Josh Roth

Pipefy

VP Revenue & Global Head of Presales

GTMfund

Limited Partner

- 400% increase in revenue: $20m-> $100m
- 400%+ increase in team 4-> 15
- Win rate increased 2x'ed from 14% to 29%
- ASP increased 144%- $18k -> $44k
- President’s Club 23 (for >100% attainment in FY ‘22)

Second line leader for Enterprise & SMB AE teams, SDR & BDR teams

Vice President, Commercial Sales

Sr Director Inside Sales & Enablement

SDRDefenders

Acquired by Pavilion on 6/16/21 (same day as WalkMe's IPO)

SDRDefenders started out as a passion project to help enable, coach, teach grow and help salespeople land their first or second jobs in sales. Kyle Coleman, Nikki Ivey, Nisha Parikh Tom Boccard and I ran this as a passion project. SDRDefenders was then acquired by Pavilion. It was a lot of fun to run this and work on a passion project!

https://www.prnewswire.com/news-releases/following-five-years-of-significant-growth-revenue-collective-rebrands-to-pavilion-and-announces-25-million-in-growth-financing-301317973.html

Co-Founder

WalkMe™

$WKME IPO (6/16/21)

- FY '20 Top Performing Leader (Presented at SKO '21) 134% attainment. 

- Second-line leading two pods of BDRs that have territories across the East, Central West territories of NAMER
- Team of 20+
- 14 total BDR promotions (7 to Sr BDR, 5 to AE, 2 to SDR/ BDR Manager, 2 to CSM)
- All BDRs promoted to AEs hit > 100% of quota in their first year
- Promoted 4 SDRs to BDRs
- Both pods hit accelerators every month no exceptions
- 28 of 30 BDRs held career 100%+ attainment

Sr. Business Development Manager

Presidio

• Took company from in debt to EBITA positive. At one point we had to decide whether to spend $3k of work for a client on a credit card or shut down the business. Fun experience and learned a lot!
• Undertook Interim Head of Sales roles at early stage companies managing sales reps, account executives and sales development managers, to hit sales targets. Helped build and advise Mnet Health on a GTM strategy that would help facilitate their exit to SSM Partners.

Head of Sales

New York Mets

Led sales organization in most Net New ARR generated in both 2014 and 2015.
•	Sold $1.22m NL business, exceeding quota ($1m) by 22% and led organization in net new ARR closed (Quota was the net number of ARR minus all churn)
•	Partnered with Sr. Director of Sales to develop Flex Spend Product. Flex Spend was an industry first and generated over $25m in net new sales across organization. 
•	Coached ISRs and Account Executives on enterprise sales techniques (including how to create pitch decks, sales training, qualify leads, run meetings, handle negotiation & procurment).
•	As Manager-on-Duty at Citi Field, worked inter-departmentally with Sponsorship, Fan Experience, Food Service, and Ticket Services, with all sales and service employees reporting to me.

Enterprise Account Executive

Achieved $575,000 new ARR on a $425,000 quota (135% to quota). Was #1 AE in net new ARR closed
(Quota was based on the Net Number of ARR minus churn)

Commercial Account Executive

Achieved $125,000 new ARR closed on a $70,000 quota 178% to goal. #1 ISR in net new revenue closed and total revenue.
(Quota was off a net number of ARR minus churn)

Inside Sales Representative

University of Oregon Athletic Department

• Partnered with Assistant Athletic Director, Communications to create Collegiate Athletics first social media command center: The Quack Cave
• The Quack Cave drove Oregon Athletics to be the most followed Collegiate Athletics Department of any school in the country with over 2.3m followers across all platforms
• Managed a team of 5 student interns to maintain coverage of Quack Cave throughout the day and during game days. 
• Gameday in the Quack Cave: https://bit.ly/2JYORgP Tour the Quack Cave: https://bit.ly/2CodaAF

Marketing Communications Manager

• Run & manage the Oregon Football and Oregon Baseball social media accounts on gameday

