Marco De Paulis

Director of eCommerce & Optimization

Loop

Director of Partnerships

Various SaaS Companies

Advising, consultant, and/or investor for:

PartnerPage.io, Swapt, Fermat, Cart Stars, Pandium, and other SaaS providers and digital agencies.

Advisor/Consultant/Investor

Partnership Leaders

As a Chapter Host at Partnership Leaders, I spearheaded member-led events for our regional chapter. In this role, I played a pivotal part in fostering community engagement and facilitating meaningful connections among members. By organizing and coordinating a series of dynamic events, I provided a platform for members to share insights, collaborate on industry challenges, and network with like-minded professionals. Through effective communication and strategic planning, I contributed to the growth and success of our chapter, creating valuable opportunities for learning, collaboration, and professional development.

Executive Member & Philadelphia Chapter Host

Pavilion

Member

Ryder System, Inc.

Ryder acquired Whiplash in December, 2021.

• Designed the strategy and built the first-ever partnerships ecosystem to a team of 4 with 50+ partners onboarded
• Worked with the team to build high 8-figures in net new pipeline, 7-figures in net new revenue, and 7-figures in expansion revenue through net new and existing customers, respectively
• Lead partner marketing initiatives including e-books, case studies, blog swaps, and partner co-marketing campaigns to drive qualified leads
• Developed various commercial agreements with a wide range of partners to expand services and revenue streams
• Created cross-functional collaborative motions with Sales, Customer Success, and Operations to expand offerings and value to customers and prospects alike
• Elevated product team and feature set by building integration proposals to prioritize integration development that would open maximum commercial opportunities

Director, Ecommerce Partnerships (through Whiplash acquisition)

Whiplash

Whiplash was acquired by Ryder in December, 2021 to become the face of the new eCommerce fulfillment division.

Brought in to develop and launch the first ever Partnerships department at Whiplash from scratch for technology and referral partners. Program structure design through launch. Cross-departmental process creation with Sales, CS, Marketing, and Venture. Driving leads and revenue realization in under 6 months.

Partnerships range from integration, referral, agency, operations, and services.

Privy (Acquired by Attentive)

Privy is the #1 reviewed sales app in the Shopify App Store. Used by 500,000+ eCommerce brands around the world.

• Led Agency partner program, grew from 20 to 750+ partners
• Promoted from Agency Partner Manager to Director to lead Partnerships team, consisting of Partner Managers, Channel Sales, and Customer Success Managers dedicated to Partnerships
• Drove 1,027% increase in Annual Recurring Revenue (ARR) in two years
• Restructured and launched updated partner program to reflect new product offerings and new customer personas and market positioning
• Coordinated all co-marketing initiatives
• Collaborate with Sales, Marketing, Support, and Customer Success teams to create cross-functional motions to support mutual goals

Director of Agency Partnerships

Agency Partnerships Manager

Noticed

• Head of business development, account management, marketing, and strategic partnerships
Promoted after a year and a half to grow Marketing team and build out new retainer services
• Built first ever partner program with SaaS technology and service providers, leading to 1/3 of new clients in first year of program
• Maintained partner relations to strategically plan co-marketing initiatives, share leads, identify joint sales opportunities, and improve joint value
• Developed and implemented a consultative sales and pipeline management process across three services to exceed revenue goals and quotas, growing department revenue 34% in first year
• Launched a new service model and go-to-market strategy, growing recurring annual retainers by 300% through new and existing business
• New clients include: Anheuser-Busch InBev, Dan Bilzerian’s Ignite.co, Decathlon International, Watsco Inc., Vintage Frames Company, Fink’s Jewelers, and more

Director of eCommerce Solutions

Zivtech

• Promoted from Director of Sales after first year to lead the Marketing team, in addition to Sales
• Developed and implemented first ever consultative sales and pipeline management process
• Led all new business development efforts through full sales lifecycle selling end-to-end custom software engagements and Developer staff augmentations
• Owned and managed partner relationships to drive new business
• Collaborated with Project Managers to create Client Engagement team to consistently foster and grow projects and accounts, growing initial contract value as much as 400%
• Improved revenue stability by growing  recurring revenue retainers by 200% through new business and converting existing contracts

Director of Sales and Marketing

My clients include Princeton University, Children's Hospital of Philadelphia (CHOP), City of Philadelphia, Healthcare Without Harm, Law School Admission Council, Carleton College, Greatist, and many more.

Director of Sales

Capgemini

Electronic Ink (acquired by LiquidHub and Capgemini) is an international business system Design Consultancy dedicated to improving the way people interact with technology, environments and one another.

• Supported Client Strategy/Sales team in identifying new business opportunities
• Created, refactored, and implemented a consultative sales process
• Innovated and executed new form of pipeline management and revenue forecasting
• Planned and led complete company website re-design from concept to launch by working cross-functionally with internal and external resources and actively managed execution
• Developed and implemented new content strategy for Marketing efforts including Social Media plan
• Managed all social media accounts and managed editorial calendar for all content development and collateral
• Worked with cross-functional teams and outside vendors to coordinate Marketing events including client roundtables, conference presentations and booths, webinars, and community events
• Salesforce administrator; managed sales operations and reporting to objectively measure performance, pipelines, weighted probabilities, revenue, and key accounts

Sales & Marketing Operations

Partnerships @ Loop | Strategic Advisor & Consultant

Built & scaled ecommerce agency, tech, and fulfillment Partnerships functions to multiple exits. 

