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.

CoderPad

Vice President of Global Sales

Head of Sales, North America

Pantheon Platform

Strategic Accounts

iAdvize

The only all-in-one conversational platform dedicated to building genuine relationships at scale.

Sales Director

HubSpot is the world’s leading inbound marketing and sales platform. Since 2006, HubSpot has been on a mission to make the world more inbound. Today, customers in more than 90 countries use HubSpot’s software, services, and support to transform the way they attract, engage, and delight customers. 

Targeted Enterprise prospects in the Midwest/Canada

Inbound Marketing, Enterprise Accounts

TripAdvisor

• Exclusively offered opportunity to develop sales process for teams in US, LATAM, APAC, and EMEA markets for a global roll out of TripAdvisor's newest product: Instant Booking.
• Work directly with TripAdvisor’s Product and Marketing team to organize/design sales pitch and product.
• Provided training for TripAdvisor sales teams and hoteliers globally through product focused webinar presentations.

Instant Booking Product/Sales Development

•Served as a consultant for hoteliers and innkeepers throughout North America and the Caribbean promoting the importance of advertising with TripAdvisor and maximizing exposure on the world's largest travel website.
• Created sales opportunities through strategic consultation, ROI calculations and budget planning with revenue managers and hotel staff. 
• Consistently exceeded monthly and quarterly quotas- quota percentage of 113%.
• Hand picked to develop/assist in the launch of Instant Booking (Oct. 2014).

Sales-Business Listings

Self-Employed

•Won age group at Ironman St. George in St. George Utah, to qualify for the prestigious Ironman World Championship. Was invited to participate in speaking/presentation circuit for High School students.
•Keynote speaker at Warwick Valley School Districts “Red Ribbon Week.”Speech was televised and addressed in front of Warwick school board, Mayor and the County Executive
•Annual bookings at school districts throughout the Northeast.

Endurance Athlete, Speaker

Advanced Technology Institute

• Coordinate and deliver effective “life after high school” seminars to High School aged students about their education choices as well as the Advanced Technology Institutes degree programs. 
• Develop relationships with teachers, educators and students throughout entire Massachusetts territory through networking, cold-calling and visits.
• Involved in the development of on-campus events and programs for groups and prospective students.
• Experienced with giving presentations to administrative staff, audience ranges from 10 people to 250+.

Speaker, Recuiter

Wawayanda State Park: NJ

• Responsible for maintaining a safe waterfront and transmitting orders, policies and procedures from the area superintendent to the lifeguard staff
• Trained, organized, scheduled and supervised a staff of up to 12 lifeguards
• Enforced all regulations, evaluated and tested each lifeguard while maintaining required health, first aid, and emergency records.

Head Lifeguard

The Breakers

• Performed ocean rescues in accordance to the standards set forth by the United States Lifesaving Association. 
• Responsible for being aware of varying ocean conditions and promoting sales of beach bungalows, cabanas and outdoor activities to hotel clientele.

Ocean Lifeguard

Accomplished sales executive with 15+ years of experience driving high-growth sales strategy, global team leadership, and enterprise customer acquisition. Proven record of scaling SaaS revenues from inception to multimillion-dollar ARR, building GTM motions from scratch, and leading commercial success in highly competitive markets. Recognized for consistently surpassing revenue goals, optimizing ACV, and creating scalable sales operations.

taplio

The Battle

Ellen Rataj

Terrence Fox

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