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

Business Development Manager, Duo Business Unit Partner Go-to-Market

RevShoppe

- Closed $492k in Professional Services revenue (Net New, Customer Expansion, Partner Motion)
- Expanded customer account spend by over 200%  (Fortune 500 Account: 233% ; Cybersecurity Account: 205%) 
- Executed client facing Outbound GTM Program that resulted in 2X pipeline, 2X meetings, $5M in ARR per rep, 100%+ team quota attainment with 48% less activity

RevShoppe aligns sales engagement technology with Go-to-Market strategies, empowering revenue teams and exceeding revenue goals. By optimizing operations, messaging, and enablement, our operating models transform sales engagement through executive strategy, tactical workflows, and unrivaled buyer experience. 

Unicorns and Fortune 500 companies – including Segment, Expedia, Adobe, Cisco, DocuSign, Siemens, and IBM – rely on RevShoppe for strategic direction to increase revenue.

Program Manager

•Managed a team of 11+ Outbound Account Development Reps who support SLED, MM, and ENT
•Achieved 100% team quota attainment in my first full quarter at Duo. Previously, the team had missed quota for five consecutive quarters.
•97% Average Quota Attainment (6 Quarters)
•83% Average Meeting-to-Opportunity Conversion Rate (6 Quarters)
•Hired 12 Account Development Reps + promoted 5 to Account Executive

Manager, Business Development -  Duo Security

SailPoint

As SailPoint’s sole SDR Manager for the North America/Asia Pacific region in 2017, I was responsible for pipeline generation across all verticals as well as the day to day coaching and performance of my 18 direct reports located across Austin, TX; Sydney, AU; and Singapore, SG.  

Key accomplishments include:

*Growing AMS/APAC team by 150% in 2017 – from a team of 8 to a team of 18 within 9 months, and during an IPO

*Responsible for all aspects of territory creation/account assignment for 20+ SDRs in both 2017 and 2018

*100%+ Sales Manager quota attainment – 2018, 2019

*SailPoint High Achiever’s President’s Club - 2018, 2019 

*$58.2M in 2018 SDR Sourced Revenue - 42% YoY Growth

*$237M in 2018 SDR Sourced Pipeline - 157% YoY Growth

*  Lead SDR Management Team in 2019 closed  revenue - $28.8M – 46% of overall SDR sourced revenue

Sales Development Manager, North America

As a Senior Sales Development Representative, I was responsible for all aspects of business development and pipeline generation. Educating the market, running initial discovery calls, nurturing relationships within my territory, working alongside Sales Executives, and Channel Partners to target strategic accounts. 

*Set an all-time company record for the highest amount of  SDR sourced revenue - $22.2M,  only surpassed in Q2 2020. 

*Sourced 26% of all SailPoint's global closed-won bookings in Q1 2016 - including SDR, channel and sales created opportunities. 

*Chosen to work 1:1 with Customer Success Leadership to design and launch install base prospecting program

*Responsible for training and on-boarding new team hires

*Only SDR on a team of 8 to be offered a choice between Inside Sales Role and SDR Management Role.

Senior Sales Development Representative

Clubessential

Clubessential provides web-based technology solutions to some of the world’s most prestigious clubs and resorts including Congressional Country Club, Marriott’s W Hotels, and Ritz Carlton Residences.
 
As a Marketing Associate reporting directly to the VP of Sales, I was responsible for all pipeline generation within my territory as well as creating strategic campaigns to drive market awareness and engagement.
 
Key Accomplishments Include:
·  	Routinely met and exceeded monthly quota sales by 150% attainment
·   	Sourced 34% of all 2014 closed-won business – net new accounts
·   	Created and executed weekly email/phone campaigns to my territory

Marketing Associate

The Boon Group

* Created customized content for sales proposals and large commercial and government RFPs 
* Calculated product pricing and margin by assessing company risk 
* Acted as point of contact for new clients
* Created print ads, brochures, email blasts and direct mail marketing pieces

Marketing and Proposal Specialist

Sabertec

* Created and maintained website content and design 
* Assisted sales team in prospecting potential clients  
* Managed scholarship program  
* Supervised company intern and oversaw the intern hiring process 
* Developed marketing materials such as brochures, e-mail blasts and various documents 
* Managed company events, prospected and secured sponsors, venues and media coverage

Marketing and Public Relations Associate

Mason Public Relations

* Assisted in developing and implementing creative strategy in a small agency setting
* Reached out to media contacts on behalf of clients to arrange and secure press coverage
* Created press releases, strategic memos and client proposals for ongoing campaigns

Intern

Sales Leader + Storyteller | Professional Optimizer + Revenue Driver

Cybersecurity Sales Leader turned GTM  Strategist with a proven track record of driving multimillion-dollar revenue growth across all segments, sectors, and continents both as an individual contributor ($20M+) and in a leadership role ($50M+).

During my 5+ years in SDR leadership, I hired 50+ direct reports, launched three net-new top-of-funnel sales motions (SLED, SMB, Customer/Install Base), and was responsible for building territory, quota, comp plans, and playbooks for the 7+ sales segments I supported.

As a Program Manager at RevShoppe - I  partner with  GTM leaders to unleash their team's full revenue potential, maximizing the value of their existing digital sales tech stack and seamlessly aligning the systems, strategy, and execution behind it. 

Read more about the impact of the custom-tailored Programs I've led here: 
https://www.revshoppe.com/project/pelago-sees-a-5m-increase-in-arr-per-rep

taplio

The Battle

Nick Bontrager

Judith Andrews

Followers

Posts

Engagements

Likes

Ready to grow your LinkedIn presence?