Josh Roth

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
- Have had and exceeded a $1m NL quota (all outbound sourced)
- Never missed a yearly revenue quota as an IC

What I'm proud of:
- Hit all my numbers (ARR, budget, churn, Gross S&M Efficiency) in my tenure at Pipefy
- 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

Dynatrace

Support and guide new SDRs during onboarding
Share best practices, messaging guidance, and lessons learned with the team
Help prepare forecast and activity reports for the manager and regional leadership
Provide coaching, feedback, and support to other SDRs in the team
Stepped in as acting SDR Manager for 6 weeks during manager’s paternity leave

SDR Teamlead

167% target achievement in FY24, 157% in FY25, SDR of the Quarter EMEA: Q4 FY24 240%, Q1 FY25 245%

Involved in onboarding and mentoring new SDRs
Work closely with partners and AEs to build pipeline
Completed the Aspiring Leadership Program

Senior Outbound SDR

Cloudera

Q3: 185%
H2: 130%

Focused on outbound lead qualification in the data platform space

Inside Sales Representative

CommerceHub

First SDR in EMEA
Helped shape the outbound process alongside Sales Director
Booked meetings with big UK brands

Sales Development Representative

122.5% quota (162.5% new logo)

Developed multichannel outreach approach

Kambi

Monitored and traded live football matches in high-pressure environments
Focused on pricing and risk management for Belgian and South African football markets
Developed strong analytical and decision-making skills working in real-time with high stakes
Gained deep understanding of customer behavior and data-driven performance metrics
Built habits of focus, accuracy, and communication under time-sensitive conditions

Odds Compiler/Football Trader

Churchill Frank International

Learned foundational sales and communication techniques in a structured KPI environment
Built and managed a pipeline of candidates in the business intelligence sector
Improved sourcing, qualification, and objection-handling skills through daily outreach
Earned “Best KPI” in bootcamp, demonstrating consistency and work ethic early in sales career

Big Data / Data Science / Qlik Recruitment Consultant

Freelance, self-employed

Wrote long-form articles and interviews for national publications and websites
Covered international cycling events and human-interest stories
Developed strong storytelling, interviewing, and research skills
Participated in the World Cycling Championships for Journalists (2015) - learning early lessons in resilience, preparation, and persistence

Freelance Journalist

journalist in sales | making performance issues relatabe through stories

I'm a Senior SDR at Dynatrace, currently supporting the Benelux region and also taking on team lead responsibilities. Over the past five years, I’ve worked across different sales roles in SaaS, consistently meeting and exceeding targets.

In my current role, I support the team with onboarding, training, and feedback, and I led the SDR team for six weeks during my manager’s paternity leave. I also work closely with our partners and account executives to build and qualify pipeline.

My background is in journalism, which helps me ask better questions and understand what matters to people. I’m also comfortable working under pressure, something I developed during my time in live football trading.

I’ve completed the Aspiring Leadership Program at Dynatrace and am looking to step into a full-time leadership position where I can continue supporting others and improving how SDR teams operate.

taplio

The Battle

Josh Roth

Jesse Broekx

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