Derek Grant Email & Phone Number

Atlanta, Ga, Us

We bring nearly 20 years tech sales experience from Atlanta-based behemoths like Pardot, Salesloft, Fullstory and more on topics like revenue team architecture (what roles, what responsibilities, what expectations), building sales playbooks and helping companies stand out from the competition.

I'm proud to lead a dynamic team at AdPipe, comprising 5 sellers and 3 SDRs. AdPipe serves as a pivotal platform for marketers aiming to optimize content value by strategically repurposing, repackaging, and reutilizing assets to bolster cross-channel marketing endeavors.In my capacity, I oversaw talent acquisition, facilitated team onboarding, conducted call evaluations, provided continuous training, managed operational aspects such as CRM administration using HubSpot SalesHub, devised cadence strategies on Salesloft, delineated territories, conducted ICP definition/experiments, spearheaded sales enablement initiatives including Disco/Demo certification management and asset creation, alongside various responsibilities typical of a startup environment.

Atlanta, Ga, Us

I lead Salesloft's competitive intelligence team, delivering over 60%+ win H2H rates against key competitors including outreach.io, Salesforce Sales Engagement, Gong, HubSpot Sales Hub, Microsoft Dynamics Sales Accelerator, Groove, and Clari. Our deliverables cover competitive matrices, uptime evaluations, feature comparisons, battle cards, and new feature release breakdowns. Additionally, we deliver EOQ board content, support a globally distributed team for Tier 2 APAC/EMEA players likeLemList, OutPlay, Klenty, etc..., and collaborate with Customer Success for churn reduction. Our goal is to deliver value to our sellers across a variety of channels and mediums including dedicated Slack channels, Seismic content creation & curation, sharing targeted short form videos, and delivering instructor-led enablement sessions during onboarding and ongoing training.

Atlanta, Ga, Us

I lead a team of approximately 70 sellers across SMB, MM, and ENT segments, spanning the EMEA and APAC regions, along with around 35 SDRs and 5 sales engineers. Our revenue growth during that period was from $1M to $63M during my leadership tenure, and we never missed a quarter during these 5+ years. During this period, we received a number of accolades related to growth and culture:* Recognized in Deloitte's Fast 500 rankings: #7 in 2017, #216 in 2018, #355 in 2019, and #274 in 2020.* Awarded as a Great Place to Work in 2019 and 2020.In the competitive sales engagement space, our team has successfully gained market share despite competing with major players like Outreach, Gong, Clari, Salesforce (Sales Engagement), Microsoft (Sales Accelerator), HubSpot (Sales Acceleration), ZoomInfo (Engage, Chorus), and smaller regional contenders for our international teams (e.g., LemList, Klenty, Bloobirds, Outplay, etc...).

Atlanta, Georgia, Us

I'm proud to have served as the first FullStory VP of Sales where I built and led a full desk AE team of 4 sellers. My role encompassed org design, seller recruiting, rep onboarding, CRM administration (Salesforce), marketing automation administration (Pardot) sales enablement, cadence strategy (Salesloft), sales playbook development, and other startup-related responsibilities.

Atlanta, Ga, Us

Once ExactTarget/Pardot was acquired by Salesforce, we continued to scale within Salesforce to ~70 sellers, adjusted our GTM to serve as a co-prime sellers who deeply supported the SFDC Core Reps and integrated core systems (Org62) and processes. Our revenue growth during my tenure was from $0M to $52M.

Atlanta, Ga, Us

I led around 60 sellers across the US, Canada, England, and Australia. At this time, the marketing automation industry was heating up, with modern vendors like Pardot, Marketo, and HubSpot challenging the dominance of the legacy Eloqua, (2012 IPO). While all competitors were VC-funded, Pardot was bootstrapped, prioritizing healthy scaling over rapid growth. Despite our measured growth approach, we achieved notable recognition:* Named 3x PaceSetter for top 50 fastest-growing Atlanta companies (2009-2011)* Ranked as Atlanta Business Chronicle's #1 fastest-growing Atlanta tech company (2010)* Recognized as a Top Place to Work twice (2012-2013)* Earned a nod for the Inc 500 as one of the fastest-growing private companies, ranking #172 (2012)We were acquired by ExactTarget, then Salesforce, where I spearheaded efforts to successfully integrate go-to-market functions, strategies, and technology stacks across both acquiring companies.

Atlanta, Ga, Us

I had the opportunity to serve as the first seller, head of sales, and VP of Sales during my time at Pardot. When I joined I was the 4th employee, and the first non-technical team member. Key milestones during my Pardot tenure:* 2007 - Pre revenue and no customers* 2008 - 100th customer* 2009 - 1M in ARR * 2010 - 5M in ARR (3 years)* 2012 - 10M in ARR (5 years)* 2015 - 52M in ARR (7 years)

I had the opportunity to lead a team for the first time in my career. Our team consisted of 5 business development representatives (which is the term for sellers in behavioral health) who marketed our residential treatment offerings to physicians (psychiatrists), hospitals, psychologists and mental health counselors.Performed contract negotiations with managed care organizations. Redesigned of corporate brand including logo, collateral and website.

Tallahassee, Florida, Us

Built customer relationships with public-sector accounts located across a thirteen state region.Represented a portfolio of eight products, one enterprise solution and multiple service offerings. Managed all aspects of sales process including: opportunity audit, proposal development, solution pricing, presentation design, and contract review.

Tallahassee, Florida, Us