Edward Gorbis

Amazon Web Services (AWS)

Helping SaaS, FinTech, eCommerce, and Healthcare companies scale in the cloud

SMB Sales

500 Global

I advise entrepreneurs in The 500 Startups ecosystem.

Mentor

Jobandtalent

• Hired and built the US sales and account management team (25) to deliver our SaaS solution
• Closed $400M ARR in organic and inorganic revenue through strategic growth (110% attainment each quarter)
• Responsible for M&A integration, bridging sales and customer delivery efforts

VP, US Sales & Account Management

WeWork

• Partnered with 10-15 cross-functional partners to develop an implementation strategy and identify new business opportunities with the sales and professional services teams 
• Lead international sales, account management, and customer success team (15) and strategy with SoftBank to expand crossfunctional relationships with all 200+ SoftBank portfolio companies globally
• Managed the global SoftBank account, closing $52M in total contract value and
growing the business to 14 locations

Senior Director, Enterprise Account Management & Business Development

• Lead pre-sales activities by working with technical delivery teams (product designers and architects) to ensure the scope of work and budgets were accurately defined with clients
• Built the West Enterprise AM team (SF, LA, and Austin), hiring and training 25 Enterprise AM’s
• Grew the account management team revenue generation quarter over quarter for 1.5 years ($25M ARR each quarter & 110% retention rate)
• Lead Quarterly Business Reviews within 400+ large enterprise clients to identify opportunities for growth (generated upsell pipeline of $75M each quarter)

Director, Enterprise Account Management

Greeneum Network

• Greeneum is a decentralized cryptocurrency built on the Ethereum ERC20 protocol
• Developed partnership models and integration plans for third-party renewable developers, utilities, and smart energy innovation organizations
• Spoke at crypto and Fintech conferences to educate the market and drive adoption

Co-Founder, Head of Sales & Account Management

FirstFuel Software

• Developed plan with Salesforce to add FirstFuel as a trusted partner, lead Rest API development, and trained Salesforce teams on how to sell FirstFuel Software to utility partners
• Responded and wrote RFP responses for 8 utilities, totaling $55M ARR
• Lead a team of 3 Enterprise Account Managers with 18 accounts (300% portfolio growth)

Manager, Enterprise Account Management

Pacific Gas and Electric Company

• Scaled the data center EE program where I improved program enrollment by 50% in 12 months by launching the first localized campaign strategy and building deeper relationships with data center operators
• Partnered with Salesforce to help implement PG&E's CRM for energy efficiency customer relationship management

Senior Program Manager

Gas Transmission Systems

• Managed RFP process with multiple utilities to ensure GTS won bids with clients (6 contracts valued at $120M)

Engineering Consultant

I am an enterprise growth leader, engineer, and startup advisor.

I pivoted from Civil Engineering to Sales Leadership and have built multiple Enterprise Account Management and Customer Success teams for hyper-growth SaaS and marketplace startups. I have led various teams of 25-50 people that generated more than $500MM in revenue over the last 15 years.

In my spare time, I love to educate curious Bitcoin newbies on the fundamentals of blockchain. I believe Bitcoin is the most important innovation of my lifetime and am on a mission to onboard the next 100,000 users.

My mission is to be the Swiss-Army Knife to your business:

My portfolio:

→ I advise early-stage companies on how to strategically scale their sales team
→ I am a 2X Enterprise Sales leader for hyper-growth companies
→ I've built 2 digital products 
→ I have a 1:1 coaching business

Outside of work, I love to spend time with my wife, travel, hike, podcast, read, cook, drink kombucha, listen to music, and tinker with new ideas.

PS: Ask me about how I ensured SoftBank backstops WeWork back in 2019.

SMB Growth

Ninestone Partners

Ninestone offers custom sales performance and marketing systems to accelerate revenue growth at scale. 

- sales and marketing strategy
- sales operations consulting
- sales execution
- business development
- sales closing
- sales coaching
- CRM development (HubSpot and Salesforce)
- website design and development
- content marketing
- marketing automation
- email marketing
- social marketing
- paid advertising
- video production and promotion

We regularly work with the following solutions: HubSpot, Salesforce, Klaviyo, Go High Level.

Managed Services Include:
Sales Execution | Sales Consulting | | Marketing Consulting | Website Design | SEO | Content Marketing | Inbound Marketing & Marketing Automation | CRM Consulting & Integrations | Paid Advertising | Event Marketing

Chief Executive Officer

The Tonkin Group

I leverage a career spent delivering success with fresh, unorthodox strategies. I set out to bolster businesses with tailored transformation and change management, business process alignment, and strategic planning.  Here are some results:

$—I spearheaded the development of a $1.2M business pipeline.
$—I assisted a retail company in evaluating its business processes, which resulted in a $2.5MM monthly cost reduction.
$—Helped a managed service provider streamline their processes and decreased costs by 32%
$—Forged lasting partnerships with executive management which decreased overhead by 17%

Do you want these results?  Call me!