Marketing Communications Coordinator

Fun Facts most others can't say:
- Part of two exits on the same day (June 16 2021): WalkMe’s IPO ($WKME) & SDRDefenders acquisition by Pavilion
- Have made over 100,000 cold calls in my IC career
- Exceeded $1m quota of new logo revenue (all outbound self-sourced)
- Never missed a yearly revenue quota as an IC

What I'm proud of:
- President's Club 2023 (for hitting roll-up org number in '22)
- Top Revenue Leader Award (presented at Lob’s RKO in July 2022)
- WalkMe's Top-performing BDR Leader FY 2020 (presented at SKO 2021)
- Named one of Demandbase's top 50 sales leaders to learn from (September 2022)
- Named to AA-ISP's Top 25 Sales Leaders in 2020 through a nomination process of my peers

Please shoot me a message on LinkedIn (be specific in your message please), I look forward to connecting with you!

My motto: A river cuts through rock not with its power but with its persistence

Investor

Acquired by Pavilion.

We are creating a community of individuals, leaders, organizations, and cultures that support various Sales roles through curated content and insights while providing hands-on coaching from vetted mentors to achieve their long-term career aspirations

Find more here: https://www.joinpavilion.com/welcome-sdr-defenders

At 23, I entered sales with one belief:
“Work hard and you’ll move up.”

Office politics? Hard pass.

Then someone wiser (it was Carla Sanchez-Armora) told me,
“If you want to get promoted, you’ve gotta play the game.”

So I played. And it worked.

I kept telling myself:
“Once I get to my next company, things will be different.”

Oh, Josh.
Precious, uncorrupted Josh.

What I didn’t realize is that the closer you get to the executive floor, the more political everything becomes.

Ten years ago, if someone said politics might matter more than performance, I would’ve laughed.

Today?
That’s just Tuesday.

I’ve watched A players get sidelined while C-players with B+ politics climb enough times that you start to see the game for what it really is (or make you sick, a little of both). 

Leadership isn’t just about performing.
It’s about navigating the ecosystem around your performance.

#sales #marketing #saas

I lead diverse international revenue teams to hit and exceed quota | Part of two exits on same day (6/16/21)

Darin Alpert at repvue. com

Co-founder-CRO

ZoomInfo

I was a customer of ZoomInfo for 8 years and closed over $10 million in ARR using the tool. 

I help the biggest companies in the world make sure their CRM prospect and customer data is

1. Showing all the right contact/prospect info
2. Updating in real time
3. Identifying every possible prospect they could be going after
4. Showing which prospects are shopping for their solutions

Problems for you? Let's chat.

140% annual quota attainment 2024 (got book of accounts in February)
Closed $1.2 mil+ ACV and $2 mil+ TCV in my first year
Closed Top 20 net new deal in ZoomInfo history within 4 months
2024 President's Club Winner

Senior Enterprise Account Executive

Find Me Gluten Free

Acquired but I still do some consulting. I was Cofounder and led all marketing and sales.

The #1 downloaded app and community for gluten-free people to hear from other gluten free people. You can read reviews about restaurants, cafes, bakeries to get to the truth about gluten-free friendly businesses.

Here is what we accomplished;

-600% ROI for investors in 18 months.

-Grew from $0 in revenue to profitably in 2 months.

-Secured & negotiated investment funding from Mark Cuban as he purchased an equity stake & bought featured advertising for Naked Pizza.

-Recruited & hired GC & CFO. Managed outside sales team.

-Created & activated event footprints & negotiated all marketing spend. 

-Negotiated with 120+ featured advertisers & brand representatives to partner via advertising & category exclusiveness. Created entire sales structure for the company & pricing models.

Cofounder-Head of Sales/Marketing

RepVue

“Darin is an example of a sales professional that can expand and do so much more to help build a business.” 

-Ryan Walsh, Founder and CEO of RepVue

I lead all GTM (Go To Market) and Sales and have since I joined as employee #2. 
For the first year I ran

Sales 
Customer Success
All those memes you see? I created a ton of them.
All those influencers you see posting about RepVue? I brought on a lot of them.

In the time I’ve been at RepVue I drove over 8 million impressions to RepVue here on LinkedIn while having Darin Alpert at www.repvue.com in my header. 

