Socket

You use open source software? Do you know if the direct and transitive dependencies in those packages are safe? No? You need Socket. 

At Socket, we’re transforming how organizations protect their applications from the rising threat of software supply chain attacks. Founded in 2021, Socket offers a developer-first platform that proactively detects and blocks malicious packages in real time, securing the open source ecosystem that powers modern software. Socket is backed by a16z, Abstract Ventures, Elad Gil, South Park Commons, Village Global, Unusual Ventures, WndrCo, and dozens of CISOs and world-leading business leaders.

Account Executive

2024
Q4 - 102.5% to ramp ACV target and 248% to pipeline target  

Other contributions in 2024:
2nd ranked attainment achiever on sales team (#1 in ramping class) 
Closed first deal 3 months ahead of ramp goal
Helped lead interview process for first US SDR role

Founding US Account Executive

Drata

Consistent top achiever (in the top 10 of reps QoQ in a sales org of 30+).

Quota Achievement: 

2024 - 100.5%
Q2 - 114% (got things back on track) 
Q1 - 87% (took a minute to get pipeline built coming back from paternity leave) 

2023 - 89% 
Q4 - Paternity leave 
Q3 - 102%
Q3 - 82% (a top 10 rep during this time)
Q2 - 82% (a top 10 rep during this time, top overall rep in May for entire business) 
Q1 - 89% (a top 10 rep during this time)

2022 - 115% 
Q4 - 112% (top 5 rep)
Q3 - 117% (top 5 rep)

All-time Stats:
- $1,180,997 new business won 
- Attainment 99%
- 89 net new customers 
- Sold deals up to $135k in size

Other contributions:
- Selected to mentor new AEs and SDRs
- Given special projects to work with the product team
- Selected to join task force to improve POC process

What I sold and who I sold to: 
- Compliance automation SaaS platform to help companies achieve compliance faster, pass audits with flying colors, and win more business. 
- Highly technical and non-tehcnical personas. Founders, CTOs, COOs, VP of Engineering, and other IC-level operations, engineering, and compliance folks.

Censys

Quota Achievement: 

2022
Q1 - 148% (#1 achieving rep in sales org)
#1 overall rep for attainment on the Mid-Enterprise team 

Other Achievements: 
- During tenure in closing roles I closed 22% of the entire customer base adding $1.2M in ARR.

What I sold and who I sold to: 
- Helped CISOs sleep better at night by closing the gaps in their external digital attack surface with a SaaS platform. 
- Sold to highly technical CISOs, Heads of Security, Attack Surface Managers, and IC-level security team members like security engineers.

Mid-Enterprise Account Executive

Quota Achievement: 
- #1 Rep in sales org for attainment during tenure (95%)
- Deal sizes up to $125,000
- Average deal size $51,000
- Won 16 enterprise logos (Some logos include the likes of Deloitte, Crowdstrike, Nubank, Swiss Life, Carhartt, Coinbase, Falabella)

What I sold and who I sold to: 
- Helped threat hunting teams discover forgotten, rogue or newly acquired internet assets using our SaaS internet data scanning platform. 
- Highly technical buyers CISOs, VPs of Threat Detection, Threat Analysts, and other IC-level security team members like security engineers and threat hunters.

Top achiever - Promoted twice in first year 

Quota Achievement:
- 85% all-time (Top Performer to quota in sales org)
- $177,461 new ACV closed won
- 11 new logos won

ISR + SDR

Employee #40 and first full-time BDR

Quota Achievement:
- All-time - 95%
- 265 meetings set

Other Achievements:
- Created a campaign that generated 32 additional meetings over the course of quarter
- Set company records for most meetings set in a day and month

Founding Enterprise SDR

Cisco

Quota Achievement:

All-time: 100%

Other achievements: 
- Only Duo BDR to be promoted from SMB directly to an Enterprise BDR role (skipping Mid-Market)
- Over $1.2 million in pipeline sourced

What I sold and who I sold to: 
- Simplified the multi-factor auth process for Enterprise companies with easy and affordable MFA software.
- Worked with CISOs, Heads of Security, Directors of Authentication, and the IC-level security team

Enterprise Sales Development Rep

2019
121% - All time (highest on team)
$4.2M pipeline sourced (highest on team)
500+ opportunities sourced (highest on team)
Top achiever's club '19

What I sold & who I sold to: 
- Simplified the multi-factor auth process for SMB companies with easy and affordable MFA software. 
- Worked with highly technical personas: CISOs, Heads of Security, Directors of Authentication, and the IC-level security team

SMB/MM Sales Development Rep

Duo Security

Hired at Duo during the acquisition by Cisco.

