Ian Koniak

I help tech sales AEs perform to their full potential in sales and life with coaching, courses, and community | Sales Coach | Former #1 Enterprise AE at Salesforce | $100M+ in career sales

I help B2B Account Executives perform to their full potential by mastering their  mindset, habits, and selling skills. 

As the former #1 Enterprise AE at Salesforce globally, I teach you what works. I've sold over 100M in my career, hit quota 16 of 19 years, and broken 7 figures 3 times. 

My coaching programs help sales professionals achieve the results they know they are capable of, while also finding joy and fulfillment outside of just their work. This program is built specifically for SaaS AE's and provides the training which you likely aren't getting from your company or manager. 

Prior to starting my own business, I worked in B2B technology sales for 19 years at F500 tech companies as an individual contributor, Sales Manager, and Director of Sales, with over 100M in career sales and numerous finishes at #1 nationally, including finishing #1 in the US Enterprise Select Division of Salesforce.

Most recently I worked as a Strategic Account Director for the Enterprise West Sales team at Salesforce, where I partnered with our largest customers to help them drive growth, innovation, and success on the Salesforce Platform. At Ricoh, I led a team of 10 Sales Managers and 70 reps responsible for 60M Annual Revenue across hardware, software, and services. 

After a near death experience, I started a coaching business to serve others and help them achieve incredible success by mastering the mindset, habits, and skills needed to perform at the highest level. I've also had to overcome numerous hardships in my personal life, including nearly losing my family to addiction. 

My mission is to share my learnings over 20 years in tech sales to help AE's perform their best without sacrificing their personal time, families, or health. To hear my full story, visit www.iankoniak.com or visit https://untapyoursalespotential.com

When I'm not coaching, I enjoy spending quality time with my wonderful family, running, and traveling.

Founder & CEO

We help Account Executives perform at their full potential by mastering the mindset, habits, and skills needed to perform at the highest level in sales with our sales coaching programs and online courses.

We offer private, group, and online sales coaching programs. We teach the exact playbook Ian Koniak used to become the #1 Enterprise AE at Salesforce and close over 100M in his career. 

Through a combination of live coaching calls, online training videos, live events, and a vibrate community, we help sellers perform reach the top 1% and change their lives and their families lives forever by maximizing their impact and impact. 

To learn how to get started, book a free coaching strategy call here https://calendly.com/tanveermostafa/30min-1

What’s the difference between how a consultant sells, and how a typical software AE sells?

In one word: EVERYTHING!

My first four years at Salesforce, I spoke to customers like many AE’s do.

I was friendly, charismatic, and asked a lot of questions about their current situation.

If I thought we could help the client, I shared our value proposition, overview of the software, and asked for next steps, such as a demo or deeper discovery.

I worked hard and considered myself a good “closer,” who could reel in any fish I had on the line using discounts, incentives, and old-fashioned persistence.

Overall, this approach worked okay, and allowed me to make 200K-300K/year on average.

Pretty good living, right?

I thought so too.

But I never BLEW IT OUT of the water.

While my income was decent, I felt like a failure compared to many reps selling over 200% of quota and making BIG money at Salesforce!

I wanted to know what they were doing differently.

One thing I consistently heard is that the top performers were using a “consultative selling” approach, and many of them engaged a group at Salesforce called “Ignite.”

This group only worked with the most strategic accounts who wanted to transform their business, and their approach centered around design thinking to drive digital transformations.

I was determined to run an Ignite in one of my largest new logos: Berkshire Hathaway Home Services.

I engaged my Ignite Partner, a man named Noah Flower

I was fortunate to book a meeting with the COO of BHHS, and invited Noah to join me.

When I saw how Noah interacted with him, my mind was blown.

He asked strategic questions focused on the COO’s highest priorities, biggest challenges, and long term vision for the company.

He listened attentively, dug deeper to understand everything the COO shared, and was deeply curious and interested in the clients business.

Not once did he mention anything about our Salesforce or our solutions.

At the very end of the meeting, he said that he believed we could help, and shared more about Ignite.

For this to work, we would first need to gain consensus from the C-suite, and Noah offered to help our COO prepare for an internal stakeholder meeting.

Within a month, we had 1:1 interviews with their CEO, CFO, and CIO.

Within 6 months, we had closed the largest deal of my career after running an Ignite.

That year I finished #1 at Salesforce, and made club every year thereafter.

Noah changed my life by showing me a much better way to sell.

The reason Noah was so effective in front of customers is because he was not a “seller.”

He was a consultant, who spent 7 years at Deloitte prior to joining Salesforce.

