Jonathan Hughes Email & Phone Number

Reston, Virginia, Us

Hypori empowers secure virtual access to enterprise apps and data from any mobile device with total personal privacy. With Hypori, employees can use any phone or tablet they choose, confidently knowing any work data they access is never transmitted to or stored on their device. That means no data to lose, steal, or wipe. As a single app solution delivering security, privacy, and compliance, Hypori is also easy to deploy at-scale.With complete separation of corporate and personal data, Hypori’s virtual workspace protects employee privacy. Unlike traditional MDM or application management, our solution doesn't require intrusive software, making Hypori worry-free BYOD.Building and leading a top-tier SDR team to support Hypori's rapid growth. Responsibilities include hiring and training SDRs, optimizing messaging and sales development processes, ensuring the team is achieving and exceeding their goals, coordinating efforts between marketing and sales to ensure timely engagement and prospect follow-up, and more.

Palo Alto, California, Us

Xage Security is a global leader in zero trust access and protection on a mission to pioneer a secure tomorrow. Control access and prevent attacks in the cloud, in the data center, at the remote operational edge anywhere on Earth, and even in orbit with the Xage Fabric Platform. Xage is easy to manage and can be deployed in a day, giving users easy and secure access to the assets they need from anywhere, while preventing advanced adversaries and insider threats at every stage of the attack chain. Organizations like the U.S. Space Force, PETRONAS, and Kinder Morgan rely on Xage to protect their critical infrastructure.After relying on an under-performing 3rd party SDR team, Xage brought me aboard to build and lead an in-house team of inbound and outbound SDRs to generate increased sales pipeline in the United States, Europe, and the Middle East. Interviewed and hired new team members; built and led the new-hire sales training curriculum for the SDR Team; individually shadowed and coached SDR team members; built new comp plans; and worked with sales, product management and marketing teams to improve sales and product messaging based on SDR and prospect feedback.Selected Achievements:• Successfully built 100% new SDR team with 8 local and remote hires based across the US and Dubai.• New SDR team increased the number of prospect meetings held in 2024 by 109% over 2023.• New SDR team increased closed-won ARR revenue in 2024 by 201% over 2023.• New SDR team increased closed-won TCV revenue in 2024 by 57% over 2023.• New SDR team increased advanced stage pipeline generation in 2024 by 140% over 2023.• $1.5 million closed-won deal with US NAVY SBIR generated by Federal SDR.

Sunrise, Florida, Us

E-Builder’s construction management software for Owners digitally transforms construction project delivery and asset resilience through modernized technology for the design, build, and operate lifecycles of sustainable infrastructure with the Cloud for Owners – enabling customers to do more with existing resources, maximize productivity and deliver confidence of on-time project completion through Trimble solutions that connect construction projects at every stage and save Owners millions in cost overruns. Led a team of senior outbound SDRs to expand e-Builder’s sales pipeline in the United States and Canada. Hiring new team members; helping build and lead the new-hire sales training curriculum for the SDR Team; individually shadowing and coaching SDR team members; creating CRM sales metric tracking reports; building new SDR comp plans; and working with marketing to improve sales and product messaging based on SDR and prospect feedback. Selected Achievements:• SDR team achieved a 52% increase in calls and a 49% increase in call connect rates in 2022 compared to 2021.• SDR team achieved a well above best-in-class conversion rate of 52% from SDR-generated and qualified to sales-accepted new opportunities in 2022.• SDR team increased sales-accepted new pipeline generation in 2022 by 23% over 2021.• Increased new closed-won business revenue generated by SDR team from $2.87 million in 2021 to $4.16 million in 2022 – over 44% growth!

Caregiver for an ill family member.Responsibilities included in-home care and daily living assistance, scheduling and providing transportation to medical appointments, medication management, financial custodianship, arranging hospice care, and estate legal coordination.

