Ryan Sullivan Email & Phone Number

Boston, Massachusetts, United States

Ratchet Ventures is a Go-To-Market consulting firm for early-stage tech/supply chain startups. We specialize in replicating what is great about founders and building processes that support scaling up and optimizing sales, marketing, and customer success organizations.

Role: VP, Sales As the VP of sales, reporting to the CEO, I was responsible for Inside/Outside sales and customer success. My role was to build the foundational sales framework & team necessary to scale after raising a Series A.Action:Defined ICP, Personas, and value props.Defined product capabilities & use cases.Altered sales positions to be more remote & phone-centric than traditional outside sales.Changed incentives to align around net retention.Grew the team from 5 to 10 peopleResults:100% YoY revenue increase

Boston, Massachusetts, United States

Role:Head of Sales, Americas As the 25th employee reporting to the CEO, I built a GTM motion to scale from Series A to Series B.Action:Built a sales model that allowed us to attain sales targets.Designed sales roles & hired to grow the sales team from 2 in the US to 12.Opened the Latin American Market, staffed it, and expanded the team to 4.Built the process for & managed global pipeline/forecast.Contributed to board/funding relations.Implemented MEDDPICC qualification methodology.I changed the pricing model to incorporate SaaS services, resulting in a 1000% growth in true subscription revenue.Results:10x valuation increase $30M @ Series A, $300M @ Series BIncreased ACV, Deal Velocity, Deal ConversionForecasted every quarter at 90%+ accuracyFour individuals I was responsible for have been promoted into manager/director roles

Role: Founding Sales Manager & Promoted to Director. < SAAS, TMS, Scale>Reporting initially to the CEO and then later to the VP of Sales, I was responsible for building a sales team, motion, and process to support Kuebix's pivot from a services company with a small, partner-sold SaaS footprint to a 100% software company.Action:Reorganized team to be more focused on hunting than farming & added supporting industrial/technical SME & Sales Ops.Built Messaging, Personas, & Value PropositionsRedefined ICP & hiring profilesImplemented & Executed a solution-selling model & process for pipeline & forecast managementRefocused on how we align with partners as lead sourcesResults:Added 20k freemium companies through the partner network10x revenue growth over 3 years ($1-$10M)100-1000 paying customers7.5X ACV increaseSales org grew from 4 - 22Acquired by Trimble TRMB

Maynard, Ma

Somerville, Ma

Role: CRO & Co-Founder < Software Marketplace Skilled Gaming, eSports>Inspired by DraftKings & Skillz's battle on the definition of "skilled-gaming," we built a platform that allowed gamers to compete on mobile games for cash and allowed mobile developers to monetize under-utilized games. I was responsible for MVP app project management, fundraising, developers identification and onboarding, marketing, financial modeling, and GTM planning. Challenge:There was not enough technical domain from the founding team, and thin, DraftKings & Fanduel got our category banned in 30 states while we were developing. Additionally, a marketplace with small dollar transactional revenue required lots of expensive users to feed the marketplace.Results:Raised ~400k F+FGot legal Approval in 13 statesGot app developed (off-shore node.js) and to market through the IOS store Leveraged influencer & guerilla marketing to drive CAC downIntegrated with 5 games & over 100 paying users on the platform.Ultimately, we ran out of cash.

Role: Reporting to Sr Manager, Sales, I was a player coach responsible for building a sales process/motion to test cross selling new capabilities into new & existing Constant Contact email Marketing Customers.Challenge:While CTCT was a customer acquisition machine, retention and relatively low ACVs prevented growth at the expected level.Results:I sold a $100k deal roughly 25x ACV and built the foundational Sales Model & Motion for a service the company had never offered. Scaled & trained the team from 1-3 & did 118% of the team quota expectation. CTCT was ultimately acquired by Endurance International, which offered similar services (EIGI).Acquired by Endurance (EIGI)1x President's Club

Waltham, Ma

Provided a fully integrated Online Marketing approach to help cultivate, maintain and engage customers to their small and medium sizes businesses/NPO via online marketing solutions.1x Quarterly All-Star1x President's Club

Waltham, Ma

Exceeded sales metrics by averaging 108% of my revenue and "new to the franchise" annual targets.Coached and advised small businesses and organizations on best in class online marketing strategies.2x Quarterly All-Star

Top deal in our regions history won me a cruise in a sales contest... on this cruise I met my (now) wife. ❤️

Bachelor Of Science (Ba), Multi-/Interdisciplinary Studies, General

Education record