Dorian Papadopoulos Email & Phone Number

Palo Alto, California, Us

Conversational AI platform with open API NLU / NLP engine• Recruited to build from scratch the North America sales presence for a Europe-based CPaaS company reporting to the CEO.• Swiftly developed and presented to the board my go-to-market plan for the region including: o Budgeting for headcount and revenue forecasting. o A multi-pronged sales strategy consisting of self-service inbound, direct outbound, and channel partners. o A revenue philosophy with 4 tenets: ▪ A focus on closing committed revenue contracts and not relying on pay-as-you-go. ▪ Provide client incentives to close contracts sooner in order to accelerate time to revenue. ▪ Have clients pre-pay for services when relevant. ▪ Include paid customer support in all contracts to increase revenue.• Within two quarters, quickly built a high performing team consisting of a BDR Manager with two BDRs as well as 2 AEs.• Formulated and refined job descriptions, salary level, and compensation plans for each specific role.• Established and led a quick-to-action sales training model for the team.• Evaluated, negotiated, and implemented sales enablement tools including Salesloft, Lusha, and Grammarly.• Forged a close relationship with the VP of Marketing to align marketing messaging with sales objectives including executing a billboard campaign on highway 101.• Opened a physical office in downtown San Francisco.• Team Achievement: Starting from zero, closed 7 New Logos with contracts worth $900k+ and $2Mil of pipeline in Y1.

Holmdel, New Jersey, Us

Nexmo/Vonage was acquired by Ericsson for $6.2Bil.• Assumed direct management of the 9-person North America Enterprise team managing Amazon, Google, Twitter, and others.• Managed and grew high margin revenue from existing large Enterprise accounts including Microsoft and Pagerduty.• New Logo Acquisition of Unicorn clients including Plaid and Gupshup.• Active mentor in the Vonage Mentoring program. Worked with junior sales reps to help them adopt successful sales practices.• Spearheaded various operational process improvements to increase sales velocity for our team.• Team Achievement: $140Mil, 127% of quota.

Raanana, Il

Cloud Network Routing Platform• Headed up a 6-person sales team. • Personally ranked first in new logo acquisition representing half of the company’s total customer base, including Atlassian, Checkpoint, LinkedIn, Salesforce, and ZOHO.• Personally responsible for closing 43% of the company’s total booked revenue.• Created new revenue strategy by developing channel partner relationships resulting in revenue growth of 19% in one quarter.• Evaluated new sales enablement tools for use in the field including Outreach and Salesloft.• Team Achievement: $4.4Mil.

San Francisco, Ca, Us

NYSE: FSLYWe’re redefining what’s possible with content delivery. Fastly gives developers access to real-time performance analytics and API-based tools that integrate with their company’s existing infrastructure. Developers gain unprecedented control and flexibility over how they serve and monitor content online.

Santa Clara, Ca, Us

OpSource was acquired by Dimension Data (an NTT Company) for $100Mil.IaaS (Infrastructure as a Service) Cloud Platform• Acquired new enterprise clients: Amdocs, Adaptive Insights, Avaya, and Informatica.• Given added responsibility to develop strategic IaaS partnerships with Cisco, Microsoft, and EMC that resulted in $11Mil in net new revenue.• Developed strategic go-to market plan for competing against AWS and Rackspace Hosting.• Achievement: Top Sales Performer of the year- 2013, Runner-up in 2012 and 2014.

Mclean, Virginia, Us

Virtustream was acquired by Dell/EMC for $1.2 Bil.IaaS Cloud Platform. • Acquired new business accounts: Altera, Applied Materials, Callidus Software, Webroot, and Zynga.

Austin, Texas, Us

• Generated new sales from accounts: PG&E, Safeway, Petco, and Netflix.• Achievement: 105% of $3.5Mil quota.

• Startup Air Taxi business to service the Bay Area.

Cambridge, Ma, Us

Speedera Networks was acquired by Akamai Technologies for $150Mil.• Led a team of sales executives and channel partners to develop new markets and business relationships in Europe.• Increased department sales from 11% to 26% of total company revenue over 3 years.• Closed and grew the single largest client, Nokia, billing over $1Mil.• Brought in additional new logos: LVMH, Athens2004, Universal, Bertelsmann, DoubleClick, Eyeblaster, Falk, and ADTECH.• Awarded Top Sales Rep in 2003 and 2004• Achievement: Y1 – 75% of $2Mil quota, Y2 – 100% of $2Mil quota, Y3 – 150% of $3Mil quota.

Bachelor Of Arts (B.A.), Business & Economics

Bachelor Of Arts (B.A.), Business & Economics