Ellen Rataj

PolishUp, Inc.

We help B2B sales teams hire more A players.

Co-Founder & CEO

nReach.io

VP of Sales

Closed Won Revenue

Helping Series A & B startups scale their teams to grow revenue

Fractional VP Sales & GTM operator

Commsor 🦕

Advisor

FreeWill

Managed a team of 60 people, I successfully turned around FreeWill's revenue engine by 36% YOY growth in 2023 (after an 8% YOY rev decline in 2022) by leading and scaling the 60 person sales organization to help nonprofits expand & accelerate their impact.

Rebuilt the FreeWill Sales Team through setting a strategic vision, implementing repeatable and scalable processes, and focusing on execution, accountability, and performance management that led to:  

+ Doubled PPR (productivity per rep)
+ Doubled win rate from 6% to 12%
+ Decreased sales cycle from 100+ days to a median of 45 days
+ Quartered new hire ramp time
+ Held ACV steady

HubSpot

As Head of Sales, I developed & ran the Ramp Acceleration Program for HubSpot's global sales org. Every sales segment (eg Corporate, MidMarket, SMB, etc) is assigned a Ramp Acceleration Manager to turn new AEs into fully productive reps as quickly as possible, measured through segment PPR and ASP metrics.

Founder - Head of Ramp Acceleration, Sales at HubSpot

I built the Sales Enablement (now Revenue Enablement) function from the ground up, focusing on coaching and developing global sales leaders through recurring programming, skill development playbooks, and 1:1 mentoring.

I also built the executive communication and strategy execution model for sales, to ensure cross-departmental alignment, through consistent change management efforts.

Founder - Head of Sales Leadership Enablement, GTM Enablement

As one of the original four SMB Sales Managers at HubSpot, I managed a team of 10 direct sales reps. I onboarded, coached and developed 22 sales reps over two years, many first-timers, and built programming to expand the segment to 30 sales managers and over 250 sales reps (as of H2 2022)

Sales reps on my team learned how to successfully position the HubSpot platform through a highly consultative and evangelical sales process.

Sales Manager

+ Received Brian Halligan's (HubSpot Cofounder) "Heavy Hitter" sales award
+ #1 Direct Sales Rep in 2014 at 181%
+ #4 Direct Sales Rep in 2015 at 154%
+ Attended every HubSpot President's Club annual recognition trip for top sales performers

I helped companies rethink the way they do business & how they compete within their industries.

Principal Account Executive

Vodafone Global Enterprise

I actively managed local relationships within the Netherlands for 25 multinational Vodafone customers.  As a customer-focused team player that influences & leads through strong communication and concise decision-making skills to achieve results, I drove profitable sales and increased Vodafone's market share of integrated products, services, and solutions.

National Account Manager

Verizon Wireless

I was hired as an Account Executive.  As a top performer, I was promoted into Sales Management and lead the Boston B2B sales team targeting mid-market accounts.

Sales Manager, Mid Market

AT&T Mobility

I was extended an offer to join AT&T's on-site, intensive five-month Business Sales Leadership Development Program.  Finishing #1 of 24, I transitioned into an Account Executive role responsible for net new business growth measured through monthly quota targets.  I also was responsible for maintaining all relationships going-forward and measured on install base, upgrades, add-on, and retention metrics.

Business Account Manager

In 2022, FreeWill's net new revenue unfortunately declined by 8% YOY. 
I was hired in Q4 2022 as VP of Sales to lead the 60 person team.
15 months later, we finished 2023 at 36% YOY net new rev growth. 

Why was I able to do this? How was I able to do this? 

I rebuilt the FreeWill Sales Team through setting a strategic vision, implementing repeatable and scalable processes, and focusing on execution, accountability, and performance management.

Within 12 months, we: 
+ Doubled PPR (productivity per rep)
+ Doubled our win rate from 6% to 12%
+ Decreased our sales cycle from 100+ days to a median of 45 days
+ Halved new hire ramp time
+ Held our ACV steady 

I am a people-first Sales VP, dedicated leader, and executive strategist with GTM enablement experience scaling global sales teams.

Today, I lead the 60 person sales organization at FreeWill by balancing execution across both short-term and long-term growth plans. I believe in motivating sales teams to perform at their best by running a repeatable and scalable GTM motion, which has increased FreeWill's revenue and driven company growth. 

As a company, FreeWill has raised over $10 BILLION dollars through the creation of over 1 million wills and supports a customer network of over 1500 non-profit organizations.

Prior to joining FreeWill in 2022, I spent a decade at HubSpot. In 2022, I built out a brand new global role within HubSpot Sales as "Head of Ramp Acceleration". I supported 25+ Managers and 4 Directors as I created, executed, and scaled a segment-wide program to decrease "time to ramp" for new hires, which has since been implemented across the global HubSpot sales footprint to all teams and segments.

From 2018-2022, I co-founded HubSpot's now 45+ person Revenue Enablement team. I built and lead the growing Sales Leadership Enablement team, focused on developing and coaching sales managers & directors across all our global offices as we scaled from 40 managers to 200 managers, through implementing net new global programs, processes, and playbooks.

From 2016-2018, I was one of four original SB Sales Managers for HubSpot. Over these two years, I coached and lead a high-performing sales team to exceed our monthly quota targets while simultaneously ramping 22 new hires, which positioned me to step into the challenge of cofounding our Sales Enablement team in 2018.

From 2013-2015, I joined HubSpot as an Account Executive. I was the #1 Global Direct Rep of the year in 2014 and the #4 Global Direct Rep of the year in 2015.