I built initial pricing model and create an ARR model that helped increase enterprise value of the company by over 400% based on last round of funding. 

Growth since I came on full time as Employee #2 in June 2021

I grew our ARR from when I started to October by 19900%. Yes you read that right. 
Increased ARR 2320% from 2020 to 2021
Increased ARR 300% from 2021 to 2022
Increased ARR 60% from 2022 to 2023
Achieved 85% of Q1 2023 Sales Revenue Target 
Achieved 112% of Q2 2023 Sales Revenue Target 
Achieved 99% of H1 2023 Sales Revenue Target
Achieved 113% of Q3 2023 Sales Revenue Target

VP of Sales

Advisor

Relativity

Promoted to build Enterprise Sales Team team from scratch. As an IC, I closed deals with; Sprinklr, Cvent, Sitecore, AT&T, Active Network, Solarwinds and Bazaarvoice.
Closed the largest multi-year deal in company history in FY '20. 
President's Club (FY '19) Only enterprise rep on ramping quota to hit fully ramped quota in company history. Closed $500,000 deal within 4 months of start date.
$1 Million Club (FY '19) Closed $1.2 mil ARR (Quota was $875,000)
137% FY '19 Annual quota attainment
May FY '19 Employee of the Month (Golden Goose). 1 of 12 awards given in FY '19 & only salesperson to win in FY '19. 
Closed largest new logo in FY '19 in the entire company.
H1 ‘19 East Sales Team MVP (Most revenue brought in & highest % over quota).
ACV was $100k+.
-Ran MEDDPICC Sales Training in my first week during our SKO to our entire sales org.

VP of Enterprise Sales (East)

TrustRadius

*left to sell larger deals with G2 Crowd.
Some of my highlights;
-Closed largest deal in company history.
-Hit 2017 Annual Quota 3 months early. First person besides CEO to hit quota in company history.
-Introduced MEDDIC/MEDDPIC sales process to sales/client success teams & provided ongoing training.
-Managed the entire northeast territory & closed deals with IBM, Progress Software, Smartbear, Monetate, Polycom, Appian, Acronis, Dun/Bradstreet, Zoominfo & Fuze.

Regional Sales Director

Dollar Shots Club

Energy shots are expensive...$3 each from 5 Hour Energy, maybe $2 each if you buy the 24 pack. That's still $50 for 24 energy shots...insane! There had to be a cheaper option & quicker supply chain. Ours are $1 each & delivered to your door monthly.

What Dollar Shave Club did for razors, we are doing for the $1 billion+ energy shot market. Great tasting energy shots delivered to your door for $1 & only sold online via subscription. 

If you drink energy shots or energy drinks everyday, we'll save you over $500 a year.

We completed a profitable acquisition in July 2015 & I stayed on as a consultant.

I launched all social media, paid media, landing page optimization, created packaging, tag lines, PR & negotiated sponsorships with paid influencers. Also negotiated wholesale deals with distributors. Was a hell of a ride.

Bazaarvoice

I closed $848,000 in ARR with Microsoft, T-Mobile, Levi's, Costco, GAP and OpenTable. Finished at 86% annual quota attainment. 

Bazaarvoice is the leading SaaS platform for brands/retailers to leverage consumer generated content to gain new customers, increase sales, gather customer insight & amplify their reputation.

ClubCorp

Sold new country club memberships & up sold current Members at Mission Hills Country Club in Rancho Mirage and Coto De Caza in Orange County. Started as a Membership Assistant & promoted within 12 months to Membership Director.

Director Membership Sales

#2 at RepVue, 2x GTM Cofounder, Mark Cuban backed 1, sold both profitably.

Successfully sold SaaS deals with 100+ enterprises including companies like IBM, Microsoft, Caterpillar, TIME, Blue Cross/Blue Shield, AT&T, Levi’s, HubSpot, GAP, Nikon, T-Mobile, Costco, REI, OpenTable, Global Payments and more over past 11 years of enterprise selling. Also cofounded 2 companies and sold both profitably.

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Darin Alpert

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The Battle

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Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Josh Roth's LinkedIn Performance

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