Josh Roth

Pipefy

VP Revenue & Global Head of Presales

GTMfund

Limited Partner

- 400% increase in revenue: $20m-> $100m
- 400%+ increase in team 4-> 15
- Win rate increased 2x'ed from 14% to 29%
- ASP increased 144%- $18k -> $44k
- President’s Club 23 (for >100% attainment in FY ‘22)

Second line leader for Enterprise & SMB AE teams, SDR & BDR teams

Vice President, Commercial Sales

Sr Director Inside Sales & Enablement

SDRDefenders

Acquired by Pavilion on 6/16/21 (same day as WalkMe's IPO)

SDRDefenders started out as a passion project to help enable, coach, teach grow and help salespeople land their first or second jobs in sales. Kyle Coleman, Nikki Ivey, Nisha Parikh Tom Boccard and I ran this as a passion project. SDRDefenders was then acquired by Pavilion. It was a lot of fun to run this and work on a passion project!

https://www.prnewswire.com/news-releases/following-five-years-of-significant-growth-revenue-collective-rebrands-to-pavilion-and-announces-25-million-in-growth-financing-301317973.html

Co-Founder

WalkMe™

$WKME IPO (6/16/21)

- FY '20 Top Performing Leader (Presented at SKO '21) 134% attainment. 

- Second-line leading two pods of BDRs that have territories across the East, Central West territories of NAMER
- Team of 20+
- 14 total BDR promotions (7 to Sr BDR, 5 to AE, 2 to SDR/ BDR Manager, 2 to CSM)
- All BDRs promoted to AEs hit > 100% of quota in their first year
- Promoted 4 SDRs to BDRs
- Both pods hit accelerators every month no exceptions
- 28 of 30 BDRs held career 100%+ attainment

Sr. Business Development Manager

Presidio

• Took company from in debt to EBITA positive. At one point we had to decide whether to spend $3k of work for a client on a credit card or shut down the business. Fun experience and learned a lot!
• Undertook Interim Head of Sales roles at early stage companies managing sales reps, account executives and sales development managers, to hit sales targets. Helped build and advise Mnet Health on a GTM strategy that would help facilitate their exit to SSM Partners.

Head of Sales

New York Mets

Led sales organization in most Net New ARR generated in both 2014 and 2015.
•	Sold $1.22m NL business, exceeding quota ($1m) by 22% and led organization in net new ARR closed (Quota was the net number of ARR minus all churn)
•	Partnered with Sr. Director of Sales to develop Flex Spend Product. Flex Spend was an industry first and generated over $25m in net new sales across organization. 
•	Coached ISRs and Account Executives on enterprise sales techniques (including how to create pitch decks, sales training, qualify leads, run meetings, handle negotiation & procurment).
•	As Manager-on-Duty at Citi Field, worked inter-departmentally with Sponsorship, Fan Experience, Food Service, and Ticket Services, with all sales and service employees reporting to me.

Enterprise Account Executive

Achieved $575,000 new ARR on a $425,000 quota (135% to quota). Was #1 AE in net new ARR closed
(Quota was based on the Net Number of ARR minus churn)

Commercial Account Executive

Achieved $125,000 new ARR closed on a $70,000 quota 178% to goal. #1 ISR in net new revenue closed and total revenue.
(Quota was off a net number of ARR minus churn)

Inside Sales Representative

University of Oregon Athletic Department

• Partnered with Assistant Athletic Director, Communications to create Collegiate Athletics first social media command center: The Quack Cave
• The Quack Cave drove Oregon Athletics to be the most followed Collegiate Athletics Department of any school in the country with over 2.3m followers across all platforms
• Managed a team of 5 student interns to maintain coverage of Quack Cave throughout the day and during game days. 
• Gameday in the Quack Cave: https://bit.ly/2JYORgP Tour the Quack Cave: https://bit.ly/2CodaAF

Marketing Communications Manager

• Run & manage the Oregon Football and Oregon Baseball social media accounts on gameday

Marketing Communications Coordinator

Fun Facts most others can't say:
- Part of two exits on the same day (June 16 2021): WalkMe’s IPO ($WKME) & SDRDefenders acquisition by Pavilion
- Have made over 100,000 cold calls in my IC career
- Exceeded $1m quota of new logo revenue (all outbound self-sourced)
- Never missed a yearly revenue quota as an IC

What I'm proud of:
- President's Club 2023 (for hitting roll-up org number in '22)
- Top Revenue Leader Award (presented at Lob’s RKO in July 2022)
- WalkMe's Top-performing BDR Leader FY 2020 (presented at SKO 2021)
- Named one of Demandbase's top 50 sales leaders to learn from (September 2022)
- Named to AA-ISP's Top 25 Sales Leaders in 2020 through a nomination process of my peers

Please shoot me a message on LinkedIn (be specific in your message please), I look forward to connecting with you!

