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Investor, advisor and startup executive with 20 years of GTM operating experience (sales, marketing, business development, operations and general management) with specific focus on enterprise software, SaaS, developer tools / devops and collaboration / future of work. Helped build 3 successful startups as an operator; stayed on after one acquisition to manage operations for a $380M, 220 salesperson business as part of a public company. Joined Xamarin as first non-engineering hire and built sales and customer success organization from zero to almost $50M in run rate sales in less than 4 years - built team from zero to 100 sales and customer success people; started out with high-velocity SMB focused inside sales sales model, and over time added midmarket, hybrid and later on traditional enterprise field team as well as partner sales team.Joined Microsoft in General Manager role responsible for the global strategy and go-to-market for Mobile Application Development after Xamarin acquisition in March of 2016.Lived and worked in several countries (France, Italy, Spain, Germany, USA and Paraguay), fluent in five languages (English, Spanish, French, Italian, German), MBA in International Business.Took 12 month to travel the world between two startups; passionate about photography, horses, animal welfare and dance (travel blog: shetravels.org).Interested in early stage startups.
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Advisor To The CeoAccordSan Francisco, Ca, Us
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InvestorSeed, Series A, Series B Jan 2018 - PresentNetlify, Tailscale, Komodor, Vantage, Transform Data, Accord, Sanity, Roam and others currently still in stealth
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Advisor To The CeoAccord Apr 2021 - PresentSan Francisco, California, Us
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Advisor To The CeoZeplin, Inc. Aug 2018 - PresentSan Francisco, Ca, UsHighly profitable since raising a seed round (2015) from YC, Mike Maples and Elad Gil - among others - Zeplin is the next generation collaboration tool between designers and developers, allowing developers to deliver on the promise of design. -
Angel InvestorNetlify Jul 2018 - PresentSan Francisco, California, UsBacked by a16z and Kleiner Perkins among others, Netlify is a unified platform that automates code to create high-performant, easily-maintainable sites, and web-apps. -
Board Of DirectorsApollo Graphql Nov 2017 - PresentSan Francisco, California, UsBacked by a16z and Matrix Partners, Apollo's Data Graph Platform is the industry-standard GraphQL implementation, providing the data graph layer that connects modern apps to the cloud. -
Advisor To The CeoFront Jan 2019 - Jan 2022San Francisco, California, UsBacked by Sequoia Capital as well as the founders of Atlassian, Qualtrics and Zoom, Front is the leading customer communication platform that transforms work into impact. -
Gm, Mobile App Dev Sales And SuccessMicrosoft Jul 2016 - Aug 2019Redmond, Washington, Us -
Gm App Dev MicrosoftMicrosoft Mar 2016 - Aug 2019Redmond, Washington, Us
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Gm Application Development MicrosoftMicrosoft Aug 2017 - Mar 2019Redmond, Washington, Us
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Svp Sales And Customer SuccessXamarin (Acquired By Microsoft) Jan 2014 - Mar 2016Built Xamarin customer-facing team from 0 to 100, sales from $0 to almost $50M run rate, acquired by Microsoft in 2016. Started with pure high-velocity, inside sales approach, added a strong partner sales channel as well as a field based enterprise team, with each team generating roughly one-third of bookings. My customer success team was focused on renewals and upsell as well as adoption and usage (account health).
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Vp Sales And Customer SuccessXamarin Inc. (Acquired By Microsoft) Dec 2011 - Mar 2016Xamarin’s mission is to make it fast, easy and fun to build and test fully native mobile applications. We provide the best platform for C# developers to create great mobile apps for IOS, Android and Windows Phone, using their existing skills, tools, and code to build mobile apps for IOS and Android. All developers, including those new to the C# language, benefit from the ability to share code between platforms, while building fully native apps, without compromise. Xamarin has seen explosive growth over the course of the last 3 years, with more than 950,000 developers and paying customers in 120 countries. I am currently building a Sales 2.0 inside sales and customer success team based on inbound marketing, marketing automation and a team of highly skilled Customer Success Engineers and Customer Success Managers, complemented by a Partner team as well as an Enterprise-focused field sales team. We currently have sales offices in San Francisco, London and Singapore and I am planning to double the size of my team again this year! I am hiring Enterprise Account Executives, Technical Account Managers, Sales Engineers, Sales Managers as well as Customer Success Managers and Partner Managers - so if you want to join an amazing team that is ready to take over the world of mobile development send me a message!
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Travelling Around The WorldSabbatical Jul 2010 - Dec 2011Read about it: shetravels.orgHighlights:• Mountain Gorilla trekking in Uganda, ASA Bareboat Charter sailing certification in Phang Nga Bay in Thailand, Marwari horse trek across Rajasthan, PADI Open Water and Enriched Air SCUBA certification, Salkantay trek up to Machu Picchu in Peru • Swam with humpback whales in Rurutu, dove with wild dolphins in Rangiroa, dove with hundreds of sharks in FakaravaCountries: French Polynesia, Burma (Myanmar), India, Malaysia, Cambodia, Vietnam, Thailand, South Korea, Uganda, Rwanda, Tanzania, Dubai, Oman, Turkey, Austria, Italy, Spain, Netherlands, Australia, Cayman Islands, USA (Florida, California, New England, New York, Washington, Alabama, Virginia), British Virgin Islands, Peru, Bolivia.
