Customer onboarding + HubSpot | Growth @ Arrows

Hi 👋

1️⃣ Building AccountScout - a HubSpot native app to help companies enrich, research, and segment their accounts with the right data, not just more data.

2️⃣ I write a weekly email for 2,300+ RevOps & GTM leaders with tactical HubSpot playbooks to steal. 

For the last 2.5 years, I led growth at Arrows, a customer onboarding SaaS product for teams using HubSpot. I joined as the first marketer and helped Arrows grow to more than 7 figures in ARR.

I’m a dad to 2 boys - struggling competitive golfer - and lover of cooking (or grilling). 

Previously, I’ve run both product and growth at early-stage startups and started three of my own.

Stuart Balcombe

Aulder Capital

Aulder Capital is a vertically integrated real estate investment, development, and property management firm established in 2011 with over $1 billion in AUM, over 4500+ owned units across the East Coast of the Unites States and Portugal. The company focuses on value-add and opportunistic investments in residential real estate - multi-family, single family rentals, condominiums and short-term rentals.

Vice President Business Development, Capital Markets 

Referral-AI

Drove the company's global sales and all go-to-market activities.

Vice President of Sales

SCADAfence, a Honeywell Company

Acquired by Honeywell (Nasdaq: HON) 
Drove all revenue, strategy, prospecting, channel, team building activities in North America and Europe 
- Expanded direct sales pipeline in over 250%, channel led pipeline in over 300% in less than 18 month
- FY20 190% growth in ARR
- Coached, guided, lost and won battles with my amazing team of 2 AEs (US, EMEA) and CS during covid 
- Championed the channel arm of 70+ partnerships including MSSPs, ISVs, SIs, VARs and VADs 
- Created sales playbooks and partner enablement and training  programs for tier 1 partners 
- Played a key role in building the foundation our customer success for our partners

KMS lighthouse

Led all revenue and customer success for our EMEA and APAC markets. 
- Coached a global revenue team of 6 operating from various locations in Europe, APAC and US. 
- FY18 with 120% of sales quota  60% growth YoY (direct + channel) 
- Transformed the licensing model from an old perpetual to the standard annual subscription 
- Rebuilt from scratch the channel arm ISVs, SI, VAR, VADs and started to make it work 
- Reported to group management, P&L responsibility

Vice President Sales and Customer Success 

Cynet - Precise Threat Detection

2nd Sales hire of the company working on EMEA 
- Closed the largest customer deal to a single client $770,000 ARR (NL, Industrial) 
- Coached the first SDR leader in the company 
- Recruited and nurtured vendor/partner relationship with VARs and SIs in Europe

EMEA Director of Sales

Comsec

Served as CEO's wingman and GTM strategist and go-to person for ROW 
- Responsible for all strategy, revenue, prospecting, closing and CS outside NL and UK branches
- Closed the largest deal to a single client in the company 20+ years history (Philippines, Telecom) 
- Created PS offering to Telecom verticals successfully selling it to carriers in APAC and Europe
- Successfuly expanded PS offering to Financial Services, Retail, and Defense industries

Director of Worldwide Sales

SkyVision

Leading Global IP Communication Service Provider over Satellite 
• Leading and running overall  Business Development, Alliances Management and Sales operation in 5 countries in Africa
• Generated  $7m yearly revenue  driving business development and sales activities  of communication services to leading African enterprises
• Continuously overachieved quarterly targets and registered 200% of my region annual sales target
• Responsible for  recruitment and optimization of strategist alliances management in Southern Africa region
• Established anchor JV partnership in Zimbabwe and grew it to be the highest earning partnership in Africa for 2011. Responsible for business plan, negotiations, contracting and training of local sales and technical teams  
• Developed new Go to Market strategy and solution offering for Telecom and Service Providers
• Built excellent relationships with C- level executives in leading cross industry organizations in Africa

Regional Sales Manager Southern Africa

Xyzmo (Significant)

Premium SW vendor of Electronic Signatures (HQ based in Austria)
• Leading Business Development, Alliances Management and Sales operation activities of Biometric Authentication products for the Finance and Telecom Industries in Spain and LATAM
• Tailored the first paid project in LATAM and leverage position to open anchor market in Central America
• Developed the first OEM project in LATAM and built a strategist relationship with Intelisis (grupo Inbursa) 
• Overall responsibility of Project Management activities for SW implementation projects 
• Managed large scale IT projects from scratch, partner's training and onsite demos, PoCs all the way to through project roll-out. 
• Built a substantial network with decision makers and with leading IT distributors companies in LATAM
• Strong attachment to the Latin SW market, new technologies' momentum and opportunities

Regional Sales Manager Spain & LATAM

Shunra

• Generated strategic Banking and Defense contracts for SW Optimization and Testing products 
• 104% territory annual revenue  against target in designated regions
• Led direct and channel based sales 
•  Reported to US  based HQ VP of Sales

Account Manager Southern Europe

Ilay Rennet is a Vice President for Business Development Capital Markets with Aulder Capital. I am responsible for spearheading fundraising activities and equity desk initiatives for Aulder's funds vehicles and independent real estate projects throughout the United States and Europe. I bring with me over 15 years of experience in building companies' growth engines, new market development, corporate strategy and nurturing strategic relationships for tech companies.

taplio

The Battle

Stuart Balcombe

Ilay Rennert

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