Jacob Walker Email & Phone Number

San Diego Metropolitan Area

• Advise pre & post seed vertical SaaS companies on go-to-market strategies, messaging, and founder-led sales motions.• Serve as a fractional VP for post-seed companies, assisting our founders with sales team hiring, ramping, and scaling.• Establish foundations for portfolio company reporting, best practices, and methodology adoption to drive capacity-based growth.

Austin, Texas Metropolitan Area

Austin, Texas, United States

2022:- Doubled ARR YoY- Increased win rate from 9% to 21%- Decreased deal cycle from 90+ days to 45 days- Increased sales team from 3 to 8 reps, creating executing the onboarding & ramping process- Created SDR & AE Opp to Close Playbooks- Implemented top down & bottom up forecasting & pipe review process- Implemented Dynamic Territories utilizing firmographic & 1st party intent data

Austin, Texas Metropolitan Area

The Emerging Leaders Syndicate (ELS) is an invite-only, professional community bringing together the best minds in go-to-market who are interested in venture capital.

Austin, Texas Metropolitan Area

I led Go-To-Market functions & for Rev.com's largest vertical, Corporate & Legal. This vertical represents roughly $20,000,000 in revenue for the organization.Responsibilities Include: - Sales & Customer Success Strategy- New Business Sales Revenue- Gross Revenue Retention- Net Revenue RetentionRoles include:- Front Line Managers - Strategic Account Executives - Mid-Market Account Executives- Account Managers- Customer Success Managers

Austin, Texas Metropolitan Area

Never missed quota & achieved > 125% NRR quarter over quarter.After successfully leading the SDR team, Rev asked me to build an Account Management team from scratch. For 4 months, I rolled up my sleeves & was a team of one in order to understand the playbook & process. Now, the team has 6 reps with a total book of $12 million.I created and established best practices for recruiting, onboarding, training team structure, playbooks for upsells/cross-sells/renewals/critical accounts, defined & documented the customer lifecycle, crafted books of business for team members, defined career leveling paths, and established compensation packages and quotas. All of this was built in a culture of coaching & feedback.Metrics include: Gross Revenue Retention, Net Revenue Retention, New ACV created

Austin, Texas, United States

Never missed quota & achieved > 125% NRR quarter over quarter.After successfully leading the SDR team, Rev asked me to build an Account Management team from scratch. For 4 months, I rolled up my sleeves & was a team of one in order to understand the playbook & process. Now, the team has 6 reps with a total book of $12 million.I created and established best practices for recruiting, onboarding, training team structure, playbooks for upsells/cross-sells/renewals/critical accounts, defined & documented the customer lifecycle, crafted books of business for team members, defined career leveling paths, and established compensation packages and quotas. All of this was built in a culture of coaching & feedback.Metrics include: Gross Revenue Retention, Net Revenue Retention, New ACV created

Never missed quota. Team averaged $1 million + in sales accepted pipeline each month.I was the first external sales manager hired, tasked to build the SDR department from scratch. Over my tenure, Sales Development was the leading source of pipeline creation & closed-won business.I created and established best practices for recruiting, onboarding, training team structure, opportunity handoff process, quotas, compensation plans, and promotion paths for Rev SDRs. I split the group into 3 unique teams: inbound, customer farming, and outbound. During my tenure, I hired 8 reps and grew the team from 2 reps to 10, and I promoted 4 reps from SDR into AE and CSM roles.Metrics Included: Sales Accepted Leads

Austin, Texas, United States

(Acquired by Cision in January 2019)I coached a team of 8 SDRs to learn, grow, and succeed within the TrendKite/Cision sales organization and successfully navigated acquisition & integration. Responsibilities include: rep development, email & call coaching, pipeline management, organizational strategy, Senior SDR sales training, and producing revenue for TrendKite. Metrics include: Demos set, SAOs, Revenue, Promoted reps

Austin, Texas, United States

As a newer manager, I grew a team from 3 reps to 8, learning how to inspire, challenge, coach, and enable individual contributors. I had the benefit of learning under some fantastic mentors. This position challenged me to go beyond a "let me do this for you" leader to a servant leader.

Austin, Texas, United States

During my 7 months as an AE, I learned the value of solution selling. Not only did I consistently deliver on my quota in terms of attainment, I took it upon myself to mentor Senior SDRs as they transitioned into the Account Executive role. This mentorship naturally led to my next position as a Sales Development Manager

Promoted in the fastest time possible from Senior MDR to Account Executive. Responsibilities include: cold calling/emailing, facilitating conversations about PR strategy with companies ranging from Fortune 500 list to grassroots non-profits, uncovering pain points, booking demos, qualifying opportunities, and mentoring new members of the team. Metrics include: demos occurred, qualified MRR amount, and closed/won revenue

Austin, Texas, United States

Responsibilities include: cold calling/emailing, facilitating conversations about PR strategy with companies ranging from Fortune 500 list to grassroots non-profits, uncovering pain points, booking demos, qualifying opportunities, and bringing value to potential customers. Metrics include: demos occurred, qualified MRR amount, and closed/won revenue

Austin, Texas, United States

Responsibilities include: Prospecting, cold calling, qualification and discovery calls, uncovering opportunities, and working with sales reps to promote IaaS, PaaS, and SaaS. Metrics include: meetings completed, opportunities piped, and total pipeline amount.

Master'S Of Commerce, Marketing & Management

My time in the M.S. of Commerce program at UVA was the most intensely challenging & rewarding academic endeavor I've ever undertaken..

Bachelor'S Degree, History

Activities and Societies: Varsity Baseball Order of Gownsmen (Academic Honor Society) Phi Alpha Theta (History Honor Society) Delta Phi.