Marco De Paulis

Director of eCommerce & Optimization

Loop

Director of Partnerships

Various SaaS Companies

Advising, consultant, and/or investor for:

PartnerPage.io, Swapt, Fermat, Cart Stars, Pandium, and other SaaS providers and digital agencies.

Advisor/Consultant/Investor

Partnership Leaders

As a Chapter Host at Partnership Leaders, I spearheaded member-led events for our regional chapter. In this role, I played a pivotal part in fostering community engagement and facilitating meaningful connections among members. By organizing and coordinating a series of dynamic events, I provided a platform for members to share insights, collaborate on industry challenges, and network with like-minded professionals. Through effective communication and strategic planning, I contributed to the growth and success of our chapter, creating valuable opportunities for learning, collaboration, and professional development.

Executive Member & Philadelphia Chapter Host

Pavilion

Member

Ryder System, Inc.

Ryder acquired Whiplash in December, 2021.

• Designed the strategy and built the first-ever partnerships ecosystem to a team of 4 with 50+ partners onboarded
• Worked with the team to build high 8-figures in net new pipeline, 7-figures in net new revenue, and 7-figures in expansion revenue through net new and existing customers, respectively
• Lead partner marketing initiatives including e-books, case studies, blog swaps, and partner co-marketing campaigns to drive qualified leads
• Developed various commercial agreements with a wide range of partners to expand services and revenue streams
• Created cross-functional collaborative motions with Sales, Customer Success, and Operations to expand offerings and value to customers and prospects alike
• Elevated product team and feature set by building integration proposals to prioritize integration development that would open maximum commercial opportunities

Director, Ecommerce Partnerships (through Whiplash acquisition)

Whiplash

Whiplash was acquired by Ryder in December, 2021 to become the face of the new eCommerce fulfillment division.

Brought in to develop and launch the first ever Partnerships department at Whiplash from scratch for technology and referral partners. Program structure design through launch. Cross-departmental process creation with Sales, CS, Marketing, and Venture. Driving leads and revenue realization in under 6 months.

Partnerships range from integration, referral, agency, operations, and services.

Privy (Acquired by Attentive)

Privy is the #1 reviewed sales app in the Shopify App Store. Used by 500,000+ eCommerce brands around the world.

• Led Agency partner program, grew from 20 to 750+ partners
• Promoted from Agency Partner Manager to Director to lead Partnerships team, consisting of Partner Managers, Channel Sales, and Customer Success Managers dedicated to Partnerships
• Drove 1,027% increase in Annual Recurring Revenue (ARR) in two years
• Restructured and launched updated partner program to reflect new product offerings and new customer personas and market positioning
• Coordinated all co-marketing initiatives
• Collaborate with Sales, Marketing, Support, and Customer Success teams to create cross-functional motions to support mutual goals

Director of Agency Partnerships

Agency Partnerships Manager

Noticed

• Head of business development, account management, marketing, and strategic partnerships
Promoted after a year and a half to grow Marketing team and build out new retainer services
• Built first ever partner program with SaaS technology and service providers, leading to 1/3 of new clients in first year of program
• Maintained partner relations to strategically plan co-marketing initiatives, share leads, identify joint sales opportunities, and improve joint value
• Developed and implemented a consultative sales and pipeline management process across three services to exceed revenue goals and quotas, growing department revenue 34% in first year
• Launched a new service model and go-to-market strategy, growing recurring annual retainers by 300% through new and existing business
• New clients include: Anheuser-Busch InBev, Dan Bilzerian’s Ignite.co, Decathlon International, Watsco Inc., Vintage Frames Company, Fink’s Jewelers, and more

Director of eCommerce Solutions

Zivtech

• Promoted from Director of Sales after first year to lead the Marketing team, in addition to Sales
• Developed and implemented first ever consultative sales and pipeline management process
• Led all new business development efforts through full sales lifecycle selling end-to-end custom software engagements and Developer staff augmentations
• Owned and managed partner relationships to drive new business
• Collaborated with Project Managers to create Client Engagement team to consistently foster and grow projects and accounts, growing initial contract value as much as 400%
• Improved revenue stability by growing  recurring revenue retainers by 200% through new business and converting existing contracts

Director of Sales and Marketing

My clients include Princeton University, Children's Hospital of Philadelphia (CHOP), City of Philadelphia, Healthcare Without Harm, Law School Admission Council, Carleton College, Greatist, and many more.

Director of Sales

Capgemini

Electronic Ink (acquired by LiquidHub and Capgemini) is an international business system Design Consultancy dedicated to improving the way people interact with technology, environments and one another.

• Supported Client Strategy/Sales team in identifying new business opportunities
• Created, refactored, and implemented a consultative sales process
• Innovated and executed new form of pipeline management and revenue forecasting
• Planned and led complete company website re-design from concept to launch by working cross-functionally with internal and external resources and actively managed execution
• Developed and implemented new content strategy for Marketing efforts including Social Media plan
• Managed all social media accounts and managed editorial calendar for all content development and collateral
• Worked with cross-functional teams and outside vendors to coordinate Marketing events including client roundtables, conference presentations and booths, webinars, and community events
• Salesforce administrator; managed sales operations and reporting to objectively measure performance, pipelines, weighted probabilities, revenue, and key accounts

Sales & Marketing Operations

Partnerships @ Loop | Strategic Advisor & Consultant

Built & scaled ecommerce agency, tech, and fulfillment Partnerships functions to multiple exits. 

