Kyle Asay

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.

VP, Global Growth Sales

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

Amplitude

Achievements:

• First quarter in the role: 113% new business quota attainment and 92% renewal rate over $1.3M.

Roles and Responsibilities:

• Lead the entire sales cycle, from lead generation to deal closure within the French mid-market and mid-sized Enterprise segment.

• Conduct comprehensive account planning and execute effective sales strategies to achieve and exceed revenue targets.

• Cultivate strong relationships with key stakeholders, understanding their unique business challenges and positioning Amplitude as transformative assets.

• Manage the sales pipeline efficiently, ensuring accurate forecasting and timely reporting.

• Work closely with cross-functional teams, including marketing, sales development, deal desk and Solution Consultant, to align strategies and enhance overall customer experience.

Emerging Enterprise Account Executive

Achievements:

• 355% new business quota attainment in Q2.
• 134% new business quota attainment for the year 2023.
• 94% renewal rate for the year 2023.
• Converted 36% of my 2023 renewals into multi-year contracts.
• Closed two $500K+ multi-year contracts within my first quarter.

Roles and Responsibilities:

• Strategize and oversee the complete sales cycle of a mid-market and enterprise book of business, ensuring seamless management from pipeline generation to successful closing.

• Develop comprehensive account strategies and executed territory planning through collaborative efforts with marketing, solutions, and technology partners, resulting in increased revenue and enhanced brand awareness.

• Demonstrate sales acumen by effectively communicating the value of Amplitude to key stakeholders, showcasing how our product delivers a strong return on investment and integrates with their strategic business objectives.

• Cultivate an in-depth understanding of customers' business requirements to provide tailored solutions that address their specific needs and drive positive outcomes.

• Foster strong internal collaboration with cross-functional teams, including SDRs, Solutions Consultants, Customer Success, and Deal Desk.

Commercial Account Manager

Productboard

Achievements:

• 191% new business quota attainment in my first quarter.
• Closed the biggest expansion in the Account Management team ($44K).

Roles and Responsibilities:

• As the first EMEA dedicated Account Manager, I am helping to build the foundation for a future large, revenue-focused team.

• Negotiate and close account expansions & drive adoption of higher-tier Productboard plans.

• Actively work to maintain strong relationships with Productboard's existing customer base while identifying opportunities for expanding usage.

• Build trust and relationships with a portfolio of Productboard customers. Understand their Business priorities and current use of Productboard to identify new use cases.

• Work closely with the Sales & Customer Success teams to develop account plans, relationship maps, and use cases that will contribute to winning sales opportunities.

Tools used: Salesforce, LeadIQ, Outreach, Looker, Gong, RevOps, Zendesk, DocuSign.

SMB Account Manager

Segment

Achievements:

• 114% quota attainment for the year 2021.

Roles and Responsibilities:
 
• Develop and execute win/win negotiation strategies for medium and large account contract renewals in EMEA that maximize contract value while protecting and enhancing customer trust.
 
• Use sales and negotiation skills to encourage our customers (at the C level) to renew, retain and expand their access to the Segment product suite.
 
• Identify customer requirements, uncover roadblocks, and demonstrate strong account management and commercial capabilities to drive renewal to on-time closure.
 
• Connect and build relationships with existing clients and act as a trusted advisor.
 
• Drive revenue growth through upselling and cross-selling in collaboration with Sales, CSM, Solutions Architecture, and Revenue Ops.
 
• Accurately maintain/update a forecast of renewals in EMEA and ensure any uncovered risk is clearly communicated to develop resolution strategies.
 
• Collaborate with internal resources such as Competitive Intelligence, Pricing, Product Management, Customer Success, Account Executives, Legal, and Sales and Revenue Operations to develop comprehensive 'win' strategies.

Tools used: 

Salesforce, CPQ, LeadIQ, Outreach, Looker, Chorus, Clari, DocuSign.

Renewals Manager

Achievements:

• $3.8M pipeline generated during my tenure.
• Last 3 quarters attainment: Q4 100% - Q1 112% - Q2 120%

Roles and Responsibilities:

• Prospecting high-potential mid-market & enterprise companies in the UK, DACH, France, Benelux, Middle East, Iberia, Africa, and Southern Europe who can benefit from Segment’s solution.

• Use targeted questions and natural rapport-building skills to understand clients' business strategies and how we at Segment can contribute to their success.

• Partner closely with experienced Mid-Market and Enterprise Account Executives to ideate and execute effective prospecting strategies to generate Sales Accepted Opportunities.

• Develop, test, and iterate messaging across multiple channels, industries, and personas.

• Codify and contribute learnings and best practices to the outbound process and team members.

• Use a data-driven approach to identify success and focus on optimizing conversion rates.

• Develop and consistently meet or exceed all assigned quotas and key performance metrics.

Tools used: 

Salesforce, LeadIQ, ZoomInfo, Outreach, Looker, Chorus.

Outbound BDR (Mid-Market & Enterprise)

Accenture

Roles and Responsibilities:

Troubleshoot and resolve technical issues related to data feeds on Google Shopping platform by 

• Providing guidance and consultative technical support to partners.

• Work with a Partner/Account management Support model.

• Work directly with Engineers/Technical team on Partner technical integration.

• Bug management.

• Become SME and point of escalation for product on team.

Google Shopping Technical Support

Roles and Responsibilities:

• Serving as the first point of contact for customers seeking technical assistance over the phone and email. 

• Performing remote troubleshooting through diagnostic techniques and pertinent questions.

• Determining the best solution based on the issue and details provided by customers.

• Achieving sales targets by using commercial rebounds.

• Coaching agents to improve phone skills and commercial rebounds.

Senior Technical Support

Province de Liège - Administration

Roles and Responsibilities:

• Installing and configuring hardware and software components to ensure usability. 

• Troubleshooting hardware and software issues. 

• Repairing or replacing damaged hardware. 

• Providing support to users.

IT Technician

Carrefour

Store Cashier

Experienced in overseeing complete sales cycles and renewals for SMB, Mid-Market and Enterprise companies, from pipeline generation to successful closing. 

Proven track record of developing prospecting and account strategies, executing territory planning, and driving revenue growth through collaborative efforts with cross-functional teams. 

Adept at effectively communicating product value, uncovering customer requirements, and driving new business, up-sell and cross-sell opportunities.

In addition to my experience and qualifications, I am fluent in French and English.

taplio

The Battle

Kyle Asay

Mounir Mahfoudi

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