Keith Lentz, Air Force Veteran

Experience

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  PayPal

  Sales Onboarding Lead (Certified Facilitator - The Challenger Sale)

  Jul 2024 - Present

  • Redesigned the new-hire onboarding process for Merchant-Facing Sales teams, significantly accelerating ramp-up times and strengthening early-stage revenue contribution.
  • Collaborated with cross-functional teams to ensure onboarding alignment with go-to-market strategies, enhancing customer acquisition and revenue growth.
  • Developed executive-level performance dashboards to measure key metrics like ramp velocity, pipeline creation, and sales effectiveness, facilitating data-informed coaching and decision-making.
• 

  Vehlo

  Commercial Enablement Manager

  Jul 2025 - Sep 2025

  • Delivered SaaS enablement across 10+ dealerships supporting 500+ fixed operations users, driving adoption, workflow modernization, and operational performance.
  • Achieved 90%+ adoption in 60 days, increasing repair order throughput 15–25% and reducing manual processes.
  • Partnered with dealership leadership to improve digital inspection utilization and reduce guest check-in time 20–30%, strengthening CSI and operational KPIs.
  • Leveraged analytics and KPI dashboards to measure adoption, compliance, and performance impact.
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  PayPal

  Revenue Operations Manager (Certified Facilitator - The Challenger Sale)

  Jul 2024 - Aug 2025

  • Led transformation of new-hire onboarding for Merchant-Facing Sales teams, building a performance-driven sales readiness program designed to accelerate ramp, strengthen pipeline generation, and increase early-stage revenue contribution.
  • Partnered with front-line sales leaders to define clear performance expectations, drive selling discipline, and hold teams accountable to behavioral standards tied directly to quota attainment.
  • Developed executive-level performance dashboards to track ramp velocity, pipeline creation, retention, and sales effectiveness, enabling data-informed coaching and leadership decisions.
  • Collaborated with Sales, Product, and Marketing to align onboarding with go-to-market priorities, ensuring consistent messaging, strong solution positioning, and measurable impact on customer acquisition and revenue growth.
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  Leading Giants

  Leadership Development Content Creator

  Nov 2023 - Feb 2024

  • Designed and developed over 100 eLearning leadership development courses, providing comprehensive instructional content for leaders, entrepreneurs, and sales consultants to enhance their business acumen and leadership skills.
  • Utilized Transcribe.ai software to efficiently summarize over 100 videos, distilling complex topics such as sales tactics, negotiation, decision-making, talent acquisition, and revenue growth into clear, actionable insights.
  • Leveraged AI technology, including ChatGPT, to create detailed course worksheets, encompassing learning overviews, objectives, introductions, summaries, knowledge checks, answer keys, and action items, enhancing participant engagement and learning outcomes.
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  Leading Giants

  Sales Leadership Consultant

  Nov 2023 - Feb 2024

  • Selected for a strategic contract engagement to build scalable digital learning architecture for an award-winning business consulting startup, strengthening leadership and sales capability at scale.
  • Designed 100+ leadership and sales development programs focused on negotiation, business acumen, executive communication, and data-driven decision-making.
  • Translated complex concepts into high-impact, actionable frameworks using AI to accelerate development and scalability.
  • Built ecosystems including exercises and assessments to drive skill adoption, retention, and measurable behavior change.
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  Yelp

  Leadership Coach • Sales Enablement Manager

  Jul 2021 - Feb 2023

  • Led sales and leadership development for Yelp’s revenue organization, coaching front-line managers and sales teams to elevate performance and align execution with go-to-market strategy.
  • Rebuilt onboarding for 300+ sales hires in partnership with Sales and L&D, accelerating ramp time and sales readiness.
  • Coached 15 mid-market sales leaders, driving 22% revenue growth and 32% YoY increase across a $62M portfolio.
  • Launched mentoring program for 100+ leaders, achieving 90% advocacy and strengthening leadership pipeline depth.
  • Produced On the Mic, a thought-leadership video series for 100+ digital sales leaders to scale peer enablement and best-practice sharing.
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  Cox Automotive Inc.

  Corporate Trainer (Certified Facilitator - The Challenger Sale)

  Nov 2017 - Dec 2020

  • Orchestrated over 25 Challenger Sale methodology workshops across 11 states, training 500+ digital media consultants, which resulted in an 18% increase in sales volume and a 25% improvement in client retention.
  • Achieved a top-ranking 97% instructor effectiveness satisfaction score by delivering both virtual and in-person training sessions for sales consultants and managers.
  • Recognized as the most effective sales trainer through a comprehensive survey tool, highlighting exceptional performance and significant sales impact.
  • Spearheaded the revamp and leadership of 20+ Sales Conversation workshops nationwide, driving a 15% boost in sales volume for 250 sales consultants and leaders.
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  Cox Automotive Inc.

