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

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