Summary: Software QA Automation Platform. First US AE hire. Contributed to building and refining GTM strategy, cold outbound engine, and tech stack.Territory: West Coast ENT, Quota: $1M, Average Deal Size: $75KKey Accomplishments: - Achieved 2nd place among 6 ENT Reps by generating over $2.5M in pipeline with a detailed territory plan, surpassing bookings and pipeline metrics in 2023. Attained 101% of quota in both February and March 2024. - Developed a gold-standard BVA template, boosting POC conversion rates by 25% with a clear ROI multiplier, enhancing sales team efficiency.- Established POC success criteria, improving delivery timelines by 50% and reducing scope creep. Responsibilities:- Managed full-cycle sales, enhancing operational efficiency through the development of new internal processes related to Proof-of-Concept procedures, increasing demo to POC conversion by over 30%.- Led the training of new SDRs and AEs, strengthening the sales pipeline with expert-led demos and solution engineering.- Collaborated with the marketing team, significantly improving MQL to SQL conversion rates by 20% through a stronger alignment with our ICP.- Provided mentorship on complex deal navigation, directly resulting in a 15% increase in business case success tied to customer KPIs.

Summary: Predictive Analytics & Machine Learning Marketing Attribution platform. First AE hire. Territory: Global MM & ENT, Quota: $1.2M, Average Deal Size: $80KKey Accomplishments:- Enhanced SDR team quota attainment from 50% to 96% through 1:1 coaching.- Increased meetings set by internal SDRs by 200% over 5 months using new outbound tactics (Gap Selling + MEDDPICC).Responsibilities:- Directed full-cycle sales, managing people and implementing strategic improvements in sales and GTM processes, resulting in a 50% increase in meeting set rates.- Conducted weekly team training, including role-plays, deal reviews, and writing audits to improve sales skills, helping the internal SDR team hit quota in Q3 and Q4 2022.- Led and expanded two SDR teams, managing a total of 9 members, and successfully onboarded 2 new team members, strengthening the sales force.

Summary: Security Compliance Automation Platform. Responsible for achieving and maintaining rigorous global compliance standards.Territory: Global MM & ENT, Quota: $1.1M, Average Deal Size: $15KKey Accomplishments:- Achieved 104% quota attainment in Dec. 2021 and 101% in Jan. 2022 by optimizing sales strategies through competitive analysis of Drata and Vanta.- Attained the highest ACV average on the team by 8% through performing in-depth discovery regarding discount requests. Responsibilities:- Managed full-cycle sales, handling 38-45 open opportunities and conducting 22-25 customer calls weekly, demonstrating capacity for high-volume sales management.- Conducted detailed needs assessments and provided tailored solutions to address customer security compliance challenges.- Collaborated with cross-functional teams and outside compliance auditing partners to ensure successful security audits.- Utilized CRM tools to track sales activities, manage pipeline, and forecast accurately.- Developed and maintained strong relationships with key C-Suite decision-makers to drive long-term business growth.

Summary: Webinar content and intent marketing platformTerritory: MM to ENT, Quota: $1.5M/year, Avg deal size: $46K, Book of business: 50-60 accountsKey Accomplishments:- Highest quota attainment on the team in H1 2021.- Achieved 136% of quota in H1 2021, with 268% of quota in June 2021, 150% in May 2021, and 110% of quota in Q1 2021.- Sold over $1.1M in 2020.- Secured the largest deal at $128K for a 12-month contract. Responsibilities:- Managed full-cycle sales and account management for 50-60 accounts.- Drove cross-selling and up-selling through effective collaboration with product, support, and marketing teams.- Crafted tailored proposals for each deal, significantly boosting product adoption.- Led quarterly business reviews (QBRs) to assess client needs and performance.- Managed sales pipelines and provided accurate forecasting.- Delivered comprehensive product training and customer success initiatives to ensure high customer satisfaction and retention.

Summary: Conversion Rate Optimization & Landing Page platformTerritory: SMB to MM, Quota: $750K/year, Avg deal size: $15K, Promoted to AE from SDR after Q1 2019Key Accomplishments:- Achieved AE Promotion ramp quota from April to June 2019.- Attained an average of 103% quota attainment post-AE Promotion ramp from July to November 2019. Responsibilities:- Specialized in high-volume selling, excelling in prospecting, closing, pipeline management, and accurate forecasting.- Managed a robust pipeline of 38-45 opportunities while conducting 22-25 customer calls weekly, demonstrating exceptional sales velocity and efficiency.- Utilized CRM tools to track and manage sales activities, ensuring accurate forecasting and reporting.- Developed and executed strategic sales plans to meet and exceed sales targets.- Collaborated with cross-functional teams to deliver tailored solutions and ensure customer satisfaction.- Conducted thorough needs assessments to provide customized solutions for clients, driving higher conversion rates

Key Achievements:- Highest call and email output, attaining 150% of metric goals on the SDR team in Q3 2018- 2nd place for total outbound quota attainment on the team in 2018- Helped to build and strategize sequenced outbound processes for cold outbound

Sold a UGC aggregation platform, which helped find, secure the rights to, and repurpose high quality content scrubbed from most major social media platforms.

Distributor management and sales for Q Drinks in Nor-Cal.

Ran all distributor relations for the brand, developed sales incentive programs, coordinated sales goals for both myself and the distributor's sales team, set up sampling events, opened many new accounts, and coordinated with our company's international sales export team to develop goals for domestic teams. Increased sales to nearly 4000% YOY within year 2 of launching the brand

I worked with restaurants to set up a mobile payment platform that tied into their P.O.S. system, allowing the restaurants to integrate both a new payment method and a built-in marketing platform into their existing setup, helping to increase business and monitor transactions.

I sold beer, wine, and spirits in Napa, mostly to on-premise accounts. I was tasked with monthly goal attainment for certain target brands, as well as hitting revenue goals on a monthly and yearly basis. I opened new accounts as ABC licences are approved, as well as managed existing accounts and help smoothly transition ownership changes. I constantly launched new brands, and took over existing brands from other distributors to help increase market presence. In addition to our sales goals, I keet accurate and updated accounting for each customer to make sure they stay up-to-date with their credit.

I ran the liquor department in the San Rafael Whole foods market. This involved ordering product on a daily basis, and monitoring inventory, margin, and sales goals on a daily, monthly, and quarterly reporting system. I had to keep the product mix fresh and interesting while maintaining customers. It was important to do product research, so I spent time off work wine tasting and visiting as many brand locations as I could. I built a loyal customer base, as well as met many vendors who were able to point me in the proper direction to make the next step into an outside sales position.

I brewed beer at Lagunitas Brewing company. This involved constantly monitoring many different steps of the brew process at the same time, which forced me to learn many valuable time management skills. There was also quality control and quality assurance procedures that were performed at many times throughout the work day. We dealt with constant changes of raw ingredients, and had to alter nearly every single brew to make sure we could hit our target numbers. This involved making on-the-fly changes to the brew week to make sure we had ample product to hit the demands of our sales force.