Kyle Asay

LaunchDarkly

Third-line leader responsible for three sales organizations:

- Global commercial and mid-market sales
- North America Enterprise Acquisition 
- Global SDR

First three months:

- Increased outbound pipeline created by 142%
- Increased outbound pipeline won by 67%

First 6 months: 

- Decreased Time to First Sale from 65 to 33 days (49% improvement)
- Increased Ramped Seller Productivity (revenue per rep) by 45%
- Increased revenue for my segments (US/EMEA/APAC) by 40%
- Drove SDR transformation leading to record-breaking Q4
- Increased PG ARR per AE by 114%

Responsibility increased to cover North America Enterprise Acquisition after impact shown in first two quarters.

Awarded “VP of the Year” and President’s Club for FY25 after completely turning around team morale, culture, while significantly increasing revenue per rep and increasing ASP by 2x. 

Q2 FY25: 73% quota (joined halfway through quarter, assessed org and determined priorities)
Q3 FY25: 85% quota (turned over 50% of team, began rebuild)
Q4 FY25: 91% quota (new reps ramped quickly, rebuild continued)
Q1 FY26: 114% quota (fun to see things working) 
Q2 FY26: 129% quota 
Q3 FY26: 109% quota

VP, Global Growth Sales

MongoDB

Second-line leader responsible for new business sales for the commercial, mid-market, and lower enterprise segments in North America. 

FY25:

- Q1 129% revenue target
- Increased New Logo quantity while increasing quality (6x increase in acquired customers over $1m TAM) 

FY24:
 
- 163% revenue target 
- Increased Employee Engagement from 59% to 84% 
- Rebuilt struggling org (went down to 8 ramped reps) back up to a team of ~40 while simultaneously going from lowest to highest rep productivity globally
- Accomplished the above with fewer than 2 inbounds per AE per year and only one SDR covering my entire org

RVP, North America Acquisition

Second-line leader responsible for new customer acquisition for the Midwest, Northeast, and Canada regions.

RVP, High Tech Acquisition - Midwest, Northeast, and Canada

Qualtrics

Responsibility increased to oversee all SAAS revenue for all Midwest accounts up to $2 billion in annual revenue as well as all SMB revenue in North America.

Second-line leader working with a phenomenal leadership team that oversees 60+  fantastic Account Executives.

2021 President's Club winner.

Proudest accomplishments of tenure were:

1) Lowest attrition of any sales leader across the company
2) Helping ten individuals achieve their goals of promoting into leadership roles

Regional Vice President of Sales, Corporate Midwest

Building out our new Chicago office. Second line leader responsible for all Customer Experience, Product Experience, and Brand Experience revenue for Midwest accounts up to $1 billion in annual revenue. Qualified for my 4th straight President's Club. All of my eligible direct reports (Sales Directors) also qualified for President’s Club.

Regional Vice President of Sales, Midwest CX

Asked to take on second-line leadership responsibilities to begin building our new Midwest Market Unit for our CX, PX, and BX product lines.

Director, Corporate Sales

I was the #1 CX Sales Manager for FY 2019 (out of 15+). In addition to being the top performing team as measured by revenue over quota, our group also led out in percentage of reps attaining quota as well as employee engagement. President's Club winner.

Senior Manager, Corporate Sales

I was the #1 CX Team Lead for FY 2018 out of 20+ in my cohort. The highlight of this year / role was Q4 when 100% of the reps on my team exceeded quota which gave us momentum into our record breaking 2019. President's Club winner.

Manager, Corporate Sales

- 2017 #1 Account Executive (out of 200+ AEs worldwide)
-  Averaged 157% of quota across five quarters
- President's Club
- I finished the personal quota chapter of my career story at a cumulative 140% quota attainment ($2.15 million in new business bookings on a $1.5 million quota)

Senior Account Executive

Missed quota for a couple of years (got close a couple of times). 

Suspended for one day without pay (long story).

Learned a ton, worked hard, results started to come and I earned my first AE promotion.

Account Executive

Promoted to AE after three months of being a part-time SDR because the company was growing very fast and they were desperate for headcount. 

Would have been a lot more successful as an early AE had I actually learned to generate pipeline.

Sales Development

VP at MongoDB | SalesIntroverts.com | Sellers promote faster with my frameworks

I begrudgingly started my career in sales as an SDR at Qualtrics. After realizing there was no way out, I decided I might as well get good at it and qualified for five consecutive President’s Clubs as an AE, front-line leader, and second-line leader. 

After an incredible 8.5 years at Qualtrics, I was recruited to MongoDB, where I ended my tenure leading their North America acquisition sales organization for commercial, midmarket, and lower enterprise segments. 

After nearly two years of rebuilding and scaling that organization I was offered a role I couldn't pass up to run global midmarket sales for LaunchDarkly. 

