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Robert Merlo 
Senior Sales and Business Development Leader,
EdTech and SaaS
 

Email: robert.merlo@gmail.com | LinkedIn Profile


Rochester, NY

● Available on select evenings and weekends

Passionate about transforming lives through education, fostering collaboration, and delivering measurable business outcomes.

Resume

Summary

Dynamic, approachable, and entrepreneurial sales leader with 20+ years of success shaping growth strategies in the EdTech and SaaS sectors. Recognized for consistently exceeding sales goals, pioneering new business models, and enabling global expansion through consultative, relationship-driven sales. Trusted advisor and servant leader with proven ability to mentor teams, build sustainable sales frameworks, and partner with executives to deliver scalable learning solutions across Fortune 1000 companies and international markets.

Areas of
Expertise

Strengths and Skills 

  • Enterprise & Mid-Market Sales Strategy

  • SaaS & eLearning Solutions

  • Global Market Development

  • C-Suite & Executive Partnerships

  • Sales Enablement & Training

  • Consultative & Relationship Selling

  • Business Development & New Logos

  • Account Expansion & Retention

  • Servant Leadership & Mentorship

  • Pipeline Growth & Forecasting

  • Cross-Functional Collaboration

  • Entrepreneurial Business Acumen

Cornell University – Office of External Education (eCornell)
Ithaca, NY | 2016–Present
 
Director of Enterprise Programs – Team Leader
July 2021 – Present

Selected to serve as a Team Lead for a nine-member sales team, mentoring colleagues while managing a broad global territory including the US West, Midwest, Southeast, and New England regions, along with Canada, India, Malaysia, and Singapore. Partnered with nine field representatives to deliver scalable online learning solutions and support organizational workforce development initiatives.

  • Nominated for the Game Changer Award (2023) for innovative corporate eLearning strategies.

  • Consistently delivered strong sales performance with sustained year-over-year growth and positive gains in enterprise sales.

  • Led onboarding, training, and mentorship for new hires; designed and delivered an eight-week sales training program.

  • Drove new client acquisition and long-term partnerships, contributing to significant post-pandemic business growth.

  • Promoted to team leadership in recognition of mentoring excellence and measurable impact in enterprise sales.

Director of Enterprise Programs

March 2016 – July 2021

Recruited to expand corporate sales and partnerships. Built sustainable sales models from ground up, supporting territories across North America, Africa, Asia, Australia, and the Middle East.

  • Recruited to expand corporate sales and partnerships; built sustainable sales models from the ground up, supporting territories across North America, Africa, Asia, Australia, and the Middle East.

  • Created and executed a scalable sales operational framework, advancing into a leadership role.

  • Partnered with field representatives to close new corporate clients across multiple industries.

  • Consistently achieved strong performance with positive gains and year-over-year growth in sales results.

  • Selected by senior leadership for the Cornell Strategic Leadership Program (2021).

Dale Carnegie Training – Digital Division | Remote (Hauppauge, NY)

Strategic Account Manager – DC Digital North America

2012–2016

Sought out to launch and grow Dale Carnegie’s Live Online digital learning platform. Directed sales efforts across direct, channel, and franchise models to drive adoption of virtual learning solutions.

  • Directed a multi-faceted role spanning direct sales, channel sales, account management, and renewals, driving significant growth across mid-market and Fortune 1000 clients.

  • Secured multi-year enterprise partnerships with global industry leaders, resulting in substantial business expansion and long-term value creation.

  • Successfully drove new client acquisition while expanding existing accounts through cross-sell and upsell strategies that delivered positive revenue gains and deeper client relationships.

  • Spearheaded the launch and enterprise adoption of the Live Online platform, overcoming internal resistance and positioning the organization as a digital-first provider.

  • Delivered scalable digital solutions to multinational corporations, achieving increased reach and positive growth beyond traditional geographic boundaries.

Earlier Career

Rosetta Stone Language Learning | Field Territory Manager – Higher Education

  • Launched SaaS-based solution sales to higher education institutions across Canada and the U.S.

  • Consistently delivered strong results and positive gains, ranking among top performers company-wide.

  • Secured new institutional clients through targeted pricing models and strategic sales approaches.

Element K / Skillsoft | Account Executive

  • Managed and expanded Fortune 1000 and mid-market accounts across the Virginia/New Jersey territory.

  • Consistently achieved exceptional results with sustained growth and revenue increases over multiple years.

  • Earned multiple performance awards, including President’s Club and Circle of Excellence honors.

  • Developed deep expertise in EdTech sales, leading to recruitment by Rosetta Stone, Dale Carnegie, and Cornell.

Education and Certifications

01

Master of Science

Human Resources and Industrial Relations, University of Oregon

02

Certification

Generative AI For Productivity

2024

03

Strategic Leadership

Executive Development Program

Cornell University, 2021

Professional Development

Leadership Essentials, 2019
Professional Development
PQ-Powered Sales Program, 2024
Positive Intelligence: Mental Fitness Program, 2024

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