HHAeXchange

Sales Manager | Emerging Markets

Senior Account Executive

Thoropass

Enterprise Account Executive

Arkenstone GTM

Arkenstone GTM is a sales training and consulting firm specializing in outbound pipeline development and intuitive discovery execution. Wether you are building your outbound motion from scratch or leveling up your teams output, we may be of help. The three main issue we solve for are 1) Low outbound pipeline 2) Low conversion rates 3) Low deal sizes

Founder- Lead Consultant/ Sales Trainer

Staffing Engine

Implemented intuitive discovery and problem centric prospecting across the GTM team

Consultant / investor

Flosum

Led mid-market sales and business development 

- Rebuilt global outbound strategy
- Increased outbound generated pipeline by 452% YoY in 6 months. 
- Grew BDR team from 3-7 and AE team from 5-8
- Increased average deal size from 35k to 47k
- Added 25MM in qualified pipeline 
- Created comprehensive enablement program for BDR to AE development

Director of Sales and Business Development

Addepar

- Led inbound and outbound business development achieving $70 million in sales accepted pipeline on a $60 million target in 9 months
- Increased opportunity volume by 67% YoY
- Grew team from 6-13 reps
- Developed and promoted 3 reps to AE roles
- Implemented comprehensive BDR to AE enablement program

Head Of Business Development

Dooly

- Sales hire #1, only rep to hit quota. 
- Contributed 75% of new business revenue during my tenure from seed to series B
- Created initial sales process in collaboration with sales leadership

Founding Account Executive

CentralReach

National Account Executive

EverythingBenefits

Mid-Market Account Executive

Morristown Wealth Management

Broker

Founder | GTM consultant | 🔮Intuitive Discovery Trainer | Problem Centric Prospecting | Keynote Speaker

If you’ve gotten this far on my page and haven’t clicked on one of my videos... I’m all about being yourself. 

I find the most happiness at work while training reps on Intuitive discovery and prospecting so they can move forward in their careers. 

I’m also on a mission to fundamentally change the way companies think about business development and discovery execution. 

I specialize in revamping outbound programs to drive results and profitability rarely seen in the status quo using relevance, personalization, and data at the essence of every touch

As the first few sales hire at several SaaS startups I played a large role in testing and building sales processes while adding new revenue.

In the past 3 years, I led high performing full cycle and business development teams that generated over 100 million in outbound pipeline.

If you contact any of my previous coworkers and employers they will tell you that I am outgoing, eccentric, and extremely passionate about what I do. 

Oh yeah! I also make sales related content to brighten up your day on LinkedIn. 

I’m here to build a community and a career so if you’d like to connect, drop me a message. 😀

Ryan Scalera

Qualtrics

SaaSBros.

Community Mentor - Sales Performance

TaskHuman

BetterUp

Manage book of ~80 accounts from demand generation to contracting; mentor two new colleagues; establish BetterUp brand in new region through social selling, cold calling, territory planning, and event hosting

Senior Enterprise AE

Workforce Science Associates

WSA is a member of the Qualtrics Partner Network for implementation and advisory services across the XM platform with a specialization in Employee Experience feedback. Work very closely with the Qualtrics sales organization for sales meetings, demonstrations of technology, detailed implementation timelines, and co-creating a success strategy. The ultimate objective is to create a partnership with customer project teams and executive sponsors on employee experience programs using Qualtrics to drive critical business metrics.  WSA was awarded QPN business partner of the year for successfully delivering on more than 400 Qualtrics programs annually.

10th employee to join company; task force member to review, select, & configure CRM; recruit & onboard 4 new sales colleagues; helped build business to 52 employees

Closed 110 contracts ($2.75M USD)

Program Director

Exec in charge of product launch; secure 2 new clients on GA product; convert 5 beta clients to GA; created go-to-market strategy with Product Development, Sales, Engineering, Enablement, & Marketing

Successful launch of Watson Career Coach product in October 2018

Global Director, Watson Career Coach

Exec in charge of APAC sales strategy across A/NZ, Korea, India, & Southeast Asia for the full Kenexa portfolio; dotted-line leadership of ~55 people including regional sales leaders, AE’s, solution consultants, and sales support; direct downline of 4; initiate transition for APAC to develop channel-first (indirect) sales strategy

13% YoY Growth 2016 ($9.83M ARR) | 21% YoY Growth 2017 ($11.56M ARR)

APAC Director, Kenexa

Sales leader responsible for Kenexa Survey revenue across Europe including UKI, DACH, Nordics, France, Benelux; serve as executive sponsor for deals; dotted-line leadership of ~50 people including regional sales leaders, AE’s, solution consultants, and sales support; direct downline of 5; maintain survey product as a pillar of consistency.

38% YoY Growth ($14.4M ARR)

Europe Sales Leader, Kenexa Survey

First “Kenexa” employee on the ground in the Nordics following IBM acquisition; built Nordics team from ground-up; select, onboard, enable, coach, and manage 8 direct reports; create channel (indirect) sales strategy for Nordics ($550k revenue in 2014 from channel); create balanced revenue stream across multiple products in portfolio

65% YoY Growth ($2.62M ARR) | 110% YoY Growth ($5.64M ARR)

Nordics Sales Leader, Kenexa

Responsible for proactive build of client base in new Nordic market; tasked by CEO to transform India to front-o fice sales and delivery team; won 25 Enterprise-level customers for $13M TCV including two marquee clients in India & personal first seven-figure contract out of Denmark

Promoted to Director in August 2011 based on merit, performance, and recommendation from Senior Leaders

Sales Director, Nordics & India

Develop pipeline generation strategy across 3,000 prospective clients in EMEA; grow, develop, and retain 6 SDR’s

51% increase in qualified first meetings | 230% increase in new opportunities

Team Manager, EMEA SDR’s

Manage sales motion for 600 prospective clients across small, medium, and enterprise level businesses primarily in DACH, Benelux, and southern Europe; respond to RFP’s, craft SOW’s, and contract negotiation

Closed $6.5M USD in total contract value

Account Executive, Kenexa Survey Europe

AE @ TaskHuman🔥hr radio🎙️hustle in ‘23

Passions:
Travel - visited more than 40 countries to-date with an endless list for what’s next
Snow Skiing - the Austrian & German Alps more than 50 total days in 2-year period
Cinema - favorite Bollywood movie is “Lunchbox” and Hollywood movie is “Interstellar”
Family - wife Somya and daughter Niya bring daily joy and excitement
Exercising - cycling the bike paths around Lincoln

Noteworthy Background:
Expatriate assignments in Munich, Stockholm, London, & New Delhi
15 years in SaaS sales
8 years of sales leadership & people management
7-figure deal-size wins as an AE & an Exec Sponsor
Live on-stage presentations to thousands in audience
Helped build services start-up from 10 FTE to 52 in <2 years
People management experience across recruitment, selection, onboarding, growth, development, performance-plans, promotions, and o boarding

Skills:
Multithreading complex deals
Pipeline gen expertise via social selling, tailored campaigns, & cold calls
Mentoring, coaching, growing, & developing people
Executive presence
Radically candid communication
Ruthless forecasting 
Talent magnet on LinkedIn

Languages:
English (native) 
German (intermediate)

taplio

The Battle

Ryan Scalera

Nick Kouma

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