Currently, the Director of Partnerships at Loop leading an incredible team.

Conference speaker at Crossbeam's Supernode and Partnership Leader's Catalyst.

In my last role I built the first-ever partnerships program and ecosystem at Whiplash (acquired by Ryder) to improve customer value, new pipeline and revenue, and product connectivity and features.

Previously I was the Director of Agency Partnerships at Privy (acquired by Attentive) and grew the program 10X in partner size and revenue in two years to a program of over 700 agencies.

Director, Ecommerce Partnerships

elephant

Elephant by Pipl is a top of funnel Identity Trust solution designed to help companies increase & improve their automated decisioning for onboarding & payments. It leverages our 5B Global Identity Graph, Elephant Network, and Adaptive AI to quickly assess if an online identity is trustworthy.

Chief Revenue Officer (CRO)

Pipl

Pipl is a global Identity SaaS platform. Our solution allows Enterprise companies, Government agencies, and Technology platforms to investigate, verify, enrich, and resolve identities for a myriad of different use cases.

Toolio

Toolio is a Merchandising Platform that empowers you to make fast, data-driven merchandising decisions through automation and insights.

Achievements:
• Increased ARR by 235%
• Increased Enterprise customer acquisition (Bombas, Mackage, Duluth Trading, Sur La Table, etc.)
• Strengthened Tech Partnerships
• Improved Forecasting & Deal Slippage

Responsibilities:
• Oversee entire Sales organization
• Recruit, Train, Manage, and Coach High Performing Sales teams
• Company New Bookings & Expansion MRR (Direct and Partnerships)
• Company Annual Recurring Revenue Target

VP of Sales

NoFraud

NoFraud is a Full-Service Fraud Prevention SaaS solution for Ecommerce merchants. It not only eliminates Fraud, but specializes in approving High Risk orders to maximize a merchant's Order Approval Rate. With over 5,000 merchants such as Burton Snowboards, Dermalogica, and Serta Simmons Mattresses, it's one of the highest rated Fraud Prevention solutions in the market (and the highest rated on ShopifyPlus).

Achievements:
• Increased ARR by 183%
• Increased Enterprise customer acquisition (Docker's, Clif Bar, Dermalogica, etc.)
• Built Outbound team & improved Sales efficiency
• Helped company win several G2 Awards

Responsibilities:
• Recruit, Train, Manage, and Coach High Performing Sales & Partnerships teams
• Company New Bookings & Expansion MRR (Direct and Partnerships)
• Company Annual Recurring Revenue Target

SVP of Sales & Partnerships

Sales & Orders

Sales & Orders helps Brands, Retailers, and Digital Marketing Agencies effectively advertise products on Search Engines, Social Media, and Marketplaces with their award-winning platform. 

Achievements:
• Increased ARR by 12X
• Increased # of customers by 10X
• Helped company win 3 consecutive awards by Google & Microsoft

Responsibilities
• Oversee entire Sales organization
• Develop Sales Strategy based on company’s goals, taking into consideration market direction, competitor landscape, customer needs, and available resources/capital
• Strengthen/expand Partners (ecommerce platforms, technology partners, and agencies)

Canon Solutions America

Achievements
• Led HQ team that was responsible for supporting company’s biggest solution sales (ex. World Bank, Warner Bros, Fordham University, Ameriprise)
• Played critical role in growing company’s annual Professional Services revenue from $700K in 2008 to $14M in 2015 by building in-house expertise and developing standards/processes that were adopted nationally
• Nominated for prestigious Canon Americas President Award (CAPA) for leading Canon eLearning project (1x company savings of $2.2M / annual savings > $500K)

Responsibilities	
• Managed National PreSales, Implementation, and Curriculum Development teams providing Software Consultation, Professional Services, and Training to over 1,000 Sales Reps and customers nation-wide, primarily focusing on regional and national accounts	
• Researched and proposed strategic direction for Professional Services Division to upper management, focusing on key investments and partnerships that can provide competitive advantages and market penetration	
• Recruited, trained, motivated, and retained Solutions Analysts, Implementation Engineers, Project Managers, and Instructional Designers

Sr. Manager - National Consulting & Support

• Hands-on SaaS Sales leader w/ proven track record of surpassing targets
• Achievements in previous roles: 10X ARR Growth | 900% New Bookings MRR | 15X New Logos
• Experienced building double digit Sales Teams from scratch (premise & remote)
• Expertise: Inbound/Outbound Sales, eCommerce, Fraud Prevention, Payments, Digital Marketing
• Tech Stack: Salesforce, Hubspot, Gong, LinkedIn Sales Navigator, Outreach, Apollo

taplio

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Marco De Paulis

Allon Massil

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