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.

Responsible for scaling the FreeWill revenue engine.
Leading 65 exceptional sales people.
Helping nonprofits expand their impact.

Fancy Lai

Principal Growth Specialist III, North Asia

Canada Leader, Women @ HubSpot Council 

Onboard, Train, Develop, Promoted +7-9 Account Executives while assisting in building out the GTM for inaugural Canada segment
#1 SB Team 2023 - Balanced Performance
+4 AE Promotions, including Promo to BDR Manager & Rookie of the Year
Canada Women in Sales Lead

Sales Manager, Canada

Interim Manager 
198% FY2021 
156% H12022
Heavy Hitter Award (#1 of 40 Reps in Asia)
Solve For the Customer Award
First Rep to $1M ARR in Asia Business
Consistently Top 3 Rep in Asia since 2018

Principal Growth Specialist II, North Asia

Inaugural lead for new HubSpot team growing customers accounts before the team was absorbed back into the core business(Feb 2019- Feb 2020). 

124% FY2019
President's Club
Award for Highest Deal Volume

Principal Customer Accounts Executive, Asia Lead & Team Lead

130% FY2018 
President's Club
Award for Largest Deal Size

Senior Account Executive, Asia

I introduce, consult and bring new businesses in Southeast Asia onto the HubSpot platform. Specific focus on growing Hong Kong, China and Thailand markets while servicing rest of SEA accounts.

Account Executive, North Asia & Thailand

On Deck

Founding Fellow_On Deck Sales

Salesforce

Account Executive, Northeast US

Yellow Pages / Pages Jaunes – Canada

Inductee into President's Gold Circle (Awarded to +110% Performance over 3 years)
Consistently Top 2 of 35 Reps Inside Sales and Premise Sales

Account Executive (Premise Sales), President's Gold Circle Member

Account Executive (Inside Sales) 

Odgers Berndtson

Research Analyst Co-op

RBC Capital Markets

Client & Marketing Strategy Group Co-op

I currently lead a SMB team while helping build HubSpot's inaugural Canadian office with a team of rockstar sales reps, stumbling and learning along the way. I serve my team to drive revenue through coaching for performance and development, with a focus on cultivating psychological safety and champion DEI.

Previous to that, I spent 10 years as an Account Executive, honed my sales skills through consultative selling of digital media, CRM, Marketing Automation to +1000s of SMEs from Canada, US to Southeast and North Asia. During that time, I lived in Singapore for 5 years, helping build HubSpot Asia as one of first 10 sales rep.

Over performance drives me - From making P Club 4x at HubSpot, 2x at Yellow Pages to making my own challenges; I was the first rep to hit $1M ARR with little to no brand awareness in Asia and am consistently Top 1% in multiple sales roles.

My repeated sales success is because clients trust I am solving for their needs, internal and external partners trust in my collaboration and refer me. We collaborate and win as a team. These are the non-negotiables I hold my team to.

Currently working on: Women in Tech Sales (leading HubSpot Lean In Circle), Coaching aspiring sales leaders

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The Battle

Ellen Rataj

Fancy Lai

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