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)

John Lane

The Accelerate Network

I share leadership responsibility with Vinay and Kush. We designed the corporate structure that way on purpose. We teach alignment, we therefore live/work by the same ideals. 

My day-to-day focus is on builiding and engancing the community. 

Come and check out an info session. Register here 

https://us06web.zoom.us/meeting/register/WWrkbskwSJiUMTsg6InZWA

DBAJTL, LLC

We help leaders and their team members identify – and optimize – their unique personality traits in order to reduce friction, improve alignment, and accelerate success.  

Everyone has specific traits that drive how they operate, both as an individual and within a team. These traits can be harnessed to bring out the best in the individual and the team.  

First, they must be identified. 

We use the assessment platform from Organizational Analysis and Design (OAD) as the starting point.  Our mission is to help leaders not only understand their own traits, but also those of their team members.  

We work with leaders and their teams from all walks of life, including general business, sales, NFP and other boards, and more.  Our services are evergreen in that they are relevant in any business condition. Moreover, we work across the full employee lifecycle.  Some of the more typical use cases and workshops we offer include: 

Leadership Traits Under Stress – Identify superpowers and kryptonite for every member of the team.  

New Senior Leader Quick Start – Fast track tracks discovery of vital insights, so leaders in new positions can get on the right path, right away. 

De-risk Critical New Hires – Deliver the insights that help companies guard against damaging new-hire misfires.  

Distributed and Hybrid Team Alignment – Provide empirical data that identifies alignment insights and retention/resignation risks.   

Post-Layoff Alignment – Identify levels of engagement for individuals and teams, so you can address critical issues quickly.  

Growth Company Alignment – Successfully grow the team through intentional hiring decisions that fuel growth, while significantly de-risking future outcomes.  

In the end, any team is a group of people working together for a common good.  Developing deep, meaningful, and actionable personality insights is a significant competitive advantage. We’re ready to help you navigate these and other business conditions successfully.

Founder!

The Connective

Connective is an exclusive community of driven connectors, experts, and entrepreneurs focused on leveraging social capital to unlock opportunities, create value, and support each other's success.

Our members are carefully selected professionals from the U.S., Canada, and the U.K., representing a wide range of industries. Each member is chosen based on their strong networks, integrity, and alignment with our high professional standards.

The goal of every member is to grow their business by building long-lasting, profitable relationships through trusted referrals. In addition, members have the opportunity to generate passive income by connecting others within the community.

We meet twice a month via Zoom, removing geographic barriers and fostering global collaboration. Our chapters, including the vibrant Raleigh, NC group, welcome members from around the world.

Want to learn more? Register for an info session with me here.
https://us06web.zoom.us/meeting/register/frhXUTpRTeOIptApthRdPg

Raleigh Chapter Leader

WIP with John Lane & Will Barfield

This (mostly) weekly podcast, hosted by John Lane and Will Barfield, features a new guest in each episode. We'll focus on pinpointing and capitalizing on our Superpowers, as well as understanding their potential downsides (our Kryptonite) when we're under stress.

Podcast Host

FXM (Finance x Media) is a fintech/adtech startup attacking the 20%+ hidden ‘ad financing tax’ that drives up costs and working capital needs across the media ecosystem. FXM (Finance x Media) is a fintech/adtech startup attacking the 20%+ hidden ‘ad financing tax’ that drives up costs and working capital needs across the media ecosystem.

Strategic Advisor

Baresquare

Baresquare increases the speed in which clients detect, collaborate, and act on business-critical insights, giving them a significant competitive advantage.

Industry and Go To Market Advisor

RevGenius

RevGenius is a group of revenue-generating sales and marketing professionals brought together to learn, share, support, and grow with each other. You can consider us your alt work family

Member

WorkReduce

Making media execution easier through people, process, and technology.

Investor | Advisor | Sales Strategy | Business Development

Chalice Custom Algorithms

Chalice Custom Algorithms. Go to market and general strategy work, focused on market-fit, sales process, and enterprise engagements.

Strategic Industry Advisor

Brooks Bell

Transforming businesses through experimentation and insights.  Helping companies create a culture of experimentation to drive business forward.

Advisor

Leadership Consultant | Industry Advisor | Not For Profit Board & Advisor | Writes about Leadership, Optimizing Team Dynamics, and Superpowers.

I’d really rather talk about you. But, since you’re here, you probably want to know something about me. So here goes.
What I Do and Why
In my experience, most companies don’t practice good communication skills, even under the best of times. Under stress, pressure, or change, communication often breaks down, leading to unproductive conflict—lots of heat, but no light. Poor communication leads to poor "people decisions," dragging down future productivity.

My role is to help fix that. I work with leaders across industries to resolve conflicts, improve communication, and enable more effective decision-making.

➡️ Order of operation is critical: fix the communication first, and everything else can fall into place.

How I Help
Great leaders know they can’t understand every detail about each team member. Yet, those who succeed find ways to coach and motivate each individual based on their unique traits.

I help leaders do exactly that—provide data-driven insights to understand each person’s traits and translate those into communication style, preferences, and blind spots. I offer individual coaching guides that help ensure your team members reach their full potential.

Who I Work With
If you’re a high-performing leader committed to taking your team to the next level, we might be a fit. I work with leaders who:

💡 Are willing to invest time and resources into developing their team.
😓 Feel personally frustrated when team members aren’t reaching their potential.
🔄 Are open to feedback and coaching on leadership style and team dynamics.
📊 Understand the value of working with an outside expert to leverage powerful, individualized data.

What to Expect
I don’t believe in shortcuts or hacks. My programs are grounded in actionable insights tailored to your team’s needs. If you’re ready to make a lasting impact, I’ll help you:

✔️ Gain a foundational understanding of your own leadership traits.
🎯 Understand each team member’s specific needs and provide individualized coaching.
📞 Build a common framework that enhances communication, both internally and with clients.

If this sounds like a fit, let’s talk. Book a complimentary assessment call, and together, we’ll explore how to unlock your team’s full potential.

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The Battle

Josh Roth

John Lane

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taplio

The Battle

Josh Roth

John Lane

Followers

Posts

Engagements

Likes

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);}Josh Roth's LinkedIn Performance

Ready to grow your LinkedIn presence?

Performance ScoreJosh Roth's LinkedIn Performance