Michael Ashcraft Email & Phone Number

Miami, FL, US

Seattle, WA, US

Glendale, California, US

• Own the strategy and execution for our U.S. Go-To-Market (GTM) revenue teams. I’m responsible for managing teams within the full sales cycle, from demand generation to adoption, and expansion.
• Achieved net-new revenue growth of 58% quarter over quarter
• Developed strategies that increased technology partner opportunities from 12% to 40+% of pipeline
• Lead Customer Success (CS) to increase expansion revenue from 3% to 18% of revenue
• Accelerated adoption by focusing on a customer-first support model increasing activations by 22%
• Delivered board-level reporting, revenue forecasts, sales activity and Profit & Loss (P&L) ownership

New York, NY, US

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Austin, Texas, US

• Lead multiple teams engaged with the full range of the customer lifecycle including sales, onboarding, retention, and expansion.
• Created and implemented processes, systems and tools to support and empower account managers in performing their jobs, leading to a 20% increase in account retention.
• Defined career paths and identified resources to support the development and advancement of account managers and team leads.
• Recognized as a key leader in shaping company culture as the single most influential advocate for and voice of our partners.
• Designed and implemented compensation and commission plans that have driven desired behaviors with outcomes that include improved accountability, reduced customer churn, and increased revenue month over month.
• Crafted new support structures and scheduling system to improve booked inbound meeting rate to 75% and same day response time on all inbound emails; this led to a 15% increase in revenue retention.

Austin, Texas, US

• Responsible for managing our global line of business. Functional areas of this job included setting team objectives, leveraging data to establish market targets, measuring sales performance, and directing resources to.
• Hire, manage & develop the expanding Sales team including Ops & Enablement, and Customer Success
• Manage pipeline, revenue forecasts, sales activity using HubSpot for maximum efficiency and visibility
• Execute on an SMB/mid-market inside sales strategy and playbook to accelerate company revenue.
• Work closely with finance function to provide detailed and accurate sales forecasting and cost budgets
• Partner with marketing function to establish successful demand generation, trade marketing, channel and partner programs

Austin, Texas, US

• Charged to accelerate revenue growth, systematize operational processes and lead the GTM sales motion for DigitalMarketer’s flagship products. Responsible for net new acquisition and Sales Operations.
• Aggressively drove line of business revenue growth 71% y/y
• Beat annual quota targets by 21%
• Increased qualified inbound leads 15% by partnering with marketing to create SLA’s
• Drove a 26% improvement in rep activity by implementing a centralized reporting strategy company-wide within HubSpot.
• Decreased employee ramp time 50% after implementing a comprehensive 90-day sales implementation and onboarding program

Seattle, WA, US

• Actively retain and expand named accounts throughout the entire sales cycle, including account follow-up, prospecting, multithreading, qualification, product demonstrations, writing proposals, and negotiating and.
• Managed 150 Strategic Named Accounts responsible for: new customer acquisition, existing account management, and leveraging channel partners to accelerate growth.
• Attained 125% YTD quota achievement throughout 2018
• Achieved Silver certification in Tableau Desktop & Server
• Developed account and territory plans focusing on top-of-funnel activity, executive outreach strategies, partner alignment, and marketing events
• Drove all aspects of the sales process including lead generation, qualification, evaluation, close and account management

San Francisco, CA, US

• Mid-Market Team Lead reporting to VP of Customer Success leading a revenue stream of $30M in ARR and serving as the primary interface with internal VP/Directors of Sales, Marketing, Product, Business Operations and.
• Yelp Presidents Club 2016
• Recruited, hired and trained 17 direct reports and 1 manager with a revenue stream of $30M ARR
• Developed Salesforce CRM dashboards and reporting for National Account Management teams: Enterprise, Mid-Market and Franchise representing $100M ARR
• Re-defined our customer success strategy by mapping the customer journey and partnering with sales/biz ops to pilot and roll-out a new post-sales revenue position within the company
• Established department policies, procedures and KPI's

San Francisco, CA, US

• Lead the first Franchise Account Management team from two to twelve employees totaling $12M in ARR and 102.5% revenue retention
• Yelp President's Club 2015
• Exceeded revenue and retention goals for 9 consecutive months
• Coordinated with the Sales & Marketing Infrastructure team to build out SFDC reporting and dashboards for the franchise sales and account management groups
• Interviewed, hired and trained more than 40 Account Managers
• Developed departmental policies, procedures and operations including performance metrics, compensation plans, development reports, retention tracking tools and outbound marketing campaigns

San Francisco, CA, US

• Responsible for managing a team of 10 Account Managers with a revenue stream totaling $25M and lead internal new business account assignment and automation efforts for Local AM representing 70% of Yelp's revenue
• Successfully deployed multiple revenue and retention pilots
• Created, scaled and implemented client success structure for incoming Account Managers
• Helped successfully scale the org from 60 to 100+ Account Managers
• Conducted weekly 1:1's and team meetings to offer and receive feedback, disseminate information, and strengthen the teams communication and relationships
• Successfully helped transition the team from manual account assignment to an automated round-robin system

San Francisco, CA, US

• Managed book of business of $3.5M ARR (600+ clients) while consistently exceeding expectations of $15K MRR upsells and 96.5% account retention
• Proactively develop, drive and renew clients and ensure an overall great experience with Yelp
• Leverage client management, industry, and product expertise to build book of business
• Partner with the sales team to ensure clients receive proper program expectations
• Manage the assimilation of new product features and the dissemination of information about program updates to clients
• Help guide client reputation on Yelp through their advertising and actively utilizing all features of their account

San Francisco, CA, US

St. Louis, MO, US

• Consistently exceeded sales goals as a top-five performer among the entire Arizona group
• Generated the highest revenue per contract among all Management Trainees in area 50J
• Voted on by peers as the Enterprise Service Quality Index all-star for exceptional customer service at the largest Arizona branch (Phoenix Sky Harbor)
• Surpassed vehicle maintenance goals by three percent as Preventative Maintenance Manager
• Developed and mentored new employee’s to excel in sales and conflict resolution

New York, New York, US

• Blueprinted businesses to gain direct access to C-Level decision makers
• Participated in new client acquisition through lead generation
• Drafted promotional brochures, flyers, and email campaigns
• Created brand awareness by maintaining a social media and web presence