airSlate

Senior Director of Customer Success

Initiated Leadership, LLC

My project to bring more conscious leadership through our corporate journeys.

Coach/Consultant

GoStudent

-Ran all GTM teams in US Market
-Serving as the Country Manager, Director, and Head of Sales executing the launch of the US market
-Grew revenue from 0-$2M in year 1 of market launch
-Scaled sales, customer success, and tutor recruitment teams
-50+ teammates hired and onboarded 
-Drove month-over-month increase in top line revenue, customer acquisition, retention
-Optimize business for efficient LTV:CAC
-Developing leaders within the organization to further sustain a culture of growth, self-reflection, and impact
-My #1 job is building a work culture focused on helping others succeed and grow

*All North/South America operations shut down

US Country Director 

Dialpad

-Launched Dialpad's Inside Channel Manager team to help better support and grow our amazing partners in assisting more companies to make smarter calls with the best in class business phone system.
-From $0-$30M in additional pipeline in 7 months

Manager, Channel Sales

-Scaled Partner Development Program to acquire over 600 net new channel partners for Dialpad
-Scoped and launched Inside Channel Manager Pilot program to increase Dialpad's ability to be an amazing partner in the UCaas and CCaaS space to drive increased revenue with efficient scale
-Developed and promoted 7 reps from Channel Development into Channel Manager roles in 8 months

Manager, Partner Development 

-Helped build and deploy a fully remote onboarding program for incoming SDRs to decrease ramp time
-Launched a new comp plan with historical performance data to align business development org goals with overall company revenue goals
-Drove ~50% increase in conversion of meetings executed to opportunities created
-Implemented weekly coaching program that combined direct 1:1 feedback with group coaching to level up selling skills and increase attainment
 -Aligned SDR initiatives with marketing on a joint approach to targeting prospecting to increase pipeline generated by org through Account Based Sales Development
-The stat I'm most proud of being able to promote over 70% of the team internally to closing roles

Manager, Business Development

-Owned Mid-Market sales onboarding, coaching, and continued development of sales skills and competancies 
-Drove increased attainment through implementing programs on value-based selling
-Created, launched, and managed an org-wide coaching program to drive increased attainment through intentional, data-driven sales coaching practices 
-Built and launched the Content Management system to increase sales reps sales skills, product knowledge, and prospecting engagement
-Managed cross-functional projects with CRO, VP of Sales, Director of Product Marketing, CMO, and all sales leadership

The only AI-driven, cloud-native business communications platform. 
#makesmartercalls

Manager, Sales Enablement 

Qualia

-First hire to Strategic Accounts team function targeting the top 100 largest companies in the space
-Top AE of hiring cohort: achieving 115% quota Q2
-Regularly held 1:1s with new AEs to train on-call coaching, goal setting, and career development 

Qualia is the real estate industry’s leading title, closing, and escrow platform.

Account Executive

Towny

-Worked directly with VP of Sales to recruit, interview and build the sales team, sales processes, and quarterly training systems across 6 unique markets
-Scaled sales from ~$100k-$1.5M ARR within 12 months
-Led strategic direction on coordinating and creating QBRs for team of 12 people
-worked with Chief Revenue Officer and VP of Sales to develop training programs for the sales team 
-Organized territory assignments, activity tracking, and weekly sales calls
-Onboarded new sales hires through formal training as well as one-on-one coaching in the field
-Created key coaching cadence to improve rep performance and satisfaction in their role
-Implemented  consumer engagement strategies in key market

Head Of Sales

Cloudera

-Sourced new opportunities in Fortune 100 
-Met weekly with Partner & Alliances & Field Marketing teams to map out account-specific sales plays 
-Facilitated product overviews for customer and prospect base 
-Qualified 100% of outbound and inbound opportunities 
-Used SFDC to organize client relationships and sales cycle activity

Inside Sales- Strategic Accounts

MINDBODY, Inc.

-full cycle SaaS sales rep
-Led team meetings and trainings to enhance SaaS sales techniques and strategies
-Coached SDR team on best practices for developing their sales success

*moved back to Texas when we started our family

Southwestern Consulting

•Conducted one-on-one training/sales coaching/sales management coaching for clients in varying industries 
•Partnered with key business partners to facilitate group training sessions on advanced sales, leadership development, and management training at companies throughout Southern California
•Coached professionals in diversified fields on key sales methodologies, best management practices, personal accountability, and organizational development 
•Organized community building efforts for regional Southwestern Alumni to foster connection, business opportunities, and a forum for exchanging new ideas

Certified Sales Coach, Consultant, & Trainer

Southwestern Advantage

-Conducted over 200+ group information sessions and personal interviews
-supervised, trained, managed, and motivated over 75 salespeople in the organization
-Facilitated meetings throughout the year on advanced sales, leadership, recruiting and management training 
-Key focus on multiplying impact through developing leaders who know the business, deeply care about each individual, and feel empowered to take conscious action 
-Personally recruited, managed, and coached the #2 team out of over 500 teams worldwide

Field Sales Manager

As a revenue leader with a passion for empowering others, I've spent my career building successful teams that drive growth and exceed revenue targets. Whether through developing innovative strategies or fostering a culture of collaboration and accountability, I thrive on helping organizations achieve their full potential.

But for me, success is about more than just hitting numbers. I'm equally committed to supporting the growth and development of the individuals on my team, mentoring them as they navigate their own career paths and helping them achieve their professional/personal goals

Sam Best

Ellen Rataj

PolishUp, Inc.

We help B2B sales teams hire more A players.

