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)

PandaDoc

Senior Customer Marketing Manager

Lawrence Kinlin School of Business

As a marketing professor at Fanshawe College, I teach students  the fundamentals of customer relationship management (CRM) strategy. Students use case based theory and practice to identify the most valuable customers and create a customer-centric plan that aligns organizational priorities and maximizes customer value.

Students will learn how to:
- Calculate customer lifetime value and identify the most valuable customers within the organization.
- Compare and critique enabling technologies in creating a value-based strategy across an organization.
- Explain the organizational structure and processes required to manage customers according to value.
- Explain the steps to establishing a customer relationship management strategy for a business.
- Select appropriate tactics, metrics and strategies to execute customer acquisition and retention programs.
- Evaluate an organizations’ customer touch points and their progress toward a 360-degree view of the customer.
- Create a customer relationship marketing plan for an organization, using org tools (such as Salesforce.com) to support tactics, strategies and evaluation criteria

Professor of Marketing - CRM Strategy, Customer Centricity 

Chili Piper

- Built new customer advocacy program to increase referrals, reference calls, online reviews and customer stories
- Managed 5 Customer Advisory Board cohorts, empowering our champions to promote and refer on behalf of Chili Piper
- Established new framework to segment and target customers with use-cases and customer stories to improve cross sell & product utilization
- Worked closely with CS/AM teams to provide enablement materials to enable cross-sell and expansion motions
- Develop marketing automation plan to establish a new cross-sell and customer adoption lifecycle marketing channel

Customer Marketing Manager

- Built a field marketing engine driving net new revenue dollars to the business while building pipeline through event efforts
- Drove over $100k in sponsorship events revenue in 3 months
- Independently executed multiple events simultaneously, including promotion, logistics, etc, driving 200-400 C-suite and director level attendees. 
- Drove over $5M in pipeline from event initiatives in Q3 & Q4 of 2022

Field Marketing Manager

Ascend Fundraising Solutions

- Designed and developed the go to market strategy to offer digital marketing as a service to our client portfolio, generating $70k net new revenue in 2 quarters
- Drove digital media strategy for client portfolio
- Managed marketing spends of over $800k annually
- Led a team of digital specialists, providing professional development and training opportunities

Digital Marketing Manager

Foundery

- Drove strategy and grew customer relationships for digital marketing accounts
- Developed multi-channel digital strategies with a focus on in-depth SEO and digital advertising
- Worked cross-functionally with a team of specialists to ensure campaign scope and deliverables were met or exceeded based on KPIs

Account Strategist

tbk Creative

- Managed a variety of larger and medium sized projects including custom software builds, website development and multi-channel marketing campaigns.
- Responsible for growing and maintaining healthy customer relationships
- Oversaw a cross-functional team including graphic designers, developers, copywriters, SEO/SEM specialists 
- Ensured project goals were met and agency work produced exceeds client expectations

Account Manager

Account Coordinator

North London Electrolysis and Laser

Guided and consulted the client on marketing best practices as well as executed and implemented strategies to improve the clients online presence. As a result of my work, the client ranks within positions 1-5 on the SERP in London for their primary services. 

- Implemented a new WordPress website theme to improve user experience
- Implemented Google Analytics and conversion tracking
- Executed both Facebook Ads and Google Search Ads campaigns to drive phone calls and form submissions for electrolysis, tattoo removal, and laser hair removal treatments
- Implemented SEO best practices, including keyword research, meta titles and descriptions, schema markup
- Created keyword-rich content hubs on the website to drive organic traffic for both informational and low-funnel queries
- Implemented a Facebook Ads contest for free tattoo removal sessions in an effort to increase email database and convert potential customers to other services
- Optimized Google My Business profile

Digital Marketing Consultant

zeeHIVE Franchise Intranet

We take a refreshing new approach to providing franchise intranet communications. 

- Played a key role in the sales and marketing strategy for the rebrand of the product
- Point of contact for clients. Answer inquiries, offer advice and introduce and sell new products
- Demonstrating and presenting the product
- Establishing new business through a variety of channels; including advertising strategies, attending trade show events and cold-calls
- Lead generation and customer relationship management (HubSpot)

Marketing Manager

adHOME Creative - Advertising and Digital Agency

- Meeting with clients to discuss and identify their advertising requirements
- Working with agency colleagues to devise an advertising campaign that meets the client's brief and budget
- Presenting campaign ideas and budget to clients alongside colleagues 
- Working with the account manager to brief media, creative and research staff and assisting with the formulation of marketing strategies
- Acting as the link between clients and the creative team by following up regularly and ensuring that communication flows effectively
- Negotiating with clients and agency staff about the details of campaigns
- Presenting creative work to clients for approval or modification
- Handling budgets, managing campaign costs and invoicing clients
- Writing client reports & creative briefs 
- Collaborate with creative team to formulate creative materials
- Monitoring the effectiveness of campaigns
- Undertaking administrative tasks
- Arranging and attending meetings
- Pitching with other agency staff to win new business for the agency

Account Executive

Remax Twin City Realty Inc., Brokerage

- Prepare and process listings, deals and various legal documents
- Manage weekly Ads
- Open houses
- Designing Ads for newspaper
- Social media management 
- Event coordination
- Manage company website
- Organize/implement quarterly staff events
- Incentive program

Administration & Communications

Customer Marketing | CRM Prof @ Fanshawe | Chili Piper 🌶️

Hi! I'm happy you landed here 👋

I'm Karah! I'm a multi faceted marketer with over 9 years of experience building brands, creating demand and fostering customer experiences that last a lifetime. 

My agency background equipped me with the skills to manage multi-channel digital marketing programs for clients in multiple verticals. Through this experience, I discovered my passion for tech and building strong customer relationships and retention strategies that drive revenue.

I love building experiences through every phase of the buyer journey - whether through the initial touchpoint a user has with a brand or via a retention strategy to increase customer value. 

I am committed to providing dependable and strategic solutions that produce impactful results and to provide value and be present to work through projects with my team.

Need a testament to my work ethic? Check out my recommendations 👇

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Josh Roth

Karah Blandford

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