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)

Monster Lead Group

MLG is helping homeowners when they need it most.

If you haven’t run a direct-to-consumer mortgage lending operation, you might not know Monster Lead Group. But you should. MLG identifies homeowners with real needs and helps lenders reach them with precision. No one does it better. If you’re a consumer direct lender and you’re not working with MLG, you’re leaving opportunity on the table.

What’s coming next is a game changer: MLG is launching an AI-powered lead-to-sale platform that transforms any loan officer into a seasoned veteran—knowing exactly what to say, when to say it, and how to guide borrowers through the process with confidence.

We deliver:

 ✅ Rate-Resistant Marketing
 ✅ AI-Powered Sales Enablement
 ✅ Predictable Growth in Any Market

Chief Marketing Officer

Truv

Unlock The Power of Open Finance. Truv lets your customers easily verify income and employment, assets, insurance, switch direct deposit & more — all in one platform.

Vice President Marketing

Keep It Indie

Advise on GTM strategy for this payments startup that is the champion of local, independent businesses.

Member Board of Directors

Newchip Accelerator

I love to help out in my free time, I believe in entrepreneurs & help them succeed. 
🚀 The #1 Online Accelerator: 👩🏻‍💻 We provide founders with all of the tools and skills necessary to build, scale, and fund their startups. 🌍 2500+ Portfolio Companies.

Mentor & Advisor To Startups

TrustEngine

I lead the marketing team at TrustEngine (formerly Sales Boomerang and Mortgage Coach). 

My journey began as SVP of Marketing on the leadership team at Sales Boomerang, which was a SaaS software company in mortgage lending that notifies lenders when a borrower needs a loan (e.g. their credit improves and they can save money by lowering their monthly payment from a refinance). I led a 16 person marketing team (including SDRs) that drove 80%+ of the pipeline growth and the company grew ARR 6x in 2 years, winning many awards along the way (#101, INC5000), and leading to a record making acquisition by private equity firm, LLR. 

Sales Boomerang later merged with Mortgage Coach, another SaaS company that equips loan officers with powerful digital presentations that make mortgage decisions simple and clear for the borrower. I was responsible for rebranding the company as TrustEngine, which brings trust back to lending, and is the leader in the borrower intelligence category.

Vice President of Marketing

PreciseTarget

Served in a leadership role at Precise Target, a data science company. Responsible for global partnerships with advertisers, advertising networks, mobile applications, banks and publishers. Leverages the company's machine learning science, data, and software teams to revolutionize the customer shopping experience within our partnership ecosystem by making it relevant and personalized for each and every shopper. 

PreciseTarget is a data science company helping businesses acquire, engage and reactivate inactive customers. Using billions of SKUs and hashed (without PII) consumer transaction data, we have created the first cross-merchant taste graph to drive predictive recommendations.

District Photo Inc.

Marketing Executive

BuyPlayWin Inc

Pioneered the launch of this online gaming portal that empowered clients to play against one another to win free products; secured seed funding from Techstars.org in 2008 and ample mentoring opportunities in exchange for an equity stake, as well as from Angel Investors to license popular online games from the same game developers used by the #1 social gmaing network on Facebook, Zynga

Hasbro

Helped one of the largest toy makers in the world modernize antiquated GI JOE products to become more appealing to an evolved demographic through website creation, advertisements, and digital games

Babson Consulting Alliance Project; MBA Intern

DSMO LLP

Delivered revenue growth for this law firm and lobbying group, engaging in business development efforts to secure clients for corporate, securities, anti-trust and insurance litigation

Business Development Manager

GTM Strategist | Fintech Advisor & Investor | Marketing & Sales Leader 📈 | TechStars 2008 | Twin Dad 👬🏽

With decades in Technology Marketing and Sales, including several start-ups and large enterprises, I specialize in growing technology companies. Over the past 10 years I have been at Fintech companies focused on banking and mortgage. 

At the end of 2019, I joined Sales Boomerang, a Customer Intelligence Fintech disrupting mortgage, while the company was just in its infancy. I led the marketing effort through a wildly successful two year journey, and exit (sale) to a reputable private equity firm, LLR. I was the man behind the curtain, helping to craft, promote and drive out-of-the-box thinking and messaging. The firm’s “No Borrower Left Behind” ethos became legendary in mortgage lending. My marketing department drove 90%+ of all revenue growth, earning #101 in the INC5000 (#1 amongst Mortgage tech companies for 2 consecutive years), receiving HousingWire's Prestigious Marketing Leader award. I built the marketing department from a one-man show to a well-oiled machine with 14 marketers. All of this was possible through obsession about our customer's success, which helped lenders close $150 billion in additional loan volume by enabling them to present the right loans to customers at the right time. After the sale, I took over all pipeline generation for another LLR acquisition company, Mortgage Coach, and merged the two brands as "Trust Engine".

In October 2024, I joined Truv, another mortgage fintech that is disrupting the way things have always been done. We're saving lenders 80% on the cost of their income, employment, asset, and insurance verifications through our cutting-edge consumer-permissioned, open finance platform, which enables consumers to connect directly to their payroll providers, and bank accounts, circumventing the need to pay outrageous sums to the incumbent, monopoly provider. We're on a rocketship, acquiring new clients in droves, and scaling rapidly. Come grow with us!

Richard Grieser

This live event with Josh Friend and I is going to deliver so much valuable info for consumer direct lenders. 

You'll get the playbook lenders are using to dominate in today's market, including the best AI-powered tools to leverage. 

✅ How to manage your lead gen
✅ The metrics that matter
✅ Benchmarks your team is accountable for meeting
✅ Optimize, optimize, optimize
✅ And a first look at new AI-powered tools designed to help you manage your teams and leads more efficiently, automate workflows, and identify the highest-converting opportunities in real time.

In case you didn't know, Insellerate won National Mortgage News and LendingTree's Innovation Challenge award this year. Their AIthena/Ai call assistant is pretty awesome. You'll get a taste of it in this event. You'll also see the AI tools we are equipping our lenders with as well at Monster Lead Group. We are proud of our partnership.

Come join us. It's going to be fun!

👉 https://lnkd.in/eN5q7JYe

🔥 Ready to turn your leads into closed loans?

Join Richard Grieser and Josh Friend, CEO of Insellerate, for The Consumer Direct Playbook — a high-energy, info-packed webinar on Dec 4 at 1 PM ET.

You’ll learn how top lenders are crushing it with smarter metrics, optimized campaigns, and next-gen AI tools that make managing teams and leads easier (and way more fun).

💡 Actionable insights.
 ⚡ Real-world tactics.
 🤖 A first look at AI innovations changing the game.

Don’t miss it — register now and get ready to supercharge your consumer-direct strategy!
👉 https://lnkd.in/eCcYk2Tr

Open article: Welcome! You are invited to join a webinar: 🔥 The Consumer Direct Playbook: How to Turn Every Lead Into a Closed Loan. After registering, you will receive a confirmation email about joining the webinar. by us06web.zoom.us

Welcome! You are invited to join a webinar: 🔥 The Consumer Direct Playbook: How to Turn Every Lead Into a Closed Loan. After registering, you will receive a confirmation email about joining the webinar.

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The Battle

Josh Roth

Richard Grieser

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taplio

The Battle

Josh Roth

Richard Grieser

Followers

Posts

Engagements

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

Performance ScoreRichard Grieser's LinkedIn Performance

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Performance ScoreJosh Roth's LinkedIn Performance