YUNA SHIN

Business Development Executive

Seoul, South Korea4 yrs 11 mos experience

Key Highlights

Expert in enterprise sales development and AppSec modernization.
Proven track record of exceeding sales targets and generating pipeline.
Strong ability to build strategic relationships with customers.

Stackforce AI infers this person is a SaaS sales expert with a focus on application security and enterprise solutions.

Contact

Skills

Core Skills

Enterprise Sales DevelopmentPipeline GenerationOpportunity QualificationSales DevelopmentCustomer SuccessBusiness Relationship Building

Other Skills

Hybrid SDR / ISR OperationsOutbound ProspectingAccount-Based SellingCustomer EngagementExperienced Sales ProfessionalAccount-Based Selling (ABS)Pipeline Generation & QualificationNew DevelopmentCustomer InsightsSalesAccount PlanningTeamworkCommunicationMEDDPICCSales Planning

About

Helping enterprises secure software at scale—from code to production—without slowing down development. I work at the intersection of Application Security, Software Supply Chain Security, and enterprise sales, supporting organizations as they modernize AppSec practices in complex, highly regulated environments. Based in Korea, I partner closely with development, security, and engineering leaders to identify real-world pain points—from open-source vulnerabilities and SBOM compliance to legacy tool limitations and DevSecOps adoption. Due to local market dynamics, my role extends beyond traditional SDR activities: I engage directly with customers, validate use cases and budget readiness, and support early-stage deal qualification across enterprise and public sector accounts. With 8+ years in the software industry, I have helped organizations transition from legacy solutions (e.g., Fortify, SonarQube) to modern, automated AppSec platforms such as Black Duck and Coverity, contributing to pipeline growth and revenue-impacting opportunities. Currently, as a Lead Sales Development Representative at Black Duck, I act as a trusted front-line partner—connecting technical insight, customer needs, and revenue impact. 📩 Always happy to connect with teams exploring AppSec modernization or software supply chain security.

Experience

4 yrs 11 mos

Total Experience

Average Tenure

Current Experience

Black duck

Lead Sales Development Representative

Oct 2024 – Present · 1 yr 8 mos · 경기도, 대한민국 · On-site

Role Overview
Own inbound and outbound engagement for enterprise and public sector accounts in Korea
Directly engage customers to introduce solutions, validate use cases, pain points, and budget readiness
Support opportunity qualification and early pipeline development in close collaboration with RSMs, SEs, and CAMs
Operate as a hybrid SDR / ISR role reflecting local market requirements
Key Achievements
1. Outbound Performance(FY25)
Achieved 125% annual outbound quota
Delivered 163% outbound attainment in H2
2. Pipeline Generation:
Generated $900K+ in qualified pipeline through outbound - prospecting and targeted engagement
3. New Account Discovery:
Identified 140+ net-new accounts through strategic prospecting and tailored outreach
4. Revenue Impact:
Supported closed-won and late-stage opportunities contributing $380K+ in projected revenue, including migrations from legacy AppSec tools
5. Pipeline Growth:
Built a strong FY26 pipeline with multiple enterprise accounts planning AppSec budget allocation
6. Market Positioning:
Positioned Black Duck & Coverity as replacements for Fortify and SonarQube, influencing modernization decisions
Operational & Strategic Impact
Designed and initiated an operational follow-up flow enabling timely handoffs and coordinated engagement across RSM, SE, and CAM teams
Strengthened customer trust during post-acquisition brand transition through proactive outreach and technical alignment
Enhanced collaboration with channel and internal teams, improving opportunity visibility and conversion quality
Recognized as a top-performing outbound contributor and a strategic driver of enterprise and public sector expansion in Korea