Management Consultant

RISE: Research & Insight Based Strategic Enablement

Collect and analyze qualitative and quantitative data from sales, revenue and enablement leaders to provide insights to elevate the sales profession and drive revenue with quality enablement practices.

Strategic Advisor: Research

Cornerstone OnDemand

In this role, I presented thought-provoking sessions nationwide on learning, performance development, and leadership strategies, serving as a lightning rod to Cornerstone’s learning/talent management products suite. I provided operational strategies and tactical tools that helped people carry aspirational themes through to action, sharing step-by-step instructions such as prescriptions for asking great questions and building trust.
* Presented more than 150 times, serving as an industry conference keynote speaker and earning high marks and a returning audience for being informational, educational, and entertaining. 
* Melded unique research and content in crafting presentations for Cornerstone executives, writing white papers, and blogging. 
* Promoted a culture of curiosity, inviting new questions and ideas, a culture that accepted “not knowing” but never ceased looking for answers. 
* Focused on talent management professionals in healthcare and higher education, with efforts helping fuel two-fold growth in the Healthcare vertical in 24 months.

Senior Principal, Thought Leadership & Advisory Services

Oracle

I capped a varied and valuable tenure at Oracle in a role responsible for adding a new layer of training and measurement. My time here saw the company grow from a $2.5B organization to a $50B+ multinational tech company. At this time, I was tasked with countering strong competition, taking away our existing customers, and staying laser-focused on behavioral change and charting results. 
* Created and deployed a rigorous enablement program that served 1,000 new reps in one year, successfully negotiating a commitment to being able to work with new team members for their first eight weeks with Oracle. 
* Used and trademarked Progression of Performance, which targeted leading the indicators to selling and took Oracle from a raw to refined sales approach.  
* Followed 746 reps – many with a skill set outside tech – and logged results that included exceeding quota by $50M, which paid for the program. Achieved a quota average of 62% in year one, with programs designed/delivered by the team attaining quota attainment greater than 90% overall.
* Realized a decreased time to quota from 14 months to 9 months. 
* Charted a doubling of average sales employee retention, from 1.8 to 3.6 years. With normal annualized attrition in sales hovering at 22%, attained an annualized attrition rate of 7.65% for those in the program. 
* Led a group of senior learning specialists who managed all phases of developing the learning process and enabled precise measurement of learning and development through sales performance, revenue, and retention.

Senior Director - Sales Academy

Here I made a move up the enablement ladder to coach senior directors and above on how to be effective executive sponsors within the sales force. We were heeding growing corporate recognition that leaders needed to model the behaviors of the sales team. I trained somewhat reticent groups in multiple cities on being a trusted, customer-centric advisor – with rising customer sat scores bolstering the willingness to listen and learn. 
* Supervised a team of 10 senior professionals, executing targeted enablement programs that allowed both Sales and more than 300 in the executive community to grow from knowledge processing to deeper evaluation, which ultimately resulted in growing sales, revenue, and customer satisfaction.
* Increased job satisfaction, organizational commitment, revenue, and productivity with the creation of a full lifecycle methodology for targeted enablement programs. The model has instructed the rollout of several programs since 2011.

Senior Director, Applications & Executive Enablement

Tasked with bringing new products into the steady diet of Oracle customers amid a proliferation of acquisitions, I managed a consulting organization with a team of 60 and a $20M+ P&L built from the ground up in a previous position. I was entrusted regularly with hefty challenges and turned a losing product into a 36% margin, stopping leakage and creating a new way of selling contracts that prevented friction and saved time.  I directed all business development, proposal development, and final negotiations for professional services.

Senior Director, E 2.0 Service Line/Consulting

In this role, I piloted the transition from a product-centric to a solution-centric selling model, facilitating a far-reaching sales and implementation methodology for Oracle’s Collaboration Suite. With a $10M expectation for the product’s first year, the company closed $21M, directly impacted by the methodology and personal input to sales, including a $3M deal with Allstate.

Senior Director, Technology Enablement

$— I am a creative revenue and growth strategist infusing innovative insights and methods backed by 25+ years of gathering intelligence and roles impacting Oracle’s impressive trajectory. Author to the Progression of Performance™, a four-step process: learn, practice, rehearse, and perform that guides you to achieve your goals.
 
$—By effectively marrying a Ph.D. in organizational development with personal experience and skills, I offer deep consultative value and a new perspective on the underappreciated aspects of a business. I’m also enthusiastic and empathetic, helping others understand and embrace the need for change.

taplio

The Battle

Edward Gorbis

Tom Tonkin, Ph.D.

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