Sales Development Representative (Acquired by Cisco for $2.35B)

For over 6 years, I've been involved in the infosec community helping engineers solve challenges in identity access management, threat hunting, attack surface discovery, compliance and supply chain security. 

Trust between sellers and engineers is broken and needs to be restored. 

I've been focused on this restoration since the early days at my first security startup. 

I've spoken with hundreds of security pros and business leaders and helped them solve challenge after challenge in their security stack. 

From stealth mode startups to Fortune 10 organizations, I've worked with them all. 

My passion isn't to just close deals. It’s to help connect engineers and leaders with tools that make their lives easier, make them look good, and protect their teams and assets. 

I'm obsessed with earning and keeping this trust.

When I'm not working I:
🏌🏼‍♂️  Play golf
🥾  Hike with my wife
📚  Read (at least 10 pages a day)
🎥  Watch movies (400+ reviewed on IMDB)

Nick Bontrager

Helping Customer Success execs in B2B SaaS hit their revenue targets 🎯 | Grow from $10M to $100M ARR 🚀 | Keynote speaker, CS coach, Podcast host⚡| Part-time Rock God 🎸

I'm Bob Mathers.  I'm a keynote speaker and Customer Success coach for execs in B2B SaaS. ⬇️

I help leaders hit their targets, it's that simple.  I believe the answers you're looking for are not out there, they're inside your teams.  I help you clarify what matters so we can focus on real solutions right now.  The best part?  You'll find your voice, build your confidence and finally be the rockstar you are.

Organizations call me when they want to inspire their teams to get off auto-pilot, chase their curiosity and create unforgettable connections with customers.

Executives reach out when they're missing their targets, and running out of answers.  They need a new story to tell, one that rebuilds the confidence of their peers and helps them capture the momentum they've lost.

2 ways I may be able to help you:

KEYNOTE SPEAKING
I deliver powerful keynotes that spark an emotional shift in awareness of how small daily changes can unlock curiosity and creativity in teams that turn them into rockstars.

I tailor my talks to meet your unique requirements.

My Signature Talks:
- Rediscover Your Inner Rockstar.
- Put your Audience LAST and Catch FIRE on LinkedIn.

CUSTOMER SUCCESS COACHING
If you're a CEO, founder or CS leader, I can help you:

- Quickly get clarity on the one problem you need to fix first.
- Build a plan for the next 6 months with measurable improvement targets you can defend.
- Start to regain the confidence of the CEO, your peers and your team.
- Build the momentum you've lost.

IMPACT I'VE MADE

🚀 Increased revenue from existing clients from 40% to 65% in 1 year.
🚀 Increased revenue from client renewals by 35% in 1 year.
🚀 Increased services revenue by 8Xs in one year.
🚀 Reduced time spent by CS team on reactive activities from 55% to 35% in 1 year.
🚀 Improved time to value from 18 months to 6 months in 1 year.

WHAT CLIENTS SAY

➡️ Bob is one of those people who fills your cup with every interaction. He is deeply invested in ensuring that the people with whom he's speaking are heard, supported and successful.   

- Michelle Groncholsky - CEO, Founder, TedX Speaker

➡️ Bob's expertise in developing and implementing effective customer success strategies is unmatched.  

- Deniz Omurgonulsen, VP Member Experience @ Leading Hotels of the World

➡️ Bob has been instrumental in helping our team implement a CX program with an NPS of 90 and 65% of our revenue coming from existing clients.  

- Aaron Barth, CEO Dialectic.

WAYS YOU CAN REACH OUT:
• DM here on LinkedIn.
• Schedule a chat here 👉 https://calendly.com/bmathers/30-minute-meeting

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Nick Bontrager

Bob Mathers

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