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

Atlassian

Highlights:
- Q1FY25: #1 overall Global quota attaining rep in the segment.

Enterprise Sales Development Representative

Cart.com

Highlights:
- Q3 2023: Achieved ramp quota at 100%
- Closed $30,000 TAV
- Led a new software sales initiative reporting directly to internal C-level and VP level executives to support the net-new software growth of the business.

Impact:
- Achieved the highest ever new business pipeline for a previously underperforming software product.
- Drove the largest full-cycle outbound sourced deal in the new software product line history, effectively navigating a complex sales process with >6 external stakeholders.
- Grew higher rates of engagement with existing customers for new Cart.com software solutions.

(Department & role eliminated due to a significant company restructure.)

Account Executive - SMB & Mid-Market

Overall FY2022 highlights:
- $17M in pipeline sourced
- $2M TCV won
- Sourced opportunity with over 80 new logos for Cart.com (SMB,MM, and ENT)
- Rep of the year 2022 out of 25 reps

Highlights:
- Q2 2023: Achieved quota at 100%
- Q1 2023: Exceeded quota at 103%
- Highest quota achieving Commerce Services team rep Q1

Impact:
- Led strategy and outbound tactics for the Commerce Services team
- Sourced a deal that led to a customer success story for Cart.com

Senior Business Development Representative - Outbound

Highlights:
- Highest quota achieving rep Q4
- Q4 2022: Exceeded quota at 130%
- Highest quota achieving rep out of 18 Q3
- Q3 2022: Exceeded quota at 200%

Impact:
- Led outbound strategy for two new SaaS products into market
- Helped train and onboard 3 new reps. All hit quota out of ramp.

Business Development Representative II - Outbound

Joined in the first 100 employees at the company and was apart of the founding cohort of sales hires to help bring the Cart.com vision to life.

Highlights:
- Highest quota achieving rep out of 18 Q1 & Q2
- Q2 2022: Exceeded quota at 204%
- Q1 2022: Exceeded first monthly quota at 187% out of ramp

Impact:
- Helped build the outbound strategy for Cart.com from scratch
- Sourced pipeline with two Fortune 50 brands from outbound

Founding Business Development Representative - Outbound/Inbound

Agile sales professional with expertise in building pipeline and generating opportunities rooted in deep discovery that lead to customer and company growth.

I have earned recognition from my clients for understanding the core of their business problems and carefully guiding them toward a meaningful solution.

Unique skills:
- Full-cycle sales
- Pipeline generation and acceleration, both outbound and inbound
- Product-led and sales-led tactics

taplio

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Nick Bontrager

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