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Director Emea Field OperationsNovell Apr 2007 - Jul 2009Provo, Ut, UsIn charge of day-to-day operations for $380M sales organization. Overachieved quarterly revenue goals in 8 consecutive quarters. Problem solver and go-to person for all issues before escalation to EMEA president.o Responsible for forecast, lead and pipeline management as well as reporting: forecast accuracy and discipline, pipeline health, lead conversion rate and speed, executive dashboards.o Ran weekly forecast and revenue cadence for EMEA (budget and stretch targets).Increased sales productivity by 31%: increase of revenue per head from USD 1.3m to 1.7m.o Successful transformation of sales force from direct sales to channel partner focus: reskill of sales teams where possible, 60% new hires over 6 quarters.o Definition of country and individual stretch targets, sales incentive programs, identification and adaption of EMEA wide best practices.o Introduction of telesales model for renewal business.o Drastic increase of lead to opportunity to deal conversion.In charge of smooth day-to-day business operations in EMEA, e.g. manage last minute deal escalation, integration of acquired companies.Responsible for FY08 and FY09 EMEA business planning in close cooperation with President and CFO:o Budget and headcount planning on EMEA, area and country level (bottom-up and top-down). o Definition of roles, territories, quotas and compensation plans. -
Hp Alliance Manager EmeaNovell Aug 2005 - Apr 2007Provo, Ut, Us• Increased HP Novell EMEA Revenue by 78%, significantly overachieving quarterly revenue targets.• Managed distributed team of 10 local HP Alliance managers across EMEA.• Developed and successfully executed business plan for HP Novell EMEA Alliance for FY 06 and FY07, (OEM, direct and partner sales).• Successfully created and ran EMEA-wide direct and channel sales and marketing initiatives.• Negotiated $3M HP EMEA Linux Desktop OEM contract, initiated global contract HP Novell contract.
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Integration Manager Emea South (5 Countries)Novell May 2004 - Aug 2005Provo, Ut, Us• In charge of sales strategy and sales team integration after the acquisition of SUSE Linux by Novell.• Go-to-market model and execution of SUSE Linux in Spain / Portugal adopted as “best practice” standard for all EMEA countries.• Successfully executed accelerated shift of integrated sales teams to indirect route to market.
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Country Manager Spain / Portugal For German Open-Source StartupSuse Linux (Acquired By Novell) Oct 2002 - Apr 2004• Developed Spain and Portugal from zero to $1.3M in revenue • Signed 50 partners (VARs and Sis) in 10 months• Recruited and enabled partners’ salesforce, successfully executed joint business planning with partners and core alliances IBM, HP, Oracle and SAP. • Analyzed and attacked top 50 Spanish accounts, winning SUSE Linux’s first ever corporate contract worldwide: one of Spain’s ten largest companies, migrating mission-critical SAP and Oracle.• Created support and presales infrastructure in Spain and Portugal. Signed and enabled 2 distributors (Broadline and Value Add).• Negotiated contract and developed POS marketing with top 5 Spanish retail chains, including El Corte Ingles, FNAC, and PC City.• Responsible for all marketing and PR activities in Spain and Portugal.• Guest speaker for SUSE Linux at international tradeshows and conferences.
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Country Manager Italy For German StartupOpenshop Ag Apr 2000 - Sep 2002• Successfully built new business for German e-Business start-up in Italy from scratch.• Recruited and successfully executed business planning with top 10 system integrators in Italy.• Signed and enabled large broadline distributor in Italy, creating training, presales and support infrastructure.• Responsible for marketing budget and successful execution of activities, speaker at trade shows, press conferences and road shows.
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Interpreter For German - English, Spanish, Italian, FrenchInterpreter At Ca. 100 International Trade Shows Across Europe (English, French, Italian, Spanish) 1991 - 1999In order to pay for college I worked as an interpreter for English, Spanish, Italian and French at international trade shows across Europe. I gathered my first experiences of customer interaction and fell in love with sales and the art of negotiation.
Stephanie Friedman Skills
Stephanie Friedman Education Details
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Universität PassauInternational Business -
Aix-Marseille University, FranceInternational Business
Frequently Asked Questions about Stephanie Friedman
What company does Stephanie Friedman work for?
Stephanie Friedman works for Accord
What is Stephanie Friedman's role at the current company?
Stephanie Friedman's current role is Advisor to the CEO.
What is Stephanie Friedman's email address?
Stephanie Friedman's email address is st****@****rin.com
What is Stephanie Friedman's direct phone number?
Stephanie Friedman's direct phone number is +161721*****
What schools did Stephanie Friedman attend?
Stephanie Friedman attended Universität Passau, Aix-Marseille University, France.
What are some of Stephanie Friedman's interests?
Stephanie Friedman has interest in Horse Riding, Scuba Diving, Customer Success, See 7, Skiing, Business Development, Dance Instructor, Adventures, Certified Zumba Instructor, Biking.
What skills is Stephanie Friedman known for?
Stephanie Friedman has skills like Start Ups, Go To Market Strategy, Management, Strategic Partnerships, New Business Development, Entrepreneurship, Cloud Computing, Sales Management, Channel Partners, Pre Sales, Business Planning, Marketing.
Who are Stephanie Friedman's colleagues?
Stephanie Friedman's colleagues are Michael Deforest, Fahim Baig, Josefina Blanco, Leonie Andre, Oumaima Lala, Richard Patrick, Ahmed Khaled.
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