My motto: A river cuts through rock not with its power but with its persistence

Investor

Acquired by Pavilion.

We are creating a community of individuals, leaders, organizations, and cultures that support various Sales roles through curated content and insights while providing hands-on coaching from vetted mentors to achieve their long-term career aspirations

Find more here: https://www.joinpavilion.com/welcome-sdr-defenders

At 23, I entered sales with one belief:
“Work hard and you’ll move up.”

Office politics? Hard pass.

Then someone wiser (it was Carla Sanchez-Armora) told me,
“If you want to get promoted, you’ve gotta play the game.”

So I played. And it worked.

I kept telling myself:
“Once I get to my next company, things will be different.”

Oh, Josh.
Precious, uncorrupted Josh.

What I didn’t realize is that the closer you get to the executive floor, the more political everything becomes.

Ten years ago, if someone said politics might matter more than performance, I would’ve laughed.

Today?
That’s just Tuesday.

I’ve watched A players get sidelined while C-players with B+ politics climb enough times that you start to see the game for what it really is (or make you sick, a little of both). 

Leadership isn’t just about performing.
It’s about navigating the ecosystem around your performance.

#sales #marketing #saas

I lead diverse international revenue teams to hit and exceed quota | Part of two exits on same day (6/16/21)

RepVue

Creating content for our weekly newsletters that reaches >100K subscribers.

Also managing and overseeing partnerships with influencers across various social channels (primarily LinkedIn and Instagram) providing best practices and tracking ROI by providing UTM links and monitoring relevant KPIs in Google Analytics.

Overseeing our organic social strategy and creating content across social channels.

Tracking social media analytics and generating monthly reports with relevant KPIs, and implementing a content calendar with posts scheduled out in advance.

Digital Content Manager

Fred Haas Toyota World

Managed organic social strategy and created content across social channels, becoming the first person in the org to do so. Stayed up-to-date with automotive news and trends; Launched a TikTok page and had 5 videos reach more than 100,000 views, while also achieving a 25% growth rate on Instagram and posting on brand Facebook page that reached 30,000 people monthly. 

Tracked social media analytics and created monthly reports with relevant KPIs, and created a content calendar with posts scheduled out in advance. 

Partnered with significant influencers in the automotive space like pickuptrucktalk.com and The Fast Lane Studios (TFL)

Edited content and layout on our website, working in unison with an external ad agency and other various 3rd party points of contact. 

Photographed vehicle inventory and internal marketing events/parties.

Responded to and monitored reviews on Google, Yelp, and other 3rd party sites.

Digital Marketing Manager

Eye Center of Houston, Vision Source

Oversaw the marketing division of a medical facility named as one of the 2020 CooperVision best practices. 

Key Responsibilities: 
- Created and published content for the website. Launched website for affiliate company. 
- Implemented organic social marketing strategy; Published and scheduled content across multiple social channels.
- Designed marketing materials such as flyers, brochures and billboard OOH ads.
- Managed and strategized internal marketing events for holiday occasions and team member events.
- Oversaw the entire marketing budget to ensure company finance goals were met.

Marketing Director

Texas State University

Responsible for creating and providing a professional live stream broadcast of the Texas State University sports teams on the ESPN+ TV network.

​Key Responsibilities:
​- Streamed live Texas State University sporting events for ESPN+ TV network until sports were canceled due to COVID-19.
​- Utilized video camera skills as well as diagnosed technical dilemmas in fast-paced environment with minute margin for error.
- Worked in unison with ~7 members of camera team, utilizing communication and time-management skills.

Live Sports Videographer - ESPN+

Responsible for managing and updating multiple social media accounts on multiple social media platforms for a student body population of 38,231.

​Key Responsibilities:
 - Researched and created engaging social media content using digital software while maintaining a consistent voice and tone across social media platforms.
​- Measured and analyzed social media and website analytics
- Assisted in outreach and promotion events. 
- ​Supported with the development and implementation of marketing campaigns.
- Undertook administrative tasks to ensure the functionality and coordination of the department’s activities.

Marketing Specialist - Texas State University Health Center

Social content at RepVue

I have over half a decade of working in it all: startup environments, corporate environments with external agencies, one-man banding it.... and everything in between! Most of my time has been creating in the social, influencers, newsletters, and analytical feedback space. 

In my spare time, I enjoy watching the Houston Texans break my heart (except maybe things have changed now???) and admiring old, fast cars 🚗💨

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Josh Roth

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