Co-Founder & CEO

nReach.io

VP of Sales

Closed Won Revenue

Helping Series A & B startups scale their teams to grow revenue

Fractional VP Sales & GTM operator

Commsor 🦕

Advisor

FreeWill

Managed a team of 60 people, I successfully turned around FreeWill's revenue engine by 36% YOY growth in 2023 (after an 8% YOY rev decline in 2022) by leading and scaling the 60 person sales organization to help nonprofits expand & accelerate their impact.

Rebuilt the FreeWill Sales Team through setting a strategic vision, implementing repeatable and scalable processes, and focusing on execution, accountability, and performance management that led to:  

+ Doubled PPR (productivity per rep)
+ Doubled win rate from 6% to 12%
+ Decreased sales cycle from 100+ days to a median of 45 days
+ Quartered new hire ramp time
+ Held ACV steady

HubSpot

As Head of Sales, I developed & ran the Ramp Acceleration Program for HubSpot's global sales org. Every sales segment (eg Corporate, MidMarket, SMB, etc) is assigned a Ramp Acceleration Manager to turn new AEs into fully productive reps as quickly as possible, measured through segment PPR and ASP metrics.

Founder - Head of Ramp Acceleration, Sales at HubSpot

I built the Sales Enablement (now Revenue Enablement) function from the ground up, focusing on coaching and developing global sales leaders through recurring programming, skill development playbooks, and 1:1 mentoring.

I also built the executive communication and strategy execution model for sales, to ensure cross-departmental alignment, through consistent change management efforts.

Founder - Head of Sales Leadership Enablement, GTM Enablement

As one of the original four SMB Sales Managers at HubSpot, I managed a team of 10 direct sales reps. I onboarded, coached and developed 22 sales reps over two years, many first-timers, and built programming to expand the segment to 30 sales managers and over 250 sales reps (as of H2 2022)

Sales reps on my team learned how to successfully position the HubSpot platform through a highly consultative and evangelical sales process.

Sales Manager

+ Received Brian Halligan's (HubSpot Cofounder) "Heavy Hitter" sales award
+ #1 Direct Sales Rep in 2014 at 181%
+ #4 Direct Sales Rep in 2015 at 154%
+ Attended every HubSpot President's Club annual recognition trip for top sales performers

I helped companies rethink the way they do business & how they compete within their industries.

Principal Account Executive

Vodafone Global Enterprise

I actively managed local relationships within the Netherlands for 25 multinational Vodafone customers.  As a customer-focused team player that influences & leads through strong communication and concise decision-making skills to achieve results, I drove profitable sales and increased Vodafone's market share of integrated products, services, and solutions.

National Account Manager

Verizon Wireless

I was hired as an Account Executive.  As a top performer, I was promoted into Sales Management and lead the Boston B2B sales team targeting mid-market accounts.

Sales Manager, Mid Market

AT&T Mobility

I was extended an offer to join AT&T's on-site, intensive five-month Business Sales Leadership Development Program.  Finishing #1 of 24, I transitioned into an Account Executive role responsible for net new business growth measured through monthly quota targets.  I also was responsible for maintaining all relationships going-forward and measured on install base, upgrades, add-on, and retention metrics.

Business Account Manager

In 2022, FreeWill's net new revenue unfortunately declined by 8% YOY. 
I was hired in Q4 2022 as VP of Sales to lead the 60 person team.
15 months later, we finished 2023 at 36% YOY net new rev growth. 

Why was I able to do this? How was I able to do this? 

I rebuilt the FreeWill Sales Team through setting a strategic vision, implementing repeatable and scalable processes, and focusing on execution, accountability, and performance management.

Within 12 months, we: 
+ Doubled PPR (productivity per rep)
+ Doubled our win rate from 6% to 12%
+ Decreased our sales cycle from 100+ days to a median of 45 days
+ Halved new hire ramp time
+ Held our ACV steady 

I am a people-first Sales VP, dedicated leader, and executive strategist with GTM enablement experience scaling global sales teams.

Today, I lead the 60 person sales organization at FreeWill by balancing execution across both short-term and long-term growth plans. I believe in motivating sales teams to perform at their best by running a repeatable and scalable GTM motion, which has increased FreeWill's revenue and driven company growth. 

As a company, FreeWill has raised over $10 BILLION dollars through the creation of over 1 million wills and supports a customer network of over 1500 non-profit organizations.

Prior to joining FreeWill in 2022, I spent a decade at HubSpot. In 2022, I built out a brand new global role within HubSpot Sales as "Head of Ramp Acceleration". I supported 25+ Managers and 4 Directors as I created, executed, and scaled a segment-wide program to decrease "time to ramp" for new hires, which has since been implemented across the global HubSpot sales footprint to all teams and segments.

From 2018-2022, I co-founded HubSpot's now 45+ person Revenue Enablement team. I built and lead the growing Sales Leadership Enablement team, focused on developing and coaching sales managers & directors across all our global offices as we scaled from 40 managers to 200 managers, through implementing net new global programs, processes, and playbooks.

From 2016-2018, I was one of four original SB Sales Managers for HubSpot. Over these two years, I coached and lead a high-performing sales team to exceed our monthly quota targets while simultaneously ramping 22 new hires, which positioned me to step into the challenge of cofounding our Sales Enablement team in 2018.

From 2013-2015, I joined HubSpot as an Account Executive. I was the #1 Global Direct Rep of the year in 2014 and the #4 Global Direct Rep of the year in 2015.

taplio

The Battle

Sam Best

Ellen Rataj

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