North Bethesda, Maryland, Us

CloudBolt is a leading Cloud Management Platform that enables users to centralize workload automation and orchestration, achieve unparalleled hybrid cloud visibility and cost-savings, ensure security and compliance, and deliver self-service IT for developers while maximizing productivity for VMware, vRealize, and Terraform.Responsible for leading CloudBolt's Sales Development and Inside Sales teams covering the Americas, Asia-Pacific, and EMEA. This included training, coaching, mentoring, and leading the teams; creating target KPIs & compensation plans; designing sales processes and workflows; CRM administration and reporting; coordinating efforts between sales and marketing to ensure no leads were left unattended and maximize pipeline generation.Selected Achievements:• Worked with finance team to successfully revamp SDR comp plans to focus on pipeline generation with vastly improved results.• SDR team responsible for generating over 70% of company-wide closed-won revenue in 2020.• Worked with teams to revise messaging to maintain productivity and revenue generation during global pandemic.• Teams had a “best-in-class” 32% opportunity conversion rate from sales-qualified to closed-won business.• Created well-received SDR and ISR “Sales Playbooks” that serve as manuals for the two team’s sales methodology and processes, product positioning and messaging, target prospect sales personas, prospect and opportunity qualification criteria, operational processes including step-by-step SFDC user guides, and more.

Columbia, Md, Us

Tenable empowers all organizations to understand and reduce their cybersecurity risk, and is in use throughout the U.S. Department of Defense and by many of the Fortune 500's. Tenable’s family of products includes Nessus Pro, Security Center Continuous View, and Tenable.io. Nessus is the global standard in detecting and assessing network data. Responsibilities included hiring, training, leading and coaching teams totaling 20 ISRs, 40 SDRs and 2 Lead Administrators responsible for generating new business via sales of Tenable's integrated security, risk and compliance Intelligence platforms in North and South America, APAC, EMEA and the Public Sector. Also responsible for working with marketing and sales engineering teams to create effective messaging for the pre-sales teams to use in campaigns and day to day sales activities.Selected Achievements:• Achieved 130% of worldwide Sales Development pipeline generation goal for fiscal year 2018.• Role expanded to include leadership of EMEA and APAC theater's SDR teams in 2018.• Increased world-wide SDR-generated pipeline by 195% in 1H FY18 vs 1H FY17.• Increased world-wide SDR-generated closed-won business by 161% in 1H FY18 vs 1H FY17.• Americas SDR team achieved an incredible lead conversion rate of 32% for 2017 – defined as “best in class” as defined by SiriusDecisions - Opportunities generated had a 25% closed-won rate, well above industry norms.• ISR Team generated over 70% of closed-won business for the AMER region in FY2014 & FY2015.

Washington, Dc, Us

Helped build, train, and manage Metalogix's team of BDRs (Business Development Representatives), TAMs (Territory Account Managers), TSEs (Territory Sales Executives), and SMs (Sales Managers) in North America and EMEA that qualified and closed opportunities for Metalogix's content lifecycle management solutions for Microsoft SharePoint, Exchange and Cloud platforms. Metalogix was one of the fastest growing software companies in the Washington, D.C. region and a member of the 2012 Inc. 500.Responsibilities included managing sales operations for over 50 sales staff in Washington D.C., Boston, and Los Angeles; managing sales follow-up on prospect lists generated from marketing events and direct inquiries; coordinating sales support from marketing to regional sales teams; Creating and maintaining new hire and ongoing sales training curriculums; teaching core sales training courses; administering Salesforce.com; providing weekly sales KPI performance, pipeline, and payroll reports for executive management. Selected Achievements:• Built all-new inside sales team for Metalogix and implemented role-appropriate performance metrics that resulted in greatly improved sales pipeline and conversions of leads to closed sales. • Created and implemented sales training curriculum focused on SharePoint, Metalogix product knowledge, lead generation and sales cycle methodology, phone skills, salesforce.com, etc.• Increase in inside sales pipeline generation and conversion to won sales contributed to 40% growth of business in 2012 and 2013. • Success of initial hires fueled expansion of sales team - added 12 new hires in late 2012 and early 2013, and helped successfully transition over 30 new sales representatives into Metalogix sales team as a result of acquisition of Axceler in August 2013.• Helped successfully transition from sales floor "cube" model to sales floor "table" model at D.C Headquarters in October 2013.

