Firstbase.com

Senior Marketing Manager

FranchiseFWD

Co-Founder

Soccer Skills Lab

Futrwrk.

Fractional CMO

ACE Kiosks

As a player/coach, I generated inbound sales opportunities with 200+ booked conversations. Achieved $1.2M+ in revenue growth. Boosted brand visibility and recognition, resulting in a 500% increase in website traffic and higher search engine rankings. Led forecasting, quota setting, pipeline management, sales training, and asset management for consistent revenue growth.

VP of Sales & Marketing

Buddy Punch

Sales hire as a player-coach for PLG startup wanting to grow ARR from $3M + primarily upmarket into Enterprise. Primary focus was to grow conversion for large segmentation ARR deals from  20% to 30%+

Sales Director

Akerna Corp. 

Oversaw B2G and B2B Small Medium Business units at Akerna, including Sales, Onboarding, Account Management, Customer Support, Project Management, RevOps, and Knowledge Team.

Improved client churn from > 4% to 2.5%.
NRR 12-month rolling was 74%, and 3-month rolling was 94.55%.
Oversaw and managed a sales team that exceeded the quarterly quota by 5%.
Exceeded forecast goal by 16% in FY 2021
Jointly launched training program and revolutionized sales team through MEDDIC and Value Selling methodologies which drove Revenue by 35%.

Head of SMB & Mid-Market

Strategically led 6 successful acquisitions from close to fully integrated with scalable and repeatable 100-day plans through all business workstreams.

Aligned metrics, tools, and processes to level up Akerna Corp by taking best-in-class methodologies to streamline all organizational motions through influence.

Decreased spending by over $100K annually throughout the 6 acquisitions while increasing revenue through cross-selling motions by over $120K annually.

Director of Integrations (M&A)

Coached and mentored an 8-member +/- sales team to grow global revenue by 150%
Implemented Strategic Account Management program, which led to an increase in $X.XM ARR.
Spearheaded partnerships resulting in additional ARR in the first year.
Ran and coached all reps via 1-on-1s, pipeline inspection, and role-playing exercises.

Director of Sales & RevOps

Responsible for high visibility and must-do projects for Akerna to obtain substantial growth.

Sr. Project Manager

Arrow Electronics

Responsible for high visibility and must-do product updates for Arrow Digital to obtain substantial 2018 Growth – including Azure Migration, Frontend Re-Architecture, expansion of a Chinese Arrow site, and the program of Page Load Performance.

Product Manager

Ball Corporation

Collaborate with various internal departments to ensure releases are incorporated into the most mature, gold-standard JD Edwards production system across the entire organization. Coordinate projects to create a seamless design and ensure on-time and on-budget delivery.

DevOps Release Manager

Sogeti

As a consultant, acted as Scrum Master, Project Manager, and Business Analyst - Collaborated with Sales and Project Team, consult on client calls and meetings to establish customer relations and communicate customer delivery needs in accordance with expectations and requirements.

Consultant

As a Consultant; developed in Java in an Agile environment and migrated between multiple testing environments. As Project Analyst; collaborated with PMO Team in a mixed-methodology system of Agile and Waterfall.

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I'm all about B2B, SaaS, DTC, Ecomm, and H2H (human to human).....

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Ian Block

Kyle Asay

LaunchDarkly

Third-line leader responsible for three sales organizations:

- Global commercial and mid-market sales
- North America Enterprise Acquisition 
- Global SDR

First three months:

- Increased outbound pipeline created by 142%
- Increased outbound pipeline won by 67%

First 6 months: 

- Decreased Time to First Sale from 65 to 33 days (49% improvement)
- Increased Ramped Seller Productivity (revenue per rep) by 45%
- Increased revenue for my segments (US/EMEA/APAC) by 40%
- Drove SDR transformation leading to record-breaking Q4
- Increased PG ARR per AE by 114%

Responsibility increased to cover North America Enterprise Acquisition after impact shown in first two quarters.

Awarded “VP of the Year” and President’s Club for FY25 after completely turning around team morale, culture, while significantly increasing revenue per rep and increasing ASP by 2x. 

