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

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.

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.

taplio

The Battle

Nick Bontrager

Kyle Asay

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