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.

Community Brands

GiveSmart | Fundraising  (including Event, Year Round, CRM)

Account Executive

Drift

Account Executive, Growth

Sendoso

Enterprise Sales Development 

TriMech

Responsible for the sales and support of SolidWorks Design, Simulation and Revision Control products in addition to TriMech provided training and services within the local territory of Western South Carolina. Formed strategic partnerships with design and manufacturing companies ranging from small machine shops to large enterprises to help them design cool stuff, way faster with less overhead.

Territory Manager

Inside Sales Account Manager

CAPINC | A TriMech Company

Responsible for commercial Business Development within the New England Engineering and Manufacturing Sectors and held additional responsibilities to support CAPINC's customers within Academia.

Business Development Rep 

By Appointment Only, Inc. (BAO)

Roles and Responsibilities:

•Make telephone calls to companies, meeting established call and project objectives
•Use Internet and public documents to research companies
•Gather contact information, market data, qualifiers and other information from prospects, meeting established data-gathering objectives
•Contribute to team and departmental growth, standards and training initiatives
•Professionally communicate with C-level, VP-level, and Director-level executives via phone
•Make over 200+ cold-calls per day on average to gather market data for clients
•Map the organizational structure of target accounts, enabling clients to pin-point potential sales targets
•Live-validate contact names, titles and geographical locations to ensure accuracy and client satisfaction

Market Research Specialist

Kronos

- Answer incoming customer calls with the greeting and confidence to insure an excellent customer service experience that will result in Customer Satisfaction Net Promoter Scores are greater than 8.
- Utilize Aspect system components for automated call answering (Teleset/Uniphi Connect) and viewing Call Center activity (Unified Command and Control – Real-Time Reporting).
- Utilize Amdocs and Screen Pop to enter call data for case creation, and review and update site and contact records for data integrity.
- Process online support requests via eCase Management, assess urgency and proved receipt confirmation.
- Sustain a broad overview of the Kronos product suite for accurate call dispatching.
- Maintain comprehensive knowledge of all support entitlements for accurate call dispatching
- Identify sales & service opportunities for existing customers and pass them along via the Rainmaker program to the Kronos Business Develop Group for further exploration.
- Utilize Kronos WFC Scheduler for technical support resource availability and attendance.
- Utilize Answering Service Web Portal to engage technical support resources outside KGS business hours.
- Assigned projects include data entry in Amdocs for acquisitions, data entry in Access Databases for Answering Service and Customer Care logs.

Customer Service Coordinator

Circles

- Responsible for delivering extraordinary customer care through end to end servicing of a wide variety of customer requests for personal services such as dining reservations and suggestions, flower orders, and gift baskets for special occasions, ticket inquiries, locating hard to find items, travel / lodging arrangements and product comparisons.  
- Utilize a variety of resources including search engines, websites and internal resources to research customer requests with the goal of delivering meaningful and valuable solutions. 
- Promote meaningful relationships and driving brand loyalty through engaging and informed conversations and written communications with customers.  
- Identify and provide meaningful and relevant knowledge and insight to members regarding the services that we can offer.
- Utilize various complex internal technology applications to accurately and completely capture information regarding customer preferences and requests.  
- Consistently provide high-level customer service in a fast paced, structured environment
Meet individual performance objectives based on customer satisfaction, productivity and overall positive / proactive behavior, while participating in training sessions to remain current on various policies, processes and procedures related to servicing of customers. 
- Identify opportunities to proactively meet member needs to deliver value-added recommendations and services.

taplio

The Battle

Ellen Rataj

Patrick Ward

Followers

Posts

Engagements

Likes

Ready to grow your LinkedIn presence?