  Sales Performance Manager (Certified Facilitator - The Challenger Sale)

  Nov 2017 - Dec 2020

  • Promoted to lead sales and leadership development initiatives across Cox Automotive brands, equipping revenue and operations teams with performance frameworks, coaching strategies, and customer engagement disciplines to drive measurable growth.
  • Facilitated 25+ Challenger Sale workshops across 11 states, enabling 500+ sales consultants and managers; generated 18% increase in sales volume and 25% improvement in retention.
  • Achieved 97% instructor effectiveness rating and recognized as top facilitator through company-wide performance survey.
  • Partnered with regional sales leaders to implement Sales Conversation programs, driving a 15% lift in sales performance and strengthening frontline coaching capability.
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  Cox Automotive Inc.

  Leadership Coach

  Sep 2016 - Oct 2017

  • Developed 15 regional sales managers to strengthen coaching effectiveness and sales leadership capability, building a culture of performance accountability and disciplined revenue execution.
  • Drove structured performance enablement through team workshops, 1:1 leadership coaching, and targeted skill development, ensuring consistent adoption of best practices across regions.
  • Directly coached and influenced 25% of regional sales managers, contributing to 170% attainment on a $345M portfolio by improving pipeline rigor, forecast accuracy, and sales execution.
  • Partnered with 90 sales consultants to institutionalize Challenger-based selling behaviors, elevate client engagement strategy, and increase retention across a 3,500+ customer base.
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  Mosaic North America

  Director of Learning and Development

  Apr 2015 - Jul 2016

  • Led company-wide sales and leadership development strategy for an integrated marketing agency, driving client revenue performance through targeted enablement and frontline leadership development.
  • Directed 15-member team delivering enterprise sales performance solutions for clients including Sony, Samsung, and Best Buy.
  • Owned solution strategy from RFP through implementation, to pipeline growth, sales execution, and customer acquisition.
  • Scaled mobile and blended learning models to increase sales effectiveness, improve ROI, and strengthen client partnerships.

• DexYP

  Vice President of Sales

  Sep 2013 - Mar 2015

  • Progressed through national sales leadership roles, leading directing go-to-market strategy, revenue performance, and organizational capability across units. Partnered with executive leadership to align sales with growth objectives during transitions.
  • Led 7 managers and 40 reps through a business turnaround, driving 40% growth in new revenue and exceeding $3.5M sales.
  • Redesigned compensation architecture, performance governance, and digital sales playbook to modernize operating cadence, strengthen accountability, and scale revenue execution.

• DexYP (formerly SuperMedia, Dex One and R.H. Donnelley)

  Director Of Sales Training

  Apr 2011 - Aug 2013

  • Led 75-member organization supporting 2,000+ reps and leaders across 33 states, driving revenue, pipeline, and results.
  • Restructured 9 regional hubs to optimize sales operations, align leadership, and scale revenue-driving practices.
  • Reduced new-hire turnover from 67% to 23%, saving $20M, accelerating time-to-quota, and doubling sales output.

• DexYP

  Director of Sales Training Curriculum

  Jun 2009 - Dec 2010

  • Spearheaded the development and implementation of sales tools and courses across 28 states using the A.D.D.I.E. model, ensuring instructional design efforts translated into strong sales results.
  • Formalized an inside-to-outside sales instruction initiative, successfully certifying 150 marketing advisers and achieving a 15% net gain in sales performance.
  • Launched a major account training program, educating 200 sales executives and attaining a 97% learner satisfaction.

• DexYP

  Director of Sales Process Management & Development

  Jun 2008 - May 2009

  • Accelerated a comprehensive training initiative for a 28-state sales organization, introducing a new relationship sales skills model and management operating system to enhance sales process and performance.
  • Traveled extensively for one year, instructing and coaching over 350 sales representatives and leaders on the newly implemented relationship sales call process.
  • Conducted over 500 sales call demonstrations and observations across 16 divisions in 9 states, reinforcing expectations and ensuring consistent application of the new sales model.

• DexYP

  Sales Director

  Aug 2007 - May 2008

  • Directed the top-performing revenue-ranked sales division at DEX MEDIA, INC., generating $60M annually through strategic growth in print, digital, and search engine marketing.
  • Coached, trained, and mentored a team of 7 leaders and 60 IBEW union, commissioned representatives, effectively consulting with 8,000 SMB clients to drive sales success.
  • Surpassed Search Engine Marketing targets by achieving 137% of the objective, setting a benchmark for the division.
  • Outperformed peers by doubling SEM results compared to the next highest Sales Director, with 6 out of 7 Sales Managers earning performance bonuses.
  • Achieved 103% of sales objectives on digital products, demonstrating strong leadership and strategic sales execution.