Michelle McHann

About Michelle McHann

I help aerospace and defense suppliers navigate the growing complexity of CMMC compliance. As SDR Team Lead at Exostar, I work with organizations across the Defense Industrial Base to identify CMMC and NIST 800-171 compliance gaps and connect them with solutions that help maintain eligibility for Department of Defense contracts. Since joining Exostar in 2024, I have contributed to more than $3.2M in closed-won revenue through qualified opportunities and close collaboration with Account Executives.Beyond pipeline generation, I focus on improving the systems that support sales performance. I have helped standardize inbound MQL qualification processes, authored the SDR Manager Playbook, and am currently leading development of an SDR reporting dashboard to improve visibility into pipeline, conversion, and team performance metrics. Before joining Exostar, I built and operated multiple businesses, including a real estate practice generating $5M+ in transaction volume and a consumer e-commerce brand that I organically scaled to $100K in revenue within its first six months without paid advertising.I enjoy working in complex B2B SaaS environments where solving customer problems, building pipeline, and translating technical requirements into business outcomes drives meaningful revenue growth.

Experience

1. Sdr Team Lead

   Exostar

   Oct 2025 — Present

   Exceeded 2025 quota at 107%, generating 455 qualified meetings and 353 SQLs that contributed to 82 closed-won deals totaling $1.6M in revenue.• Since joining Exostar in April 2024, contributed to $3.2M+ in closed-won revenue through qualified opportunities and close collaboration with Account Executives.• Conduct discovery with aerospace & defense suppliers to uncover CMMC and NIST compliance gaps, helping position Exostar’s compliance platform as a path to maintaining DoD contract eligibility.• Standardized the SDR inbound MQL qualification process, designing sequences and discovery workflows that improved response time, meeting quality, and pipeline conversion.• Leading development of an SDR reporting dashboard to define pipeline, conversion, and activity metrics and improve visibility into SQL generation and team performance.• Manage and develop a team of SDRs while helping build the operational foundation of the SDR function, including hiring participation, onboarding programs, and authoring the SDR Manager Playbook.

Education

• Rhode Island School of Design

  Bachelor of Fine Arts - BFA, Graphic Design