Tom Rau Email and Phone Number
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I am a sales & revenue operations efficiency junkie, to put it simply. I've spent the entirety of my career in software sales (distribution/manufacturing/FinTech), managing large teams responsible for new client acquisition, existing client expansion, and retention/renewals.Unlike your typical sales leader that lives for landing the big deal (although, I like that too), I'm more interested in building the engine that can consistently close multiple big deals every month.I thrive in the "chaos" or "messy middle" that all growing companies will find themselves in one day.
Envoy B2B
View- Website:
- envoyb2b.com
- Employees:
- 29
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Vice President Of Revenue OperationsEnvoy B2BGrand Rapids, Mi, Us
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Director Of Revenue Operations1 Bold Step Feb 2024 - PresentGrand Rapids, Michigan, Us -
Vice Present Of Sales & Account ManagementPairsoft Dec 2022 - Feb 2024Miami, Florida, UsIn December of 2022 I was promoted to the Vice President of Sales & Account Management. In addition to my existing responsibilities of managing the existing client revenue cycle (expansion/renewals), I took over new client acquisition. The initial challenge to solve in this role was a struggle with conversion in the bottom and middle of the funnel that was directly impacting our pipeline velocity and ultimately the new logos and new revenue that was being added. With a focus on reengineering our discovery process (buyer opt-out vs seller opt-in), and implementing new checks & balances within our systems, our team was able to achieve record conversions in the sales funnel after two quarters. This also resulted a record third quarter in 2023 for both net new logos and new revenue. -
Vice President Of Account ManagementPairsoft Jul 2022 - Dec 2022Miami, Florida, UsIn July of 2022, after the getting the renewals engine in motion and running smoothly, I was promoted to Vice President of Account Management. My focus was building a similar engine for expansion, and was quickly able to achieve a record expansion revenue calendar year from July 22'-July 23' through a number of tactical motions: - Built an expandability matrix in Salesforce to rank our clients by whitespace available- Developed and deployed a custom Account Review process in Salesforce which allowed us to manage account reviews similar to how we managed opportunities for renewals & expansions- Built sales decks and playbooks for our Account Managers to lead Account Reviews/QBR's with their most expandable clients- Launched several independent expansion campaigns (emails, webinars, outbound calls)- Built reporting to track Account Reviews through a funnel to find conversion drop-offs and process inefficiencies
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Director Of Account ManagementPairsoft Jul 2021 - Jul 2022Miami, Florida, UsIn July of 2021 I was hired at PairSoft to lead a team of Account Managers that were directly responsible for renewing and expanding clients. At the time I joined, the company was in the midst of "flipping" all perpetually licensed (on-premise) customers to a subscription-based pricing model. This called for large price increases and multi-year commitments, which was causing friction with existing clients and ultimately causing a huge backlog of customers out of contract and several impacting retention.My initial goal was to get "out of the hole" by simplifying our offering, implementing better systems for tracking (Salesforce), and enabling the Account Managers to negotiate to quick resolutions. Within 4 months we were able to completely dig out of a 6 month backlog, which included hundreds of overdue renewals. On top of that, we were now 60-90 days ahead of future renewals. Not only did we get ahead of schedule, but we also were converting at a higher multi-year % and getting higher price increases across the full contract term.
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Director Of SalesEnvoy B2B Aug 2018 - Jul 2021Grand Rapids, Michigan, UsJoined Envoy B2B to stand up the sales organization and create a repeatable and efficient sales process, including putting new systems into place for better lead and opportunity tracking. I managed and closed all net new business with mid-size and enterprise level prospects in the apparel, footwear, and accessories space.
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Sales DirectorCavallo (Previously Salespad) Dec 2015 - Aug 2018Grand Rapids, Michigan, UsManage revenue growth for all lines of business, including professional services, custom development, on-premise software licensing, SaaS software licensing, and annual maintenance contract renewal. Maintain and develop relationships with strategic channel partners.Manage, develop, and coach all sales employees, which includes sales managers, sales engineers, outside and inside sales representatives.Identify, plan, forecast, and report on company KPI's. -
Sales Account ExecutiveCavallo (Previously Salespad) Apr 2013 - Dec 2015Grand Rapids, Michigan, UsAs a Sales Account Executive, I managed the Pacific Northwest United States and Western Canadian provinces. My primary goal was to close net new business by developing deep partner relationships in my assigned territory, along with managing a book of 100+ existing accounts.
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Personal Banker/Loan OfficerFifth Third Bank Apr 2012 - Apr 2013Cincinnati, Ohio, Us -
Management AssistantEnterprise Rent-A-Car 2011 - 2012St. Louis, Mo, Us
Tom Rau Skills
Tom Rau Education Details
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Ferris State UniversityBusiness
Frequently Asked Questions about Tom Rau
What company does Tom Rau work for?
Tom Rau works for Envoy B2b
What is Tom Rau's role at the current company?
Tom Rau's current role is Vice President of Revenue Operations.
What is Tom Rau's email address?
Tom Rau's email address is tr****@****oft.com
What is Tom Rau's direct phone number?
Tom Rau's direct phone number is +161624*****
What schools did Tom Rau attend?
Tom Rau attended Ferris State University.
What are some of Tom Rau's interests?
Tom Rau has interest in Hiking, Sports, Golf, Travel, Hunting, Fishing.
What skills is Tom Rau known for?
Tom Rau has skills like Sales Operations, Crm, Sales Management, Sales, Account Management, Solution Selling, Microsoft Dynamics, Erp, Customer Service, Business Process, Marketing Strategy, Customer Relationship Management.
Who are Tom Rau's colleagues?
Tom Rau's colleagues are Mark Troast, Mark Johnson, Jeff Stienstra, Kara Hoffman, Lucas Meschke, Vincent Fasburg, Matthew Marcionetti.
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