Responsible for scaling the FreeWill revenue engine.
Leading 65 exceptional sales people.
Helping nonprofits expand their impact.

Valor Performance, Inc.

Master Coach

At Valor I have helped design a mental skills and leadership curriculum for a diverse audience of high achievers. Utilizing an online platform and individual coaching I work to increase self-efficacy, professional and personal growth and leadership skills. Additionally, Valor provides constant reevaluation and adjustment of offerings to best fit the needs of corporate clients, as well as, individual clients.

Performance Coach

Valor is a leadership and performance coaching platform providing digital coaching, sustainable strategies, and measurable insights for the modern work environment.

The Valor experience gives executives, managers, and high potentials the competitive advantage of a world-class performance coach to help them lead and navigate new opportunities and challenges in our constantly changing business and work environments. 

Valor’s global community of world-class Coaches collectively boast a combined total of 200+ years experience in leadership and performance coaching, 85% PhD and Masters in performance psychology and related fields, 50% Olympian, Paralympian, former Pro-athletes and former elite military personnel.

Valor’s software platform is designed to help companies close the professional training gap through a dynamic, measurable, and self-guided curriculum on Valor’s proven framework of performance mindset. 

Our mission is to build a community of high performing leaders dedicated to supporting one another in pursuit of sustainable peak performance, especially in the face of pressure and change.

Business Development

Matan's Life Map

I created Matan’s Life Map to help with a universal problem. If something happens to you, will your loved ones know where to find key information about your life.  Create a shareable map and save your loved ones the challenge and aggravation of searching under duress. 

Join us and start your map today. 

www.matanslifemap.com

AmpSurf

AmpSurf provides people with various disabilities the chance to experience the joy of surfing and freedom the ocean can provide through an adaptive and supportive environment.  AmpSurf clinics take place on both the east and west coasts of the United States. 

Interested in participating or supporting one of our events?  please reach out.

Member Board Of Directors

District Management Group

At DMG, I Coach and facilitate groups of educators and administrators to come up and implement solutions to specifically identified challenges within their schools during 10-week challenges

Southern New Hampshire University

Teaching Leadership, Organizational Behavior, and the connection between Sport and Society at SNHU allows me to engage with traditional and adult students at the undergraduate and graduate levels. Designing and tailoring curriculums has allowed me to deliver engaging programs to cohorts of approximately 30 students in-person, and virtually. Combining subject matter expertise with proven learning theory and a passion for empowerment has resulted in successful and satisfied students across age, industry and education level.

Adjunct Faculty

Career Sparks 

Partner with CEO and team to strategically offer ongoing support, mentoring and leadership. I work to create a positive learning environment with professional development and learning opportunities for fast paced, growing national firm.

Leadership Consultant

Baker Newman Noyes

•	Project Manage client projects including but not limited to: IT Selection & Implementation (SaaS and Hosted), Change Management, Process Redesign, Risk and Compliance.
•	Facilitate client discovery, and working sessions. 
•	Negotiate project related contracts, including cost of ownership analysis.
•	Evaluate potential vendors and products as they relate to specific client/project needs. 
•	Create and foster client and vendor relationships.
•	Create professional content for relevant publications (LinkedIn, Company Website, Company Newsletter).

Management Consultant

Bank of America

•	Developed sales strategies across client sectors to ensure sales productivity over short and long terms.
•	Consistently exceeded sales and performance goals by over 30%.
•	Optimized various product offerings to meet consumer needs. 
•	Advised individuals and small businesses on financial skills and strategies.

Relationship Manager

Private Consulting

Career Sparks
•	Project Management for a large-scale client presentation, ultimately resulting in a signed contract for $100k+ in business.
•	Worked directly with CEO of a national healthcare recruiting start-up to prepare for and implement client strategy for a $40B organization client pitch.
•	Conducted high-level market research regarding trends in the plastic and aesthetic surgery industry to prepare client presentation.
•	Assisted with all facets of the project including research and citations, PowerPoint, strategy, logistics and implementation.	
		
University of Puck, Commercial Operations
•	Conducted comprehensive market analysis and research, including the construction of interactive financial projection models
•	Designed a marketing campaign to including text, video and strategic points of contact with target market
•	Collaborated and developed market entry and management strategy with financial, legal and IT advisors to develop a business/facility/growth model. 
•	Served as point of contact for web design, facility design and potential investors.

Waban
•	Review, research and report improved and efficient ways to hire and retain employees.
•	Improved employee retention and screening process using client appropriate ATS software, behavior modification and management education. 
•	Analyzed company needs based on observation, interviews, and independent research 
•	Developed business plans for growing businesses including logistical adjustments and operational adjustments
•	Evaluated marketing schemes as well as growth projections of projects exceeding $3M
•	Collaborated with stakeholders to ensure optimal development and scheduling of projects. 
•	Specific industry experience in: finance, sports/wellness, recruiting.

Business Consultant

University of New Hampshire

•	Lecture on topics including: organizational behavior, stress management, goal setting and communication
•	Evaluate student performance during individual as well as collaborative work
•	Advise teams of students during a research project
•	Coach students through presentation skills leading to their final project presentations
Snowboard Supervisor: Ragged Mountain Resort, Danbury NH; Nov. 2007- Mar. 2010

Research/Teaching Assistant

I am a learning and development professional with a diverse background in human performance across various audiences. I am a team-first collaborator who is passionate about helping others become better employees, coworkers and people.

taplio

The Battle

Ellen Rataj

Matan Lushkov M.Ed, MBA

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