Mclean, Va, Us

Managed Inside Sales operations for over 50 Account Managers in immixGroup’s Public Sector Technology Sales, Government Channels, and Core Renewals Divisions - representing over 150 technology manufacturers including IBM, Oracle, McAfee, Cisco, Sourcefire, EMC, Hewlett-Packard, Software AG, NetWitness, ArcSight, Adobe, Kronos, Nuance, & Guidance Software in sales to Federal, State, and Local Government Agencies. Responsibilities included approving and supervising all inside sales campaigns; assisting marketing teams with messaging and scripting for sales campaigns; training and coaching Account Managers on effective call techniques and use of Microsoft CRM; coordinating marketing support for sales campaigns and events; managing hardware shipment and invoicing; chief sales administrator of Microsoft CRM; setting up sales team campaigns in CRM; running and delivering reports on sales campaign effectiveness and account manager MBO performance for Executive Management; creation of monthly Technology Sales forecast reports; teaching core Account Manager training classes; running and delivering monthly Account Manager MBO payroll reports to finance.Selected Achievements:• Boosted Account Manager confidence and performance through positive reinforcement and effective training on sales call techniques, product messaging, and use of Microsoft CRM, iQuoter, and OnBase Workflows. • Succeeded in moving all sales campaign call lists and activities into Microsoft CRM, and built new reports enabling instant metrics on sales campaign effectiveness for Executive Management.• Significantly increased Account Manager productivity - call volume up by 109%, lead generation rate up by 43%, and revenue from leads up by 130% in 2011 compared to 2010.• Awarded employee of the Quarter in 2010 and promoted to Sr. Manager of Sales Operations in 2011.

Rockville, Md, Us

Enterprise Account Manager for sales of Jinfonet’s “JReport” 100% Java-based embedded reporting software that delivers operational Business Intelligence (BI) to the thin client desktop. Responsibilities included prospecting and closing sales in the Midwestern United States, Central Canada, and select international regions; giving online and in-person sales demonstrations for qualified sales opportunities; creating customer proposals and OEM licensing models; account management and renewals of JReport customer licenses. Selected Achievements: • Hit over 100% of quota within first three months of employment, and closed the most new customers at Jinfonet in 2008, including Banyan Commerce, ABL Pakistan, Netcordia, etc.• Managed the Target Corporation, one of Jinfonet's largest accounts at the time.

Us

Territory sales representative for NFR Security’s “Sentivist” Intrusion Detection (IDS) and Intrusion Prevention (IPS) network security software and software appliances. NFR was acquired by Checkpoint in December 2006.Responsibilities included qualifying and closing opportunities up to $100K for NFR’s Eastern United States sales region and all international territories; Working directly with sales engineers to demonstrate NFR’s solutions for prospect and partner evaluations; Renewing support for existing NFR customers; Represented NFR at industry trade shows in the U.S. and England. Selected Achievements:• Responsible for sustained improvement of business in formerly struggling European market by closing sales with new customers as well as strengthening relationships with existing customers and partners. Increased revenue in territory by over 45%. • Exceeded all quarterly opportunity generation and revenue quotas throughout tenure, averaging over 121% of $800K annual quota consecutively. Number one sales rep in department every quarter.• Notable sales closed include accounts such as Swedish Defense, Global Supply Chain Finance, University of Florida, OLG, Sumitomo Mitsui Bank, Pakistan Air Force, etc.

Visual Networks was a leading provider of network and application performance management software and software appliances via their “Visual UpTime” platform prior to being acquired by Fluke Networks in 2006. Managed inside sales team responsible for opportunity generation and account management in the USA and Canada; supervised all sales campaigns, account management, training, and order fulfillment; worked with marketing to design and implement sales campaigns focused on creating demand in the Fortune 500 and building relationships with S.I.s, resellers, and telecommunications partners such as AT&T, Verizon and Sprint. Selected Achievements:• Instrumental in complete turnaround of initially under-performing inside sales team. Promoted to Manager of Inside Sales in 2003. • Exceeded department quota 150% by averaging more than $6 million in annual sales from opportunities generated by team in 2003 and 2004.• Number one Inside Sales Representative in 2002. Personally responsible for generating opportunities that brought aboard customers such as A.B. Edwards, Tyco, Daimler-Chrysler, Safeway, Kroger, etc.

InforMax, Inc. was a leading Bioinformatics company that offered a DNA sequence analysis suite that included their "Vector NTI" and "Genomax" software. Invitrogen acquired InforMax in 2001. Responsible for direct sales of Vector NTI in the Midwestern USA. Developed sales territory via cold-calling, e-mail campaigns, and online and in-person demonstrations of the software assisted by Bioinformatics Sales Engineers. Selected Achievements:• Achieved 100% of quarterly sales quotas of $150K for 2 years. • Developed a successful multi-departmental sales cycle for Vector NTI at State and Local Education accounts such as Purdue University, Northwestern University, Ohio University, University of Wisconsin, etc.

Managed D.C. Metro retail media business with locations in Bethesda, MD, and Vienna, MD. Responsibilities included store management and layouts, inventory management, revenue deposits, filling customer subscriptions, and managing staff.

President'S Club

Ba, Govt & Politics, German