When I'm not refreshing my forecast and asking for deal updates from my teams at LaunchDarkly, I'm building frameworks to help other sellers replicate (and exceed) my success. 

You can join well over 10,000 sellers learning from those frameworks at SalesIntroverts.com.

Responsible for global midmarket sales and BDR functions for net new acquisition and customer growth.

The best sales content I’ve read in a long time comes from a buyer sharing how they buy. Today, I'm highlighting my favorite parts along with a little bit of my own commentary.

Let's dive into the highlights, and I'll link the full post at the end.

Highlight one:

“Every vendor tells me their product is revolutionary. You know what’s also revolutionary? Getting fired because your “revolutionary” product bricked the payment system during Black Friday. I’ve seen it happen. It wasn’t the vendor who lost their job.”

Key takeaway:

Sellers all sound the same. Every vendor has “innovation.” Every vendor has “industry awards.” Every vendor has “cutting-edge AI.”

But while we are blabbering on about how great we are, our prospect is wondering: “Where is this most likely to go wrong? And, if it goes wrong, how devastating would it be to me and my team?”

Highlight two:

“The vendor who won my biggest contract didn’t have the best product. They had:

• A reference from a CISO I trusted
• An implementation plan that didn’t require overtime from my burned-out team
• A CEO who personally committed to our success
• Proof they’d done this exact deployment 50 times before

Their competitor had better tech and was 30% cheaper. They also had a 12-month implementation timeline and no relevant references.

Easy decision.”

Key takeaway:

This one is scary. Imagine a forecast call where you tell your boss “my champion told me we have better tech and we are 30% cheaper.”

Sounds like an easy win.

Now, you know that your “champion” could be telling their boss: “This other vendor is more expensive and doesn’t have all the functionality. But it’s the safer bet.”

Your easy win quickly becomes a shocking loss.

Highlight three:

“You tell me features. Tell me what fires you put out and whose job you saved.

You show ROI spreadsheets. Show me CISOs who didn’t get fired after deploying your product.

You push for the enterprise deal. Let me pilot first. Let me look like a hero internally before I bet my career.”

Key takeaway:

You already know features don’t sell - you need to sell “value.” But are you selling the value your prospect cares about?

For most buyers "value" is a combination of “the safest bet to work + most likely to make me look good.”

Highlight four:

“Let’s have an honest conversation. If you keep selling products while we’re buying career insurance, we’re all wasting time.”

Key takeaway:

The job market sucks. Many people (including buyers) are in survival mode.

Are you selling an unrealistic dream? Or, are you selling “career insurance?”

If you are selling the dream, you may find yourself losing to the rep selling insurance.

You can read the full post here: https://lnkd.in/gkPTXFeC

VP Global Growth Sales at LaunchDarkly | Founder of salesintroverts.com

Enable

Enabling trusted trading relationships throughout the supply chain with rebate management software. 
I lead a team of Senior Enterprise Executives responsible for businesses worth $500M-$5B in revenue.

Enterprise Senior Sales Leader - EMEA

UserTesting

UserTesting enables every organisation to deliver the best customer experience powered by human insights. With UserTesting’s on-demand human insights platform, make accurate customer-centric decisions across your entire organisation at the speed your business demands.

Sales Director - EMEA

Iron Mountain

I'm responsible for a team of account managers who retain & grow books of business worth £18M in Enterprise, Media Entertainment and Mid-Market sectors in the UK. I'm co-vice chair for Iron Mountain's Global LGBTQ employee resource group.
	
Responsibilities:
Accountable for new business revenue growth in the defined range of new and existing customers.
Drive the strategy for growth across nominated list of target customers and prospects.
Lead collaboration with our Digital Solution’s team to broaden customer conversations.
Develop an operating rhythm through coaching and mentoring for account managers.
Elevate Iron Mountain’s centre of excellence Inside Sales Organisation.
Develop and implement sales strategies and plans; contribute to commercial business strategy, development and implementation.
Responsible for executing strategy with team`s client base, including customer targeting, customer engagement and service development.
Become an industry expert and maintain a high level of knowledge of the sector and to advise clients of best practice within their sector.
Maximize all profitable business opportunities from prospects assigned and be accountable for managing the sales cycle.
Coach and mentor team to embed strategic goals, build confidence to utilise consultative selling and gain knowledge on Iron Mountain’s Digital Solutions.
Stay current on Iron Mountain selling strategies and new data security industry developments and trends.
Lead cross-selling & upselling skills to my teams on digital solutions.
Work with the Marketing Team to identify new opportunities within the region.
Deputizing for Head of Department as required.
Globally network with internal stakeholders to fulfil customer needs and fulfil I&D business goals.

Sales Manager

I’m the key relationship contact for our largest customers based in West of Scotland. With a Book of Business value of £3M and 50 account groups my focus is on retention and growth of the business, as I build strong beneficial and strategic relationships to support our customers with their records and information management (RIM). 

