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High energy executive with shareholder/business owner mindset. Consistent track record of efficient growth in SaaS and technology-enabled services businesses. Experience partnering with founders and PE to deliver positive exit outcomes. Known for driving revenue growth, maintaining exceptional client retention, advancing product innovation and operating with a high degree of integrity. SIGNATURE HIGHLIGHTS:-Managed $115M ARR business unit operating at 62%+ gross margin -Consolidated four acquisitions into one business unit with a unified GTM and client success strategy while minimizing client churn. -Revamped product strategy across business unit to improve retention, differentiation and new sales -Led sales and client success for PE-backed company resulting in $5M to $26M ARR growth and successful exit -Experienced a start-up grow into recognized industry leader with $250M+ ARR -Architected technology platform used to deliver highly scalable technology-enabled service -Partnered with multiple founders resulting in positive exit outcomes
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Head Of SalesQueryCharleston, Sc, Us -
Head Of SalesQuery Oct 2024 - PresentAtlanta, Georgia, Us -
Board Member / InvestorRootshell Security Sep 2023 - PresentBasingstoke, Gb -
Managing Director - Digital Risk And Email ProtectionFortra Jan 2022 - Apr 2024Eden Prairie, Minnesota, UsRetained post-acquisition to lead cross-functional PhishLabs integration. Expanded responsibility to include Clearswift and Agari in mid-2022 and Terranova Security in late 2023. Accountable for combined $115M ARR business unit responsible for P&L, sales, marketing, client success, service delivery, and R&D. -Led global GTM efforts to drive sales via direct, channel and broader Fortra sales team -Developed business case and combined PhishLabs, Agari, Clearswift, and Terranova Security into one business unit -Reorganized sales team into large enterprise, mid-market and strategic account management -Transformed messaging for combined business unit to create differentiation and align with prospects’ pain points -Reinvigorated analyst relations with Gartner, Forrester, and Radicati -Reprioritized development efforts to align with market opportunity -Created partnership between client success, service delivery and support to improve gross retention -
Executive Vice President, Global Sales And Corporate DevelopmentPhishlabs Apr 2018 - Jan 2022Promoted to lead all of sales and client success. Led a team of 40 including AE’s, AM’s, SE’s, BDR’s, and CSM’s. Grew ARR from $5M to $26M via efficient sales growth and world class retention resulting in exit to HelpSystems/Fortra. -Integrated PhishLabs and BrandProtect sales teams and reorganized into hunter and farmer teams -Transformed messaging from niche player to wholistic Digital Risk Protection provider -Implemented account based marketing(ABM) strategy focused on financial services and large enterprises including outbound BDR and strategic AE prospecting, targeted display ads and SEO, and a cost-effective events strategy -Built strong partnership between AMs and CSMs resulting in 92%+ gross retention -Organized a trials team to help sales team close more deals and minimize distraction to service delivery team -Evaluated acquisition opportunities
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Vice President, Business And Corporate DevelopmentPhishlabs Nov 2017 - Apr 2018Recruited by new CEO to reinvigorate growth which had stalled around $5M ARR due to an unintentional pivot performed by prior leadership. Orchestrated acquisition of BrandProtect to transform PhishLabs into a Digital Risk Protection leader.
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Director5Th T Innovation Group Nov 2014 - Apr 2018Conway, South Carolina, Us- The 5thT Innovation Group is a non-profit corporation, run by a volunteer board, that operates the Conway Innovation Center - a technology incubator located in Conway, SC - The Conway Innovation Center seeks to leverage the intellectual capital of local colleges and universities to enhance economic development - The Center is a member of the Clemson University Technology Villages program - The 5thT Innovation Group is a member of the Conway Chamber of Commerce, the Myrtle Beach Regional Economic Development Corporation, and the Georgetown Alliance -
Regional Sales DirectorWaratek Aug 2016 - Oct 2017Dublin, County Dublin, IeHired to bring a disruptive Run-time Application Self Protection to North American market. Developed early stage GTM message and sales process. Closed the first US client for $60K ARR. -
Enterprise Sales/Business DevelopmentDell Secureworks Mar 2012 - May 2016Atlanta, Ga, UsReturned to Dell Secureworks to lead strategic sales initiatives/projects: -Global 500 Sales – Closed $7.2M in new business in 2015 -Major Account Strategic Assignment – Closed new $150M 5-year deal at a large bank (18 month sales cycle) -APJ Expansion – Worked with Dell Japan to assess market and acquisition targets and onboard first team member -
Vp, Strategic AlliancesQualys Dec 2011 - Feb 2012Led team responsible for recruiting and developing strategic partners.
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Director, Sales - Security ServicesDell Secureworks Aug 2011 - Dec 2011Atlanta, Ga, UsPromoted to lead and develop a team to drive new sales via Dell Global 500 and Large Enterprise sales teams. Built relationships with Dell sales leadership and developed GTM partnerships with the Dell field sales team.
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Enterprise Account Manager - Enterprise SalesDell Secureworks Feb 2011 - Aug 2011Atlanta, Ga, UsJoined organization via Dell acquisition of Secureworks. Retired 80% of annual quota prior to promotion.
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Enterprise Account Manager - Enterprise SalesDell Secureworks Jan 2009 - Feb 2011Atlanta, Ga, UsTransitioned to an individual contributor role to obtain quota carrying sales experience as a step towards sales leadership. Responsible for cross-sell and retention within Secureworks’ large enterprise clients. 2010 – President’s Club and Account Manager of the Year 2009 – President’s Club
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Vp, Sales EngineeringDell Secureworks Sep 2006 - Dec 2008Atlanta, Ga, UsJoined organization with merger between SecureWorks and LURHQ. Chosen to lead combined sales engineering team responsible for supporting large enterprise and commercial sales teams.
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Vp, Sales EngineeringDell Secureworks May 2003 - Sep 2006Atlanta, Ga, UsPromoted to build and lead dedicated sales engineering and provisioning teams. Served as subject matter expert at tradeshows and large sales opportunities.
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Director, EngineeringDell Secureworks Jun 1999 - Jun 2003Atlanta, Ga, UsArchitected and led development of a Security Information and Event Management technology used to deliver a world-class Managed Security Service via redundant Security Operations Centers. Served as technical evangelist for sales team.
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Systems EngineerSpawar Sep 1998 - Jun 1999San Diego, Ca, Us -
Software EngineerCisco Mar 1998 - Sep 1998San Jose, Ca, Us -
Computer EngineerSpawar Jan 1997 - Feb 1998San Diego, Ca, Us
Billy Smith Skills
Billy Smith Education Details
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The CitadelMathematics -
Marion High School
Frequently Asked Questions about Billy Smith
What company does Billy Smith work for?
Billy Smith works for Query
What is Billy Smith's role at the current company?
Billy Smith's current role is Head of Sales.
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Billy Smith's direct phone number is +184362*****
What schools did Billy Smith attend?
Billy Smith attended The Citadel, Marion High School.
What skills is Billy Smith known for?
Billy Smith has skills like Saas, Security, Information Security, Business Development, Product Management, Start Ups, Sales, Computer Security, Sales Process, Marketing, Iaas, Software As A Service.
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