Datasite: 2026 Inside Sales Team

Datasite is the leading global SaaS provider of Al-powered workflow collaboration and automation solutions for M&A, investment, and strategic projects.

Briefly describe the nominated team: history and past performance (up to 1,250 characters):

Datasite is the leading global SaaS provider of Al-powered workflow collaboration and automation solutions for M&A, investment, and strategic projects.

Datasite's Digital Sales Development (DSD) Team is a global group of 20 professionals focused on identifying, engaging, and qualifying prospective clients through digital channels and telephone outreach. As the first point of contact for prospective clients, they generate pipeline, nurture leads, and ensure a smooth handoff to field sales.

The DSD team is globally diverse, with professionals across regions bringing experience in sales, business development, recruitment, and customer success. Their multilingual capabilities and varied backgrounds enhance outreach, talent assessment, and client-first strategies -driving innovation, performance, and strategic impact.

In 2024, the team transitioned from a traditional Inside Sales model and rebranded as the Digital Sales Development team. This rebrand was more than a name change; it marked a shift in mindset, tools, and strategy-aligning the team with modern market expectations and emphasizing digital fluency, AI-powered prospecting, and scalable outreach. The transformation also expanded their role in supporting strategic sales initiatives.

Historically, the team has delivered consistent pipeline contribution. Since the rebrand, they've accelerated their impact-embracing innovation, enhancing collaboration, and setting new benchmarks for operational excellence and talent development.

Outline the team's achievements since July 1, 2023 that you wish to bring to the judges' attention (up to 1,500 characters):

Since July 2023, Datasite's DSD team has set a high bar for performance, innovation, and culture. Their success is reflected in exceptional employee engagement scores (92 in 2024 and 89 in 2025 [industry benchmark is 78 points]) demonstrating strong morale, trust in leadership, and team collaboration.

The team boasts a 93.5% employee retention rate, reflecting engagement and long-term satisfaction. Engagement is also driven by the emphasis on career development via the ELEVATE program; since 2023, six Sales Development Representatives (SDRs) have successfully transitioned into a field sales role via ELEVATE's roadmap.

Commercially, the team consistently outperforms their targets, with attainment rates of 128% in 2023, 132% in 2024, and 118% in 2025 (fiscal year to date). These efforts have brought in globally recognized brands, enhancing Datasite's portfolio and strategic value. Exceeding targets also earns SDRs attendance to the exclusive Accelerator Club incentive event each May.

By leveraging AI tools such as Pendo Predict® and Pippa, an AI SDR assistant, the team shifted from broad outreach to targeted prospect engagement, with top leads converting 3× better and low propensity leads being filtered out, making the team's efforts more efficient and effective.

The team is led by Fiona Gavigan, VP of Global Inside Sales, and an 11-year veteran at Datasite. She has driven the transformation of the DSD team by introducing new strategies, fostering a growth-focused culture, and championing the adoption of AI-powered prospecting tools. She was recognized with a Silver Stevie Award for 'Woman of the Year in Sales' in 2024.

Explain why the achievements you have highlighted are unique or significant. If possible compare the achievements to the performance of other players in your industry and/or to the organization's past performance (up to 1,500 characters):

The DSD team's achievements stand out for their impact on business results, career growth, and culture.

Operating in a hybrid model, they prioritize in-office collaboration with field sellers by joining meetings and strengthening relationships. Unlike many industry peers who remain remote, DSD's in-office presence accelerates deal velocity and strengthens alignment.

Career development is a team hallmark. The ELEVATE program has proven its value, with six SDRs moving into field sales roles since 2023. Designed to support this transition, the program offers tailored coaching, product training, market insights, and collaboration with field sellers. This personalized experience builds confidence, sharpens skills, and provides full-cycle exposure-equipping SDRs to thrive as high performers. The result: a 93.5% retention rate, far above the tech industry average of 81%, and a culture that supports long-term growth.

The DSD team's introduction of globally recognized brands also marks their strategic impact. Compared to previous years, they're unlocking stronger opportunities-expanding Datasite's portfolio, opening doors to new industries, and building trust with major clients. These introductions elevate the team's role in driving growth and positioning field sales for larger, more complex deals.

Streamlining lead identification and mapping through the aforementioned AI tools has sharpened the team's targeting and engagement strategy. Leads ranked as "Very High" propensity now convert 3× better, "High/Moderate" leads represent prime targets, and "Poor" propensity leads are filtered out, reducing low ROI. Field sales can now focus on high-quality, strategic leads, which saves time, improves efficiency, and enables more personalized outreach across key markets.

Reference any attachments of supporting materials throughout this nomination and how they provide evidence of the claims you have made in this nomination (up to 1,500 characters):

The "Pendo Predict SDRs Summary & Driving Pipeline Through Success" resource demonstrates how predictive analytics transformed the DSD team's outreach, enabling focused engagement. These results support claims about the team's operational excellence, data-driven enablement, and efficiency improvements. The document also highlights broader initiatives, including notable wins, adoption of new tools, and measurable impact on pipeline growth.

The "ELEVATE SDR Career Development Framework" provides evidence of structured, scalable career progression. It reinforces the nomination's focus on employee growth, retention, and internal mobility, showing how six SDRs transitioned into global field sales roles and how daily coaching drives engagement and performance.

Fiona Gavigan's outstanding leadership (VP of Global Inside Sales), recognized with a Silver Stevie Award for Woman of the Year in Sales (2024), reinforces the claims in this nomination regarding strong leadership, high retention, employee engagement, and the team's consistent overachievement of targets. (Resources: Datasite Sales Leaders Win BIG [press release], Reducing Sales Turnover [link])

Additional metrics validate these achievements: 1,149 outbound meetings, 1,486 inbound qualified sales opportunities, high call and email activity, 19% conversion on sequenced leads, and a 26% uplift in meeting volume post-Pendo Predict implementation. (Datasite Pendo Predict Summary PDF)

Our Accelerator Club incentive event rewards the top SDRs and leaders globally with an all-expenses paid 4-day trip to a beautiful destination to celebrate their achievements and network with all sales qualifiers and our executive leadership teams. Our latest event was held in Cancun, Mexico at the Nizuc Resort & Spa in May 2025. Eight DSD leaders and SDRs qualified to attend!

Photos and event details are available on our event website (Swoogo - 'Event Highlights'). Together, these materials provide clear, tangible proof that the team's strategic initiatives, innovation, and people-focused leadership have delivered measurable impact, supporting the claims made in this award submission.