Databricks

Digital Native Account Executive

2023 Sales Year
112% Consumption Quota Attainment

Emerging Digital Native Account Executive

Senior Commercial Account Executive

2022 Selling Year:
146% of Commit Quota Attainment
67% of Consumption Quota Attainment

2021 Selling Year:
103% Consumption Quota Attainment
91.52% Commit Quota Attainment

Commercial Account Executive

New Relic, Inc.

•Met with 35 CTO's and VP's of Engineering to discuss revenue impact and outcomes of observability initiatives.
•Played a key role in New Relic's transformation by educating and converting clients to new consumption model.
•Joined the company during Covid-19 pandemic; learning how to thrive in a virtual, work at home, selling environment.

Account Executive, Named Accounts

Gartner

•	Met monthly with 14 CIO Clients to discuss student enrollment and innovation in education
•	Educated 14 CIO’s on the forces transforming their industry (analytics, cloud and AI)

Senior Account Executive- Higher Education Clients

•	Coached and mentored 90 incoming Gartner account executives
•	Facilitated learning of Gartner's value proposition & Challenger Sales methodology
•	Collaborated with teams to consistently optimize and enhance our sales learning development program

Sales Learning & Development Manager

•	Helped CEO create re-seller program; netting 9 new prospect meetings at an event.
•	Advised and Collaborated with 8 Sr. Product Managers monthly on buyer pains and market trends
•	Facilitated introductions between clients that led to hiring of VP of  Marketing.

Account Executive-Major Accounts-High Tech Clients

•Connected 12 Chief Information Officers with Gartner analysts to support IT buying decisions.
•Helped CIO's transition from tactical order takers to strategic partners

SMB Account Manager- Mid Size Enterprise

-Generated 47 prospect meetings in 3 months via email and cold calling
-Doing so earned me a full time offer at Gartner that ended up leading to a great 5 years there

Business Development Intern

⭐️ Super Account Executive ⭐️ On a Mission to Retire Mom by Showing Sales Professionals How to Stand Out 👀

It’s September of 2012. I’m studying for a chemistry test when I get a phone call. 

Out of no where I learn a massive heart attack took my father’s life.

Immediately at age 20, I had to:

-become the man of the house
-create an exit strategy for college
-focus on making at least double my dads income

This pressure led me to finding the world of tech sales.

Starting as an intern at Gartner. I worked my way to AE, then sales trainer.

Then jumped into the world of software sales at New Relic.

Now for the last 3.5 years I’ve been working at Databricks, one of the greatest tech companies in the world.

My biggest goal is to comfortably retire my mom by selling 6 & 7 figure deals in SaaS.

I am the product of farmers and immigrants from the Balkans.

I get things done because I had great parents who raised me with an expectation of excellence.

I don’t talk, walk, act or dress like regular sales people.

I don’t like best practices. Instead I try to do the opposite of others because you can’t create extraordinary results by doing the same thing as everyone else.

If you like the sound of that, give me a follow or shoot me a DM.


Danilo Vuk Capric, MBA, MSc

Below the Lens

Augmented Reality news delivered fast and simple every week

Founder

Alluviance

Alluviance focuses on building inner game and and sales knowledge. It's a community for tech sales professionals and bringing forth a new wave of rising leadership to help people feel a greater sense of purpose, connection, and drive incredible results.

Founding Member - Aspire

Elementary

Elementary is a series B startup with ~50M in funding backed by Toyota Ventures, Fika Ventures, Threshold Ventures, Fathom Capital, Riot VC. www.elementaryml.com

Solution: AI / ML Cloud based SaaS data analytics platform
Personas: IT, Engineering, Operations
ACV: 100k-1M
Deal Cycle: 6-9 mo.
Account Sizes: Enterprise and Mid-Market, some SMB
Methodology: MEDDIC / MEDDPICC

▪Built $1M+ pipeline, 55 new meetings booked via cold outreach in 5 month tenure (including ramp time)
▪Created a new sales playbook along with Head of Sales for outbound messaging and implemented an agile sales strategy that increased lead conversion rate by 25% and average deal size by 20%
▪Conducted comprehensive research on Ideal Customer Profiles (ICPs) using internal feedback, online sources, and ChatGPT. The insights gained from the research were used to develop targeted marketing strategies, which contributed to a 20% increase in sales pipeline

Enterprise Account Executive

Motorola Solutions

Solution: Cloud based SaaS for physical security 
Personas: IT, Facilities, Physical Security
ACV: 15k-100k
Deal Cycle: 3-9 mo.
Account Sizes: SMB and Mid-Market, some Enterprise
Methodology: MEDDIC / MEDDPICC

▪#1 ranked AE nationally in revenue generated in sale of SaaS products, responsible for 25% of annual company revenue in closed deals. Adjusted quote attainment 98.27% towards annual target of $2.4M in product sales at 10.5 months
▪#1 national winner in both March madness outbound prospecting competition
and premium software upsell competition
▪Interim Regional Sales Manager for 6 months, managing field sales and 50+ channel partner network resulting in a 25% increase in monthly revenue and a 15% increase in new customer acquisition

Account Executive

Syneos Health

Solution: Pharmaceutical products
Persona: Healthcare professionals
Methodology: Challenger Sales

▪Top 5% of sales team, nationally ranked #2 in last quarter
▪Exceeded performance criteria, met 100% of quota at capped commission rate

Business Development Representative

Navstar Advisors

Private equity consulting firm

▪Actively drafted interview guides and diligence reports for mid-sized companies
▪Led associates and pitched techniques to increase efficiency by 25%
▪Supported director in analyzing research on products in global markets

Associate

Harvard alum. Med-school drop out. Applied for Y-Combinator - didn't get in. Worked in sales at 2 startups. Started a newsletter because I love writing and tech.

taplio

The Battle

Danilo Vuk Capric, MBA, MSc

Saif M.

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