And now, I’m thrilled to share Noah’s wisdom with you in a Fireside Chat. 

For AE’s looking to shift from transactional selling to consultative selling, this interview is worth its weight in gold.

You can find the full interview here: https://lnkd.in/gqESPGgK

I help tech sales AEs perform to their full potential in sales and life by mastering their mindset, habits, and selling skills | Sales Coach | Former #1 Enterprise AE at Salesforce | $100M+ in career sales

Vimeo

Vimeo is the world's leading video experience platform, empowering businesses to create high-quality video experiences that foster connection and bring ideas to life. Vimeo Enterprise is a comprehensive video solution that enables you to create, manage, monetize, and deliver impactful communications that captivate customers and employees, driving deeper engagement with your brand.

Our advanced AI solutions help businesses leverage the power of video to achieve their goals, whether it's enhancing communication and collaboration, streamlining training, or expanding marketing reach.  We proudly serve millions of users, from individual creators to global teams at the world's largest companies, whose videos collectively garner billions of views each month.

Strategic Sales Director - NA Global Accounts 

Jeanie AI

Strategic advisor to the Co-Founder and CEO. Jeanie AI is a secure, LLM-agnostic platform that enables enterprises to integrate generative AI, agentic AI, and AI agents into workflows while protecting sensitive data. It supports top models like GPT-4o, Claude, Gemini, Grok, and LLaMA, delivering high-performance AI with built-in privacy and compliance. Real-time de-identification, anonymization, and customizable PII detection ensure confidential, context-aware outputs without exposing private information. Its plug-and-play design integrates seamlessly, replacing sensitive inputs with unique identifiers before AI processing and restoring them afterward—preserving accuracy and privacy. As a Board Advisor, I’ve seen Jeanie drive efficiency and responsible innovation while maintaining the highest standards of trust.

Board Advisor 

Pavilion

Pavilion is a global strategic network empowering revenue and go-to-market leaders in technology to drive organizational growth and operational excellence. As a membership-based professional community, Pavilion enables senior sales, marketing, and operations executives to accelerate strategic decision-making through curated peer collaboration, executive education, and leadership development. Pavilion equips its members with the insights, frameworks, and relationships needed to navigate complexity, capture market opportunities, and deliver sustained revenue performance.

Member 

InMoment

InMoment’s Integrated CX platform is the industry-leading, AI-infused customer experience platform that enables organizations to capture, analyze, and act upon customer feedback and data, transforming insights into impactful actions in real-time. InMoment leverages advanced artificial intelligence to uncover hidden insights in structured and unstructured data, enabling businesses to deliver exceptional customer experiences that drive loyalty and growth by providing an end-to-end Customer Experience Intelligence platform. InMoment ensures that businesses understand and own the moments that matter, transforming experiences today for the highest business value tomorrow.

Strategic Sales Director, NA

Salesforce

Responsible for strategic relationships with Salesforce’s largest global accounts at the C-suite level, focused on accelerating revenue and delivering exceptional customer success. My team takes a customer-centric, value-driven approach to help organizations drive growth, improve efficiency, and differentiate their brand by leveraging the full power of Salesforce.

Salesforce offers a robust suite of cloud solutions, including Sales Cloud, Service Cloud, Marketing Cloud, Commerce Cloud, and Experience Cloud—each designed to optimize customer engagement and business operations. With Data Cloud for unified customer data, Analytics Cloud for insights, and Einstein AI for predictive and generative intelligence, we help companies transform through innovation. App Cloud further enables custom app development and automation to support scalable growth.

Sr. Strategic Account Executive - Key Global Accounts 

DocuSign

Responsible for sales execution, sales strategy, and revenue growth of DocuSign’s Agreement Cloud solutions for global enterprise organizations with revenues exceeding $2 billion in North America. Leveraged advanced AI-powered analytics and machine learning capabilities embedded in DocuSign’s platform to partner with CXO leaders in driving data-driven business transformation, operational efficiencies, and alignment with digital modernization initiatives. Enabled clients to digitize and automate agreement and contract workflows, resulting in significant improvements in operational metrics such as turnaround times, accuracy, and overall productivity. Developed and executed a data-informed go-to-market (GTM) strategy for DocuSign’s Agreement Cloud on Amazon’s Global Marketplace, utilizing predictive analytics to optimize market penetration. Joined pre-IPO at a hypergrowth company and played a key role in driving business expansion and operational excellence through AI-driven insights, positioning the organization for IPO readiness and a successful public offering.

