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

MongoDB

Leading Strategic Google Cloud Pursuits at MongoDB for the Western US.

Principal, Strategic Pursuits - Google Cloud

ZoomInfo

- Founding Channel Alliance Manager taking Zoominfo from $0 in co-sell revenue & marketplace transactions to over $25mm across AWS and Google Cloud 
- FY, 2023 quota attainment = 225%
- Dedicated to Strategic Cloud Partners, AWS & Google Cloud
- Own Partner Strategy, Execution, & Review Cadences within assigned GEO
- Collaborate with cross-functional teams to align & coordinate all Field Efforts
- Provide team & individual enablement on value of cloud partnership in deal cycles and execution
- Resource for internal business leaders to leverage in co-sell efforts with cloud partner ecosystem
- Coordinate Marketplace sales execution.
- Map and Manages Accounts
- Forecast Monthly/Quarterly Revenue & MoM/QoQ growth.
- Experienced w/ ACE, Google Console, Tackle.io, Workspan, SFDC

Strategic Alliance Manager - AWS & Google

- Ensure success of new team members, meeting 1-2 times a week w/ new team members. Ensuring new members have the resources needed to perform and address any gaps. 
 - Successfully onboarded 6 new team members during a 7 month period of time while maintaining and growing my own book of business. 
- Ongoing Enablement: Hosting 2 enablement meetings per month, focusing on continued learning for the team.	
- Assisted with team member deal execution: Provide guidance to team members with quote configuration, pricing strategy, internal deal process, assisting w/ closing calls. 
- Assisted Manager with day to day team support: Resource for tactical questions, support for basic issues, and training as needed.
- Held quota carrying role within my own book of business 
- Promoted to Strategic Account Manager - Cloud Alliances after successful execution in Team Lead role and attaining 243% quota.

Team Lead - Enterprise Account Management 

NASDAQ Listed: ZI 
Data touches everything an organization will use to acquire new market share. From Sales to Marketing to operations and Recruitment - ZoomInfo has a solution to help each department execute on their part in winning new business and growing revenue.
Key Responsibilities & Achievements:
- 2022 Presidents Club Contender  
- Million Dollar Club, Q2 2022
- Million Dollar Club, Q1 2022
- Responsible for managing portfolio of high-value strategic and enterprise accounts across multiple verticals and geographies 
- Align with key stakeholders on strategic needs and initiatives to better align products and services in an effort to drive revenue, build adoption, and expand relationship
- Retain and grow revenue in customer base and exceed sales quota by leveraging internal resources which include an assigned Sales Development Representative, Customer Success Managers, and Data Services Team 
- Ensure my knowledge of emerging products and services, as well as core products and features are up-to-date and am able to present them at key times when MEDDIC and GAP indicators are realized

Sr. Account Manager - VIP / Enterprise

University of Colorado Boulder

Provided insight and expertise on GTM foundations for a senior level Sales & Marketing Technology course.

Guest Lecturer

UserZoom

About UserZoom | Get user insights into your digital tomorrow, today
Description:
Design, Product, and UX teams rely on UserZoom to make user-centric decisions to create digital experiences customers will love. With a team spanning the globe, and experience-leading customers including Amazon, Aetna, Capital One, eBay, Facebook, Google, Kimberly-Clark and Sky, UserZoom has solutions to address the breadth and depth of user insights goals across all digital product development teams – from quick usability tests to measuring UX.

Key Accomplishments & Responsibilities: 
- Award: Best Executive Business Review - North America, 2021
- 90% Gross Retention Rate for 2021 YTD
- Achieved 280% YOY growth with large nonprofit taking ARR from $36k to $108k in less than 2 months of owning relationship 
- Grew Professional Services use at large midwest grocery chain from $0 in 2019 to $100k in 2020
- Retained 80% of customer renewals in travel, retail, and media sectors during global pandemic by articulating value of UX to c-suite and executive leadership
- Provide regular Executive Business Reviews to  c-suite, executive leadership, and key stakeholders in an effort to help key users eavganlize UX within the enterprise 
- Collaborate with internal teams to drive usage & adoption in customer base including strategically aligning with c-suite to meet with key customers

Enterprise Account Manager, North America 

SurveyGizmo

	Achieved $2.1mm in account growth and renewal bookings earning the #2 spot in the company for 2019
	Generated $775k in account growth within 6 months of carrying a quota in 2018
	Managed pipeline with 3X volume of active quota with Fortune 1000 organizations.
	Excelled throughout sales cycle by expertly articulating value of enterprise product to technical and nontechnical stakeholders (including those at C-level), proposing solutions based on products’ capabilities, and negotiating/closing contracts.
	Developed strategic account plans to drive and develop account growth and served as lead point of contact for all client relations and customer account matters.
	Partnered with development team to enhance product features requested by potential customers.

Senior Account Manager

SlamData

	Grew pipeline from $0 in 2017 to over $110K in net sales through sales contacts and research.
	Created strategic alliances, including first partnership with cannabis industry.
	Drove demand from target accounts by collaborating with marketing.
	Forecasted sales and directly reported analysis to CEO.


