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

Salesforce

Advise pricing strategy and deal structure on $250M+ of incremental annual recurring revenue (ARR), serving as a thought leader to senior sales counterparts

Deal Desk - Strategic Business Practices

Splunk

Lead finance team member dedicated to the partner sales channel. Partnered closely with executive stakeholders and cross-functional teams to create analyses and strategies to grow the business by 40% year over year

Built out complex financial models and led all finance workstreams including, operational expenses, annual financial plan, and long-range forecasts during the company’s on-prem to cloud migration

Innovated and implemented multiple financial calculators to optimize processes and solve operational needs, reducing time spent on analysis for month-end accruals by approx. 50%

Strategic Finance & Go-to-Market Sales

Created complex pricing strategies for largest enterprise client deals through building out financial models, conducting quantitative analyses, and partnering with key stakeholders

Developed scalable market activation tool to aggregate market data for sales teams and drive pricing strategy for enterprise clients. Tool scaled to increase sales velocity and pricing power

Deal Desk and Strategic Finance 

MHT Partners 

M&A deal execution and business development for private and public companies, working with Private Equity groups and large strategic companies

Executed acquisitions and divestitures end-to-end through performing financial valuation analysis and modeling (discounted cash flows, comparable transactions analysis, public comparable analysis, and leverage buyout analysis), determining industry market dynamics, negotiating deal terms, facilitating due diligence, partnering with the legal team, and carrying out all deal closing activities

Investment Banking Associate

The Tuck School of Business at Dartmouth

MBA Student

Credit Suisse

Performed financial valuations and analysis including discounted cash flows, NAV valuations, comparable company analysis, share price analysis, and extensive market research

Developed multiple pitch books for companies in airline, mining, construction materials, and transportation industries

Investment Banking Summer Associate

Spartan Solutions | AKRF

Top performing analyst

Construction Project Manager for the World Trade Center - Transportation Hub construction (a $4B project) 

Engineering Consultant and Structural Engineer for various infrastructure projects throughout NYC

Engineering Consulting Roles Pre-MBA

With over ten years of work experience in deal desk, strategic finance, and sales, I am a versatile and analytical professional who can drive pricing strategy, market activation, and sales velocity for enterprise clients. Currently, I work as a Deal Desk Senior Manager at Salesforce, where I create complex pricing models, conduct quantitative analyses, and partner with key stakeholders. Previously, I worked at Splunk and WeWork, where I developed a scalable market activation tool and supported the largest client deals in the industry. My core competencies include strategy, data analysis, and sales finance, and I am passionate about empowering organizations to achieve their goals through innovative solutions.

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Edward Gorbis

Goldie Schupak

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