> <script type="text/javascript" data-noptimize>var dy_search_params = new URLSearchParams(window.location.search);
if(dy_search_params.has('utm_source')) {
localStorage.setItem('utm_source', dy_search_params.get('utm_source'));
}
if(dy_search_params.has('utm_medium')) {
localStorage.setItem('utm_medium', dy_search_params.get('utm_medium'));
}
if(dy_search_params.has('utm_content')) {
localStorage.setItem('utm_content', dy_search_params.get('utm_content'));
}
if(dy_search_params.has('utm_campaign')) {
localStorage.setItem('utm_campaign', dy_search_params.get('utm_campaign'));
}
if(dy_search_params.has('utm_term')) {
localStorage.setItem('utm_term', dy_search_params.get('utm_term'));
}
if(dy_search_params.has('mkt_tok')) {
localStorage.setItem('mkt_tok', dy_search_params.get('mkt_tok'));
}
// Also, fill in the data inside the Marketo form once its available
if(typeof window.MktoForms2 === 'object') {
MktoForms2.whenReady(function(_form) {
var form = _form.getFormElem();
console.log('MKTO FORM READY');
// Append the mkt_tok param if it exists in the URL
var ls_mkto_tok = localStorage.getItem('mkt_tok');
if(ls_mkto_tok) {
_form.addHiddenFields({
mkt_tok: ls_mkto_tok
});
_form.vals({ mkt_tok: ls_mkto_tok });
}
// Fill in the UTM data from localStorage
var dy_utms = {
'utm_source': 'txt_source__c',
'utm_medium': 'txt_medium__c',
'utm_content': 'txt_content__c',
'utm_campaign': 'txt_campaign_name__c',
'utm_term': 'txt_term__c',
'gclid': ['GCLID__c', 'GCLID_c__c']
};
for(var i = 0; i < Object.keys(dy_utms).length; i++) {
var ls_key = Object.keys(dy_utms)[i],
ls_value = localStorage.getItem(ls_key),
form_key = dy_utms[ls_key],
form_field;
if(ls_value) {
if(ls_key === 'gclid') {
ls_value = JSON.parse(ls_value).value;
}
if(typeof(form_key) === 'string') {
form_field = form[0].querySelector('input[type="hidden"][name="' + form_key + '"]');
if(form_field) {
form_field.value = ls_value;
}
} else {
for(var j = 0; j < form_key.length; j++) {
form_field = form[0].querySelector('input[type="hidden"][name="' + form_key[j] + '"]');
if(form_field) {
form_field.value = ls_value;
}
}
}
}
}
// IP Address
fetch('https://www.cloudflare.com/cdn-cgi/trace').then(function(result) {
result.text().then(function(values) {
values.split("\n").map(function(item) {
var pair = item.split('=');
if(['ip'].includes(pair[0])) {
form[0].querySelector('input[type="hidden"][name="IP__c"]').value = pair[1];
}
});
});
});
// GA ID and Referrer
var dy_utms_cookie = {};
document.cookie.split(';').forEach(function(el) {
var splitCookie = el.split('=');
var key = splitCookie[0].trim();
var value = splitCookie[1];
dy_utms_cookie[key] = value;
});
if(dy_utms_cookie["_ga"]) {
form[0].querySelector('input[type="hidden"][name="Visitor_ID__c"]').value = dy_utms_cookie["_ga"].substring(6);
}
if(dy_utms_cookie["personalize_referrer_string"]) {
form[0].querySelector('input[type="hidden"][name="Referral__c"]').value = dy_utms_cookie["personalize_referrer_string"].substring(6);
}
// ZoomInfo
if(localStorage.getItem('ZoomInfoData')) {
var zoominfo_data = JSON.parse(localStorage.getItem('ZoomInfoData'));
if(zoominfo_data) {
form[0].querySelector('input[type="hidden"][name="Alexa_Rank__c"]').value = zoominfo_data.alexaglobalrank;
form[0].querySelector('input[type="hidden"][name="Employees__c"]').value = zoominfo_data.employeesrange;
form[0].querySelector('input[type="hidden"][name="Company_Revenue_Range__c"]').value = zoominfo_data.estimatedannualrevenue;
}
}
// Also, dispatch a dataLayer event on success
_form.onSuccess(function(values, follow_up_url) {
window.dataLayer = window.dataLayer || [];
if([3739, 4802, 5094, 5110, 4946, 5076, 5116, 5171, 5172, 5173].includes(_form.getId())) {
window.dataLayer.push({
'event': 'demo_request_complete',
'eventCallback': function() {
if(follow_up_url) {
window.location.href = follow_up_url;
}
}
});
return false;
} else if([3876].includes(_form.getId())) {
window.dataLayer.push({
'event': 'newsletter_signup_complete',
'eventCallback': function() {
if(follow_up_url) {
window.location.href = follow_up_url;
}
}
});
return false;
}
});
});
}</script> <script>if(typeof(jQuery) !== 'undefined') {
$ = jQuery.noConflict();
}
function getUrlParameter(sParam) {
var sPageURL = decodeURIComponent(window.location.search.substring(1)),
sURLVariables = sPageURL.split('&'),
sParameterName,
i;
for (i = 0; i < sURLVariables.length; i++) {
sParameterName = sURLVariables[i].split('=');
if (sParameterName[0] === sParam) {
return sParameterName[1] === undefined ? true : sParameterName[1];
}
}
}
$(window).load(function(){
var videoID = getUrlParameter('video');
if(videoID !== undefined){
if($('#wistia-' + videoID + '-1').length){
var videoName = $('#wistia-' + videoID + '-1').parents('.tab-pane');
videoName = videoName[0].id
}
if($('a[href="#' + videoName +'"]').length){
$('a[href="#' + videoName +'"]').each(function(){
$(this).click();
});
}
addScript('https://fast.wistia.com/embed/medias/'+ videoID +'.jsonp');
addScript('https://fast.wistia.com/assets/external/E-v1.js');
$('body').append('<span class="wistia_embed wistia_async_'+videoID+' popover=true popoverContent=link dy-wistia-popup" style="display:inline"></span>');
window._wq = window._wq || [];
_wq.push({ id: videoID, onReady: function(video) {
var video = Wistia.api(videoID);
video.popover.show(); // open the popover
video.play(); // play the video
setTimeout(function(){video.unmute();}, 500);
}});
}
});</script> <style>#adBanner {
background-color: transparent;
height: 0;
width: 1px;
}</style><div id="wrapfabtest"><div id="adBanner"></div></div></body></html>