Q2 FY25: 73% quota (joined halfway through quarter, assessed org and determined priorities)
Q3 FY25: 85% quota (turned over 50% of team, began rebuild)
Q4 FY25: 91% quota (new reps ramped quickly, rebuild continued)
Q1 FY26: 114% quota (fun to see things working) 
Q2 FY26: 129% quota 
Q3 FY26: 109% quota

VP, Global Growth Sales

MongoDB

Second-line leader responsible for new business sales for the commercial, mid-market, and lower enterprise segments in North America. 

FY25:

- Q1 129% revenue target
- Increased New Logo quantity while increasing quality (6x increase in acquired customers over $1m TAM) 

FY24:
 
- 163% revenue target 
- Increased Employee Engagement from 59% to 84% 
- Rebuilt struggling org (went down to 8 ramped reps) back up to a team of ~40 while simultaneously going from lowest to highest rep productivity globally
- Accomplished the above with fewer than 2 inbounds per AE per year and only one SDR covering my entire org

RVP, North America Acquisition

Second-line leader responsible for new customer acquisition for the Midwest, Northeast, and Canada regions.

RVP, High Tech Acquisition - Midwest, Northeast, and Canada

Qualtrics

Responsibility increased to oversee all SAAS revenue for all Midwest accounts up to $2 billion in annual revenue as well as all SMB revenue in North America.

Second-line leader working with a phenomenal leadership team that oversees 60+  fantastic Account Executives.

2021 President's Club winner.

Proudest accomplishments of tenure were:

1) Lowest attrition of any sales leader across the company
2) Helping ten individuals achieve their goals of promoting into leadership roles

Regional Vice President of Sales, Corporate Midwest

Building out our new Chicago office. Second line leader responsible for all Customer Experience, Product Experience, and Brand Experience revenue for Midwest accounts up to $1 billion in annual revenue. Qualified for my 4th straight President's Club. All of my eligible direct reports (Sales Directors) also qualified for President’s Club.

Regional Vice President of Sales, Midwest CX

Asked to take on second-line leadership responsibilities to begin building our new Midwest Market Unit for our CX, PX, and BX product lines.

Director, Corporate Sales

I was the #1 CX Sales Manager for FY 2019 (out of 15+). In addition to being the top performing team as measured by revenue over quota, our group also led out in percentage of reps attaining quota as well as employee engagement. President's Club winner.

Senior Manager, Corporate Sales

I was the #1 CX Team Lead for FY 2018 out of 20+ in my cohort. The highlight of this year / role was Q4 when 100% of the reps on my team exceeded quota which gave us momentum into our record breaking 2019. President's Club winner.

Manager, Corporate Sales

- 2017 #1 Account Executive (out of 200+ AEs worldwide)
-  Averaged 157% of quota across five quarters
- President's Club
- I finished the personal quota chapter of my career story at a cumulative 140% quota attainment ($2.15 million in new business bookings on a $1.5 million quota)

Senior Account Executive

Missed quota for a couple of years (got close a couple of times). 

Suspended for one day without pay (long story).

Learned a ton, worked hard, results started to come and I earned my first AE promotion.

Account Executive

Promoted to AE after three months of being a part-time SDR because the company was growing very fast and they were desperate for headcount. 

Would have been a lot more successful as an early AE had I actually learned to generate pipeline.

Sales Development

VP at MongoDB | SalesIntroverts.com | Sellers promote faster with my frameworks

I begrudgingly started my career in sales as an SDR at Qualtrics. After realizing there was no way out, I decided I might as well get good at it and qualified for five consecutive President’s Clubs as an AE, front-line leader, and second-line leader. 

After an incredible 8.5 years at Qualtrics, I was recruited to MongoDB, where I ended my tenure leading their North America acquisition sales organization for commercial, midmarket, and lower enterprise segments. 

After nearly two years of rebuilding and scaling that organization I was offered a role I couldn't pass up to run global midmarket sales for LaunchDarkly. 

When I'm not refreshing my forecast and asking for deal updates from my teams at LaunchDarkly, I'm building frameworks to help other sellers replicate (and exceed) my success. 

You can join well over 10,000 sellers learning from those frameworks at SalesIntroverts.com.

taplio

The Battle

Ian Block

Kyle Asay

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