Strategic Account Director - Global Accounts

Adobe

Responsible for sales execution, sales strategy, and revenue growth of Adobe’s Digital Media - DME and Digital Experience - DX Cloud and SaaS solutions within a set of strategic enterprise accounts based in North America. Through a customer-centric CXO approach, I leveraged Adobe's innovative technology, including Creative, Document, and Experience Clouds, to drive experiential digital transformation and deliver impactful business results. Exceeded sales revenue targets by driving multimillion-dollar deals to closure within specified timelines, assisting customers in achieving and surpassing their enterprise goals. Facilitated all phases of customer experiences by strategizing on how Adobe's solutions empower global enterprise customers to create, publish, promote, manage, and monetize content everywhere, driving personalized experiences at scale.

Adobe Experience Cloud enables personalized customer experiences at scale by managing content, driving personalization, optimizing media, building social communities, and managing digital campaigns.

Adobe Creative Cloud offers creative software like Photoshop, Illustrator, and InDesign for creating, managing, and sharing digital content seamlessly across the globe.

Adobe’s Document Cloud includes Adobe Sign, the leading electronic signature solution, and Adobe DC Acrobat for managing critical documents and workflows across desktop, web, and mobile devices.

Senior Enterprise Account Executive, Strategic Accounts

Oracle Marketing Cloud

Responsible for the revenue growth of Oracle's Marketing Cloud, setting strategy, and driving complex enterprise sales cycles from lead to close within Oracle Tier 1 Strategic Accounts in the Pacific Northwest, San Francisco Bay Area, and Canada. Oracle Marketing Cloud is focused on Marketing Automation, Multi-Channel Campaign Management, Data Management Platform, Content Marketing, Social Listening, Publishing, Engagement, Site Testing & Optimization, and Data Cloud solutions

Sr Enterprise Application Sales Manager, NA Strategic Accounts

Responsible for sales execution, sales strategy, and revenue growth for Adobe’s Digital Marketing Solutions within key strategic accounts. Enabled enterprises to increase revenue and conversions by creating a more personalized digital experience for their customers and prospects. Adobe Marketing Cloud focuses on web content management, digital asset management, dynamic imaging, social, mobile, and personalization solutions.

Senior Executive Account Executive, Strategic Accounts 

Webtrends

Responsible for sales execution, sales strategy, and revenue growth within strategic accounts at the CXO & CMO levels, Webtrends is a leading provider of digital marketing solutions that enable marketers to profitably acquire new customers leveraging web, social, mobile analytics, paid-search automation, business intelligence, and visitor scoring technology. During my tenure, I contributed to the hyper-growth of this startup, scaling the company from $20 million in revenues to $300 million annual revenue before its acquisition by Oracle.

Senior Director of Strategic Accounts

Strategic Account Executive, Expertise with Enterprise AI / ML, Data Science & Digital Transformation

Enterprise sales leader with a proven track record of exceeding quota, landing high-value deals, and turning complex challenges into real business results. I help the world’s most innovative companies unlock growth, reduce costs, and gain a competitive edge with AI, cloud, and data-driven solutions.

I work directly with CxO level executives to drive enterprise transformation—bridging strategy and execution to deliver measurable impact. My approach is fast, focused, and customer-obsessed. Whether I’m navigating boardroom decisions or aligning internal teams, I lead with urgency, clarity, and trust.

Where I excel is in solving high-stakes problems, building long-term partnerships, and closing complex, multi-million-dollar deals. I bring deep expertise in strategic territory planning, executive engagement, pricing strategy, and opportunity execution. I don’t just sell—I orchestrate outcomes that matter.

I’ve helped Fortune 500 leaders reimagine what's possible, from early-stage strategy to enterprise-wide deployment. Along the way, I’ve built relationships that last and consistently delivered against ambitious revenue goals.

I’ve had the privilege of partnering with some of the world's most iconic brands across a wide range of industries, including:

Alaska Airlines, Amazon, Apple, AT&T, Bank of America, BlackRock, BMW, Boeing, Cisco, Coca-Cola, Costco, Delta, Disney, eBay, Expedia, Facebook/Meta, Ford, Google/Alphabet, Intel, JPMorgan Chase, Kroger, Lockheed Martin, McKesson, Mercedes, Microsoft, Nike, Nordstrom, Nvidia, PayPal, Pfizer, Qualcomm, Rivian, Samsung, SpaceX, Starbucks, Target, Tesla, T-Mobile, Uber, United Airlines, Verizon, Visa, Walmart, Wells Fargo, and many more.

What drives me? Turning vision into value. Helping companies simplify the complex. And showing up as a trusted partner every step of the way.

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Ian Koniak

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The Battle

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Paul Savelsbergh

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Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Ian Koniak's LinkedIn Performance

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