Michael Delvecchio Email & Phone Number

Orlando, Fl, Us

Beaverton, Or, Us

Exterro’s Legal Governance, Risk and Compliance (GRC) solutions enable you to address your privacy, compliance, investigation and litigation risks more effectively and at lower costsCurrently leading sales and account management teams across Public Sector, International, and North American Major Accounts

Portland, Oregon, Us

- Executive team member leading Account Executive, Sales Development, andSales Engineering teams.- Implemented key changes to: sales process/methodology, sales comp plans,pricing model, mutual action plans, training, onboarding, etc.- Increased win rate by 15% from pipeline > closed-won in first 12 months.- 100% conversion rate on proof of concept trials in 2022.- Sales Bookings Q1 through Q3 2022 157% vs Q1 through Q3 2021.- Annual pipeline build in 2022 was 10M+ (largest in company history).- Competitive win rate over 70%. - Improved sales bookings led to successful company exit: Zapproved acquiredby Exterro in January 2023.

New York, Ny, Us

Melbourne, Fl, Us

- Led Sales, Business Development, and Solution Engineering teams.- Redesigned sales stages, onboarding program, roles, and responsibilities toincrease both pipeline (+3M in 2020) and conversion rates (+6%).- Launched new Sales AI platform and increased ACV from 75k to 100k.- Drove 30% YOY revenue growth in 2020 despite challenging economicenvironment.

Atlanta, Ga, Us

SalesLoft is a system of execution for sales teams, giving them the ability to reach more customers, have better conversations, and drive more revenue. As the RVP of Enterprise Sales, my role included:- Providing coaching, advice, deal strategy, and motivation to help AE's exceed quota- Building a world-class Enterprise sales team - went from 4 AE's to 18 in first 12 months- Leading sales-wide weekly team meetings and QBR sessions- Closing some of the largest, most complex deals in company history with F500 companiesKey Accomplishments:- Q2 2019 largest quarter in company history for Enterprise segment.- Co-led Enterprise team to 100% of quota in 2018 (4M) and 2019 (8M).- SalesLoft had successful exit to Vista Equity in 2021.- Redesigned hiring profile to attract top talent - Created regional account-based model and new AE:SDR structure to maximize pipeline- Helped form pricing strategy, onboarding program, and new sales process- Worked closely with the Services team to create implementation scoping and SOW process- Designed detailed project plan to support top 20 strategic Enterprise dealsCompany Accomplishments:- 7th Fastest-Growing, Deloitte’s Fast 500 rankings- Series A funded ($10+ M), Series B funded ($15M), Series C funded ($50M), Series D funded ($70M)- 2019 Winner, Best Place to Work (Inc. Magazine)- 4.9/5.0 Glassdoor Rating

Los Gatos, California, Us

As a player/coach, I carry an Enterprise quota and I'm also responsible for managing a team of experienced Enterprise Account Executives. Reporting directly into the VP, Sales, I divide my time between managing my individual sales pipeline and guiding my direct reports to overachievement.2017 Performance: Hit 100% of Team Annual Quota173% of Personal Annual ARR quotaPresident’s Club Award WinnerTop Enterprise Account Executive of the Year

Los Gatos, California, Us

With Xactly, companies of all sizes and industries can unleash the motivational power of their incentive compensation programs to inspire better employee performance and business results. Xactly’s secure, cloud-based incentive compensation and performance management solutions enable emerging businesses to Fortune 100s to easily design, manage and optimize incentive programs that save time, cut costs, reduce risk and align employee behaviors with corporate goals.2016 Performance:Reached 143% of Annual Quota in 2016President's Club Award Winner Top Enterprise Account Executive Q4 2016

Arlington, Va, Us

Manage 50+ corporate accounts across 10+ products within CEB's Finance practice; oversee 100+ active memberships & exclusively work with large enterprise organizations (>$1B in revenue)Create and maintain annual partnerships with C-Suite executives (CFOs, Chief Accounting Officers, Chief Audit Executives, IRO’s, Treasurers, CPOs, etc.)Serve as an escalation point for challenging commercial conversations across the practice to ‘win back’ and manage negotiations with senior-most contactsDeliver client presentations for senior Finance executives, through regular face-to-face interactions and web-based presentationsAccurately forecast all renewal and new business projections (via salesforce.com)Oversee team of 4 people (2 Portfolio Managers and 2 Account Representatives) who partner to deliver service and achieve revenue targets within territory Annual goal approx $4M; consistent quarter and annual goal attainment. 9 of 11 previous quarters at 100%+ of quarterly goal. Annual Goal attainment last six years: 123%, 116%, 110%, 105%, 105%, 111% Awards:President’s Circle Award for Revenue Performance 2007, 2009, 2011, 2014 Chairman’s Club Award for Revenue Performance 2008, 2012, 2013, 2014Business Mastery Award for Finance & Risk Management Member Services Top Performer 2006Marketing Associate Top Performer 2005

Arlington, Va, Us

Arlington, Va, Us

Arlington, Va, Us