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

SimonMed Imaging

Outside sales and account management assisting Pain, Neurology and Chiropractic practices. Assist practices with MRI, CT and X-Ray imaging for their patients.  Educate providers on imaging options and protocols for spinal, brain and extremity injuries. Including insurance based as well as personal injury based practices. Work to expand provider referrals through field outreach, lunch and learns and targeted prospecting.

Account Representative

AlertMedia

Full cycle sales assisting mid-market organizations purchase emergency communication, threat intelligence and travel risk management solutions. Managed geographic territory, secured demonstrations, conducted discovery, presented multiple software solutions and worked with champions through procurement to secure business. Effectively utilized MEDDPPICC to forecast and navigate complex deal cycles with multiple departments, stakeholders and buyers to secure revenue.
•	106% to goal Q1 2023
•	Clients –Catalyst Family, First Interstate Bank, JAMF Software

Mid Market Account Executive 

Instawork

Supported Hospitality and Light Industrial operations through providing access to Instawork’s technology platform and talent marketplace.  Full cycle sales including prospecting, demo and contract negotiation primarily to upscale hotel and resort properties in the Southern California market. This consisted of net new logo acquisition and sales through a channel partnership. 
•	Avg. 140% of Goal 2022
•	Top Grossing Rep on SW Team Q1 2022
•	Clients –Peninsula Beverly Hills, Terranea Resort, Legoland California, University of California Irvine

Senior Account Executive

Restaurant Technologies

Outside sales improving efficiency and sustainability with data driven automation in the hospitality sector. Engaged in full cycle sales cycle including prospecting, presentation and contract negotiation. Targeted net new restaurant chains, hotels and higher education institutions a in Orange County and San Diego California. 
•	103% attainment of 2019 plan
•	One of three reps to exceed 2019 plan on team of 10 
•	Clients – Newport Beach Country Club, University of California Irvine, Orange Coast College

Regional Sales Executive

Kareo

Medical sales to Internal Medicine, General Practice, Physical Therapy and Mental Health Practices. Assisted practices with improving clinical charting efficiency, increasing insurance billing revenue and improving patient experience with Kareo’s cloud based software platform. Including virtual and on site demonstrations of Kareo’s EHR, Billing and Marketing offerings. 
•	Achieved 103% of 2017, 119% of 2018 quota 
•	Top win rate for Kareo’s Billing platform, #4 rep of 25 in ROI per marketing dollar allocated
•	Key Clients - Auburn University Sports Medicine Clinic

Medical Sales Representative

Vertafore

Worked with Independent Insurance Agents to reduce labor costs and increase agency efficiency through use of Vertafore’s suite of cloud based solutions for independent insurance agencies. Sold management software and marketing solutions.

Territory Sales Executive

Impact Claim Services

•	Outside Sales for a Public Insurance Adjusting firm. Assisted commercial property owners in recovering funds for large loss property insurance claims. Secured business through field and phone prospecting, networking and trade association marketing. Evaluate commercial real estate properties for damage to the roof and exterior including TPO, EPDM, PVC, Modified Bitumen, Tile and Asphalt roof systems. 
•	Secured 6 Million Dollars in claims 2015
•	ADS 1.5 Million Dollars

Field Sales

Eco Roof and Solar

•	Contracted with commercial and residential property owners to perform property restoration and roof replacement services.  Engaged in full cycle prospecting, contracting, project management as well as leadership and training of new project managers and lead generating canvassers. Created a network of realtor partners from over 6 brokerages to provide inbound top of funnel opportunities. Managed residential and commercial roofing projects including the replacement of Asphalt, Tile, Stone Coated Steel, TPO, EPDM, and Modified Bitumen roof systems. HAAG and GAF Steep Slope Certified. 
•	2013 ‘Project Manager of The Year‘ 
•	$627,000 in revenue 2013, #1 on team of 25, ADS $25,080

Senior Project Manager

Ashford University

Contact, advise and enroll students in a competitive, sales environment while maintaining compliance to federal regulation. Take individual through enrollment and financial aid process in less than two weeks. Ensure student retention while starting a new student population every week. Maintain a high volume of phone and email activity to ensure high lead flow, convert leads to maintain student enrollment goals. Enroll students for online undergraduate programs such as Business, Psychology, Healthcare, History, and Human Resources. 

Accomplishments:
Recognized as Most Improved Advisor in Division January 2010
Exceeded January enrollment expectations while maintaining a retention ratio of over 90%

Enrollment Advisor

With over ten years of experience in sales, I am passionate about helping organizations improve their efficiency, sustainability, and safety with innovative technology solutions. I am currently a Mid Market Account Executive at AlertMedia, a leading provider of emergency communication, threat intelligence, and travel risk management software. I work with mid-market clients across various industries, such as hospitality, software, and finance, to understand their challenges and needs, and to present them with the best solutions for their goals and budgets.

In my current role, I manage the full sales cycle, from prospecting and securing demonstrations, to conducting discovery and presenting multiple software solutions, to working with champions and stakeholders through procurement and contract negotiation. I effectively utilize MEDDPPICC to forecast and navigate complex deal cycles, and to deliver consistent and reliable results.

I have experience working with buyers in the hospitality, medical, banking, technology and insurance industries. I manage a territory and target outbound efforts to identify, engage and develop relationships with potential buyers. My skills include discovery, demonstration, prospecting and negotiation.

taplio

The Battle

Nick Bontrager

Mark Carlson

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