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Results driven sales and GTM executive with 25+ years experience in helping customers achieve their goals through technology sales and implementation. Known for building cohesive, high-performing sales teams with consistent quota over-achievement. Fiercely focused on the overall customer experience, ensuring customers continuously derive value from the company's product and/or service.Experienced in Sales, Sales Operations, Customer Success, and Retention/Expansion leadership, with a unique background in all aspects of the customer lifecycle, from lead generation to implementation, through multiple renewal cycles. - Team Building & Leadership- Relationship Building & Management- Account & Territory Management- Retention & Expansion- Consistent Quota Over Achievement- Needs Analysis & Problem Solving- Cloud & SaaS- Customer Success- Advanced Analytics & BI and Big Data- Coaching & Mentoring- Sales Operations - Process Efficiency
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Head Of Customer GrowthPaystandSanta Cruz, Ca, Us -
Head Of Retention & Expansion, LookerGoogle Mar 2020 - Jul 2024Mountain View, Ca, UsLed a global team of Retention & Expansion Specialists distributed across NORTHAM, EMEA, APAC, and JAPAN overseeing Expansion and Retention for all Looker customers worldwide. KPIs included ARR and Logo retention, expansion (up-sell / cross-sell) and on-time renewals.* Defined strategy, process, and compensation model for a global team covering $400M in ARR.* Achieved retention and expansion targets every quarter since Google acquisition.* Launched embedded analytics cross-sell campaign growing expansion business by 34%.* Qualified for Google Cloud Club 2022 for significant contributions against goals and exceptional leadership.* Provided churn/reduction feedback and statistics to key internal stakeholders including Engineering, Product, Sales, Support, and Customer Success, driving changes to GTM strategy and product roadmap.* Developed Customer Watchlist, a risk mitigation program saving over $20M annually in at-risk ARR. -
Head Of Retention & ExpansionLooker Jun 2018 - Mar 2020Santa Cruz, Ca, UsHeld dual roles running Sales Operations (below) while launching the Looker Retention & Expansion program. * Designed and implemented the Looker Retention & Expansion program - hired team, defined roles and responsibilities, and assigned accounts.* Developed Retention Manager comp plan to incentivize ARR & logo retention, expansion, and on-time renewals.* Developed Account Management Playbook detailing collaboration model with field sales teams.* Maintained 91% retention rate and 125% NRR, over-achieving against plan every quarter.* Developed Customer Health metrics and Early Warning System, improving retention by 3%. -
Head Of Sales Operations, Strategy, & PlanningLooker Jan 2018 - Oct 2019Santa Cruz, Ca, UsLed Sales Operations, Strategy, and Planning for Looker while experiencing 90%+ growth year-over-year. Oversaw Salesforce.com management, compensation (planning, execution, payout), account segmentation, territory definition and rollout, Deal Review, and CPQ management and refinement.* Implemented new CPQ system reducing quote/order form creation time by over 90%.* Worked with exec team to develop & implement new platform pricing model, increasing ASP by 25%.* Introduced Deal Desk team in North America and EMEA for complex deal creation and management, helped cut processing time by 40% and led to further increases to ASP.* Partnered with Looker finance teams (CFO, VP of Finance, Dir of Revenue) to audit historical books in preparation for potential IPO, ultimately leading to $2.6B acquisition by Google.* Continuously refined Salesforce.com processes around lead conversion and routing, opportunity management, and forecasting.
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Head Of Smb & Mid Market SalesLooker May 2014 - Dec 2017Santa Cruz, Ca, UsJoined Looker after their series A (employee #30) to develop the SMB/MM sales motion, including building the team, defining the strategy, and documenting sales processes. * Grew the team from 3 to over 60 reps, with offices in Santa Cruz, NYC, and Dublin. * Leveraged a PLG model to overachieve targets 19 consecutive quarters, attending Looker Sales Club 2015, 2016, and 2017. * Developed the Looker Sales Blueprint defining all sales processes from discovery/qualification through customer onboarding, improving conversion rates by 25% and shortening sales cycles by 40%.* Developed KPIs to track pipeline health, lead-conversion, and sales performance, adopted globally. * Defined WW forecasting methodology improving forecast accuracy to +/- 5%.
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Director, Global AccountsVmware Inc Nov 2004 - Apr 2014Palo Alto, Ca, UsHeld various roles at VMware over the course of my 10 years; Territory Sales Manager (2004-2005), Sr Manager - Northeast Region (2006-2007), and finally I developed & managed the WW Global Account Sales Team (2008-2014). This team consisted of 14 sales representatives (8 in the US, and 6 distributed across Europe), 2 Sales Associates, and a Business Analyst. I was responsible for driving the team to meet the financial obligations to the company as well as ensuring that the operational needs and reporting for the entire division were met. Over the course of my tenure, I was recognized for performance by attending VMware's President's Club 8 out of 9 years. -
Sales Leader - Microsoft OfficeMicrosoft Corporation May 2001 - Oct 2004Redmond, Washington, UsHeld 3 roles during my tenure at Microsoft; Solution Specialist for the acquired Content Management Solution (NCompass Labs); Worked as part of the team covering SLG accounts in the Northeast Region, and finally, I managed the sales team for Microsoft Office Live Meeting, part of the Microsoft Office portfolio. As the leader with Live Meeting, achieved the top regional attainment of all regions for Microsoft’s fiscal year ended June 30, 2004. Also received the highest Organizational Health Index scores across the entire Live Meeting business unit (OHI measures internal alignment and quality of execution). -
Account ManagerNcompass Labs Sep 1999 - May 2001Inside Sales, Field Sales, driving demand, creating/closing opportunities around our Enterprise Content Management solutions. NCompass Labs was acquired by Microsoft in May of 2001. Recognized as a top performer in 2020, and was invited to attend President's Club.
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Account ExecutiveUnify Apr 1999 - Sep 1999Waterloo, Ontario, CaResponsible for sales to all existing customers in the Eastern US. After 6 months, I was recruited by my former VP of Sales (at Rainmaker) to again work with him at NCompass Labs. -
Regional Sales ManagerRainmaker Jun 1996 - Apr 1999Campbell, Ca, UsI was promoted to Regional Sales Manager after 18 months as an Inside Sales Representative at Rainmaker. The company went public during my tenure. The company was formerly known as UniDirect. Was recognized as a top performer in 1997 and 1998 and attended our 'President's Club'.
Tim Roessler Skills
Tim Roessler Education Details
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South Dakota State UniversityCommercial Economics
Frequently Asked Questions about Tim Roessler
What company does Tim Roessler work for?
Tim Roessler works for Paystand
What is Tim Roessler's role at the current company?
Tim Roessler's current role is Head of Customer Growth.
What is Tim Roessler's email address?
Tim Roessler's email address is tr****@****are.com
What is Tim Roessler's direct phone number?
Tim Roessler's direct phone number is +183124*****
What schools did Tim Roessler attend?
Tim Roessler attended South Dakota State University.
What skills is Tim Roessler known for?
Tim Roessler has skills like Saas, Enterprise Software, Solution Selling, Crm, Sales, Cloud Computing, Management, Sales Operations, Professional Services, Go To Market Strategy, Channel Partners, Software Industry.
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