Responsibilities:
•	Driving Iron Mountain’s value and brand proposition to ensure retention of business, and future business opportunities.
•	Oversee issue resolution and monitor service delivery SLA's.
•	Building and maintain relationships with primary key contacts.
•	Assist clients and other areas of the business to resolve complex, escalated queries and complaints. 
•	Effective retention of the portfolio maximizing opportunity for growth.
•	Delivering customers with an RIM strategy, whilst maintaining revenue and opportunity for Iron Mountain.
•	Conduct regular F2F review meetings with primary contacts.
•	Consult with customers in regards to specific compliance, legislation and environmental policies pertinent to the relevant industry sector.
•	Strive for continual improvement and customer satisfaction.
•	Working with clients to reduce levels of outstanding disputed debt.
•	Securing additional recurring and non-recurring revenue streams, across multiple product lines.
•	Lead Generation.
•	Implementing strategic account plans at group level.
•	Work in partnership with the Business Development Team.
•	Forecasting. 
•	Strategic Account Planning. 
•	Networking.

UK Account Manager

With a Book of Business value £1M and 356 account groups based in England, my main focus is to ensure that an effective contact strategy is in place to build relations and gain feedback on service received, whilst I manage existing clients in relation to their records management solutions.
 
I focus on forming excellent relationships with clients through service delivery, and maximize potential opportunities for growth whilst retaining business. 

My main goal is to increase customer satisfaction and to recognize the value of Iron Mountain's products and services.
 
Responsibilities:

·         Manage Mid-Market partnership maximizing potential income.

·         Ensure the partnership is consistent with Iron Mountain’s healthy core values.

·         Prepare proposals, contact reports, plans as necessary.
 
·         Input creative solutions to maximize opportunities.

·         Assist with the preparation of contractual agreements and ensure that these are fully adhered to.

·         Working alongside Project Managers to devise a detailed tailored plan that maximizes.
 
·         Discuss specific compliance, legislation and environmental policies pertinent to the relevant industry sector with clients.

·         Strive for continual improvement and outstanding customer satisfaction.

·         Effectively solve problems and manage risk to ensure achievement of targets.

·         Work in partnership with the Business Development Team.

·         Forecasting.
 
·         Achieve income targets.
 
·         Lead Generation.

·         Strategic Account Planning.

·         Networking.

Sykes

•	Ensuring that the agents are motivated, monitored and measured in line with company targets and performance standards. 
•	Responsible for making sure that any gaps in performance or quality are quickly identified and addressed. 
•	Producing accurate reports on team performance for senior management on a weekly basis.
•	Preparing daily workloads for agents & co-ordinating the daily allocation of work.
•	Motivating the team to achieve AHT and KPI targets. 
•	Handling client queries and communicating whilst representing the business.
•	Monitoring & reporting on standards & performance targets to agents individually.
•	Praise team members and create a positive working environment. 
•	Interviewing potential new recruits (competency based questions & language tests)
•	Checking service levels regularly on a daily basis to make sure SLA's are met.
•	Organising meetings with H.R. in order to maintain attrition on target and to reduce lateness and absence performance of team members.

Team leader for Prepaid cards & Simple Payment Services, Citi Bank

•	Providing support to front line agents by being available to deal with difficult customer complaints, queries and escalations at all times.
•	Closely monitoring colleagues calls and providing feedback and coaching where necessary.
•	Being able to adapt to leadership role when managers are not available and being a reliable point of contact for senior department staff.
•	Producing training documents and providing insight into training techniques to improved staff induction when no trainer was available.

Escalation Agent, Simple Payment Services department, Citi Bank

•	Adhering to standard operating procedures in order to deliver a excellent customer service. 
•	Dealing with extremely high call volumes, speaking with customers and providing a superior level of customer service at all times.
•	Using wide range of Microsoft products including word, excel and PowerPoint to complete tasks.
•	Managing customer complaints and finding resolutions whilst attaining a consistently low average handling time.
•	Being cross-skill trained across several fields to offer support to other departments
•	Following company policies in line with treating customers fairly act (TCF).
•	Completing client requests in a prompt and accurate manner.
•	Dealing with a vast range of customer queries in a pressurized environment.
•	Providing side by side coaching to new starts and sharing best practice to help develop them.
•	Promoting Citi’s value’s at all times.

Customer Service Representative, Prepaid cards & Simple Payment Services department, Citi Bank

Passionate about team development, solution selling entailing innovative solutions to grow customer relationships into partnerships. Experienced with new business, retaining, growing and leading sales commercial teams in the information technology & customer service sectors. MEDDIC & CoM certificated. 

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Kyle Asay

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The Battle

Kyle Asay

Cristina Escobar

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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);}Kyle Asay's LinkedIn Performance

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