Enterprise Sales DevelopmentHybrid SDR / ISR Operations

Synopsys inc

3 roles

Lead Development Specialist

Promoted

Feb 2024 – Oct 2024 · 8 mos

1. Exceeded Annual Sales Target
Represented the company in all sales-related activities, acting as the bridge between
customers and internal teams. Led the planning, orchestration, and execution of sales
opportunities in collaboration with managers, channel partners, legal, sales operations,
and technical teams.
2. Inbound & Outbound Sales Engagement
Managed both inbound and outbound prospecting efforts, identifying and qualifying leads
while building strong relationships with key decision-makers. Assessed customer needs,
technology priorities, governance structures, and decision-making processes, aligning
solutions with their requirements. Delivered impactful sales presentations and successfully
closed deals.
3. New Business Development
Proactively generated 80 new opportunities annually, each valued at up to $500K, and
strategically assigned them to RSMs and four resellers. Provided operational support to
ensure optimal contract terms, including customized SKUs, product licensing adjustments,
PA modifications, and flexible delivery schedules.
4. CRM & Pipeline Management
Maintained accurate records in Salesforce, overseeing the entire sales cycle from account
creation to opportunity closure. Monitored pipeline health, identified potential risks, and
collaborated with account managers and channel partners to drive successful deal
closures. Delivered precise weekly forecasts and presented quarterly business reviews
(QBR) and performance analyses to the APAC team.
5. Marketing & Lead Generation Initiatives
Organized bi-monthly webinars with sales engineers to educate customers on global
technical trends and product capabilities. Led quarterly trade shows to engage new
prospects and strengthen market presence.
6. Go-to-Market (GTM) Strategy Development
Developed GTM strategies for new products and promotional campaigns in collaboration
with RSMs and sales engineers, ensuring effective market penetration and customer
adoption.

Sales Development Representative

Promoted

Feb 2022 – Feb 2024 · 2 yrs

I. Exceed the yearly target. Represented the company to the customer and the customer to the company in all sales-oriented activities and collaboratively worked with the Account manager/Channel/Order management team/Legal team
II. Responsible for Inbound + Outbound contact with prospector & customer. Qualify and drive to develop into new & growth opportunities.
III. Hunt the 80 new opportunities that are up to 500K yearly and assign them to RSM/4 Resellers. Provide proper operational support for best contract with specially discussed SKU and product license type, adjustment of PA, and flexible license delivery time.
IV. Meet the customers directly and extend the network for build strategic relationships among partner and customer.
V. Maintained records in the required reporting system (Salesforce) and managed the entire sales cycle operational process, such as creating the new account and opportunity, generating the PA and closing the opportunity promptly.
VI. Report the QBR & QBP, and analysis of all sales achieved KPIs to APAC every quarter.
VII. Identify the risk of opportunities and monitor ongoing pipeline to co-work with account managers and channel partners to successfully deal with close and accurate FCST every week.
VIII. Organize the webinar with the sales engineer to share the global technical trend/product training every 2 months. Lead the trade show to find new customers and build relationships in the market every quarter.
IX. Develop GTM plan for new products and promotion with RSM and SE.Develop GTM plan for new products and promotion with RSM and SE.

Experienced Sales ProfessionalCustomer Success

Sales Operation Specialist

Jul 2021 – Feb 2022 · 7 mos

Autodesk

Subscription Sales Analyst

Mar 2019 – Mar 2021 · 2 yrs · 대한민국 서울

1000+ accounts renewal management and FCST planning and reviewing every quarter
New sales business analysis development with different views every year - business size, solution division, subscription program, access type, renewal term, etc.
1000+ accounts renewal management co-working with Marketing/Channel/Order teams every quarter
Renewal opportunity churn and drop and promotion impact analysis and organize solution every quarter
80+ Distributors and Resellers and Non-Contracted-Resellers renewal retention health and business strength/weaknesses analysis and drawing out the strategies for success every quarter
20+ Distributor/Reseller renewal subscription managers training for how to develop the critical business sight from pipeline data every quarter
Use Salesforce.com to check the changes of accurate customer opportunities and details and sharing the updated report of CSS activities to lead the renewal success from Distributor/Reseller every week
Through regulation and reduction of pipeline data every week, 30+ subscription business analysis and dashboards management to accurate FCST and figure out upside/risk deal
80+ big accounts deep collaborative management with the reseller sales manager and distributor sales manager through the updated details every week

Business Relationship Building