Duties include: 
- Hired by Co-Founder & CEO of the organization 
- Direct report to VP of Global Sales 
- Worked on strategic alliances within partner team
- Grew pipeline from $0 in Q3 2017 to over $110k in net new deals by 2018, and closing $45k in new business by Q2 2018
- Opened up new vertical for company with first deal in the cannabis industry 
- Manage & run successful PoC's of software 
- Prospect, educate, qualify, and develop Target Accounts and inbound leads to create opportunities within enterprise accounts
- Interact with prospects via telephone, social media, and email
- Research accounts, identify key players, generate interest and develop accounts to stimulate opportunity
- Collaborate with Marketing to drive demand from Target Accounts 
- Responsible for all stages of the sales cycle (prospecting, qualifying, negotiating, and closing) 
- Set short term and long term sales strategies
- Have direct contact and relationships with Target Accounts 
- Maintain and analyze list of regular prospect and customer calls in CRM
- Demonstrate products to prospects and customers
- Maintain prospect and customer records to help in preparing sales forecasts, market analysis and assessing competitor activity
- Articulate and report on pipeline activity and health for weekly pipeline review with CEO

Business Development Manager

March Networks

	Developed short-term and long-term B2B sales strategies to accommodate different buyers within complex enterprise sale, including:
Economic Buyer | Functional Buyer | Transitional Leader | IT Influencers.
	Developed relationships with key accounts as well as potential accounts sourced through trade shows.
	Provided cross-functional training on branding and customer expectations.


Duties included: 
- Personally found and closed first deal in cannabis vertical resulting in a new go to market approach for entire organization 
- Set short term and long term sales strategies
- Have direct contact and relationships with Key Accounts in the region
- Maintain and analyze list of regular prospect and customer calls in CRM
- Demonstrate products to prospects and customers
- Inform prospects and customers of sales promotions
- Maintain prospect and customer records to help in preparing sales forecasts, market analysis and assessing competitor activity
- Submit monthly (or as and when required by your manager) reports pertaining to sales activity, potential sale opportunities and market trends.
- Give constructive and quantitative information to help in maintaining product manuals, sales manuals and pricing schedules.
- Provide information to customers regarding products and applications
- Maintain knowledge of industry trends through trade publications and relation information
- Participate and assist with trade shows, conventions, customer functions and industry wide affairs as needed
- Maintain knowledge of the March Networks product line and competitive product lines
- Work and  cooperate with all sales, customer service, technical and management  personnel

Regional Account Manager

SnapLogic

	Exceeded monthly quotas of qualified sales opportunities 12/18 months.
	Led first deal (with Wendy’s) within targeted, Quick-Serve Restaurant niche.
	Closed landmark opportunity with Groupon that expanded market.

Enterprise Sales

Envysion, Inc.

	Ranked #1 in sales for High Velocity team 2 months after launch.
	Grew new pipeline in Southeastern region to $80K
	Assisted in development of sales process for new team.
	Achieved goals by cold-calling and conducting web-based presentations.

Account Executive

Constant Contact

	Achieved 141% of assigned quota (June 2014) and 110% YTD in 2014.
	Awarded quarterly All-Star Award Q2, 2014 and Pace for President’s Club, 2014.
	Achieved sales through consumer education about cloud-based marketing’s ability to meet growth goals.
	Coached, consulted, and advised small businesses and nonprofits in adaptation of marketing tools.

Inside Sales Representative

WHO AM I? I am a motivated, award-winning salesperson who has developed a talent within the IT industry, representing innovative companies whose products push businesses of all different sizes forward.    
I am able to manage the entire sales cycle from initial contact  through negotiating/closing the sale, as well as the relicensing process to enhance how customers can best be served.
WHAT IS MY PASSION? Simply put, I love selling technology. I work with the brightest and most creative people out there. I understand that technology moves industry and civilization forward. I am proud of my part. I analyze sales and industry trends, and understand the value my product creates in this context.
WHAT DO I DELIVER? I am consistently a top performer. While at Survey Gizmo, I exceeded $2.1mm in 2019 bookings through individual account growth, renewals, and licensing upgrades giving me a ranking of #2 in the sales organization. Also, I managed a pipeline with 3X volume of active quota with Fortune 1000 organizations. While at UserZoom as an Enterprise Account Manager; I was fanatically focused on our largest and most important customers, exceeding quota quarter after quarter. As I have built a reputation as a thought-leader and quota exceeder at Zoominfo, I was promoted into a Team Lead position in my first year,  where I helped others find their success. At the start of 2023, I was promoted once again to a role focused on our Strategic Alliance with Amazon Web Services as a Strategic Account Manager, Cloud Alliances. 

WHAT DO I BRING TO THE TABLE?
	Drive revenue, exceeding expectations, through a vertical within a geographic territory.
	Develop and execute complex and customized sales processes.
	Build and work a strong pipeline and grow the partnerships that define business.
	Communicate to diverse stakeholders the value of complex technology.
	Encourage rapid adaptation and expansion of technology throughout operations.
	Develop strong client relations that lead to expanded accounts.
WHERE AM I GOING? My plan is to continue working with an organization that creates and innovates technology to advance others’ potential. I plan to remain in the sales arena and I look forward to increasing my work with product management, continuously innovating and driving increased business.

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The Battle

Edward Gorbis

Lindsay Brady

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