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)

Laura “LG" Guerra

Varicent

Overseeing the Enterprise sales team in the Western US and Canada

Vice President, Regional Sales 

Ocean Calm

GTM Consulting and Advisory for healthcare and health tech companies

Partner

Symbe

Advisor

Demoleap

Pavilion

Employee 7 at Pavilion HQ hired to lead GTM strategy for subscription growth, overseeing SDR's, AE's, CSM's. 4X ARR in 3 years. 

Dean of Pavilion’s Front-line Sales Manager School and designer of Sales School, helping thousands of tech sellers improve core skills including prospecting, coaching, negotiation, account planning, and more. 

Pavilion (formerly Revenue Collective) is the world's largest professional development platform, helping high-growth employees unlock and achieve their professional potential. We provide peer-to-peer connection, structured training with 50+ courses and schools through Pavilion University, and career resources to help individuals and teams get where they want to go.

Vice President of Growth

Revenue.io

Senior Director, Sales

EAT Club

Director of Sales

Whil Concepts

Sales Director

National Sales Manager

Humanscale

Sales Manager

Strategic Account Executive

Account Development Representative

GTM Leader| 2X Top Sales Executives to Learn From| Early-stage SaaS Advisor

If you know me, you know I'm most passionate about one thing: Skill Development. 

As a former college athlete, I've learned a tremendous amount over the years about the science of building habits, behavior change, discipline, and motivation.

I'm a builder- I've built 3 orgs from scratch and hired over 100 people while driving initiatives like aligning with marketing to optimize inbound, creating outbound and an ABS program, developing KPI's at the individual, team, and board level, comp planning, developing a coaching program, building an operating cadence, implementing sales methodologies and a forecasting system, and building a bottoms up annual plan. 

Prior to Varicent, I was employee 7 at Pavilion HQ hired to lead GTM strategy for subscription growth, overseeing SDR's, AE's, CSM's where we 4X ARR in 3 years and went from 2,000 to over 10,000 paying members. 

When I'm not discussing all things GTM with colleagues and customers, you can find me boxing, golfing, taking my golden retrievers to the beach, and trying to live out my dream of becoming a professional pickleball player....still a work in progress. 

"People don't understand that when I grew up, I was never the most talented. I was never the biggest. I was never the fastest. I certainly was never the strongest. The only thing I had was my work ethic, and that's been what has gotten me this far." -Tiger Woods

Most revenue leaders are trying to "balance" AI investments splitting budgets between seller tools and enterprise systems...

Varicent's new research with 150+ senior enterprise revenue leaders found that organizations pursuing a balance between BOTH enterprise systems and seller tools often spread focus too thin to create real scale

High growth orgs are doing the opposite...

Concentrating investment where AI can drive connected learning across the business

It's a reminder that AI isn't about speed or scale, it's about connecting every part of the revenue engine 📈

Down the report in the comments!

Vice President, Enterprise Sales| 2X Top Sales Executives to Learn From| Dog Mom

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The Battle

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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);}Josh Roth's LinkedIn Performance

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