Currently, the Director of Partnerships at Loop leading an incredible team.

Conference speaker at Crossbeam's Supernode and Partnership Leader's Catalyst.

In my last role I built the first-ever partnerships program and ecosystem at Whiplash (acquired by Ryder) to improve customer value, new pipeline and revenue, and product connectivity and features.

Previously I was the Director of Agency Partnerships at Privy (acquired by Attentive) and grew the program 10X in partner size and revenue in two years to a program of over 700 agencies.

Director, Ecommerce Partnerships

Offsite

Account Executive

Amare Global

Scaled a network marketing team from 0 - +120 brand reps and +$75k in sales in less than 90 days

Leader

1Password

Closed the largest self-sourced opportunity in segment history (+120k TCV)

Arbonne

0 - +$160k in monthly sales in 18 months, promoting to the top 1% of Independent Consultants globally
Recruited and led a team of +100 Independent Consultants
Conference speaker, multiple all expenses paid incentive trip earner

Arbonne is an international multi-level marketing company founded in 1980 in the United States by Norwegian entrepreneur Petter Mørck. Its product lines include vegan skincare, cosmetics, and nutrition.

National Vice President

Launched Ryder’s first holistic partner performance measurement system 
Collaborated with sales team to develop a pipeline of merchant prospects and engaged partners to assist with endorsing active pipeline opportunities 
Proactively presented strategic partners to C-Suite-level stakeholders at EBRs


As one of the nation’s leading omnichannel fulfillment providers catering to both established and emerging brands, Whiplash manages a sophisticated nationwide distribution and fulfillment network for maximum speed and flexibility. With 18 state-of-the-art facilities and 6.5 million square feet of warehouse space, we are the experts in managing integrated, world-class fulfillment strategies for clients across multiple channels.

Partner Manager

Shopify Plus

Launched Shopify's first ever marketing content library. Managed +20 different stakeholders from multiple cross-functional teams
Produced newsletters, graphics, video and audio enablement content as required

Enablement Content Specialist

Championed and produced Shopify’s first ever sales podcast
Led sales methodology training for all segments (inside sales to enterprise)

Sales Trainer

#1 sales rep company-wide in Q3 and Q4 2018
+100% to quota Q1 & H2 2018 + Q1 2019
70% outbound pipeline
$2 million in Annual Contract Value in 18 months

Enterprise Sales Representative

Deluxe Ads

- Advised high volume clients on digital campaign strategy 
- Spearheaded external communications via email and social media

Affiliate Manager

RevenueWire

Advertiser Acquisitions Specialist

Affiliate Account Manager

Pulse Mobile - A GlobalWide Media Agency

I sell things. But more than that, I get what makes people buy. 

Over the years, I’ve sold SaaS, built B2C sales teams from scratch, trained people who'd never sold before, and grown a network marketing business to six figures. These days, I’m helping companies run better offsites as an AE at Offsite.com. Before that, I helped security leaders lock down their orgs at 1Password and taught Shopify Plus merchants how to scale.

Mom of two, creator, military wife.

If you're into buyer psychology, creative strategy, or the art of a really good follow-up, we’ll get along just fine.

Offsite planning-related inquiries: brianna@offsite.com
Sponsored content/collabs/say hi: briannachaps@gmail.com

Brianna Chapman

An AE posted a $133k Q3 commission payout quarter on reddit👀👀👀



one of the top comments: “bro is cooking”

girl… it was a woman

and she had to reply “bro-ette” like a customer service rep correcting your name on an order

wild that you can drop six-figure commissions
and people still default to “he”

like women haven’t been carrying sales teams since forever

idk who needs to hear this but high performers don’t come with a Y chromosome requirement

the girlies are cooking too 💅

Sr. Social Community Manager @ Apollo.io | SaaS seller turned B2B marketer | B2B reddit strategy | personal branding enthusiast | mom of two

graphical user interface, text, application

this is going to be a polarizing take, but i firmly believe that you can be an amazing AE and still really struggle with the job search process


in fact, Scott and I see it all the time - sellers with incredible track records of success seeking help landing their next role 

but iF tHEy CaN seLl wHy wOUld tHeY NeED heLP fiNdING a JoB???

here are just a few reasons.....

- they were laid off and it impacted their confidence/self worth
- they haven't looked for a job in YEARS and don't know the landscape
- they can sell someone else's product/service all day but have a mental block when it comes to selling themselves
- they want to move upmarket and need support/mentorship
- they just don't want to waste time because they know what theirs is worth

job hunting is very personal. and it can be very lonely.

the truth is, there are a million reasons why someone might want to worth with a career coach, none of which mean you're not a strong sales person

in fact it's quite the opposite IMO because asking for help ≠ weakness/lack of skill

just means you're self aware enough to recognize when an expert in your corner makes sense

if you're looking for full support landing your next great AE role, I can't recommend Scott enough (and by extension, myself as I'm an assistant coach in his program!!) 

remember, you don't have to do this alone 🩷 

HAPPY MONDAY

My grandfather, Cpl, Franciszek (Frank) Fikus, was a young man living in eastern Poland when Stalin’s Red Army invaded in September 1939. 


He and his family were captured and forced to hard labour in a Siberian gulag for nearly 2 years. 

Tens of thousands of Poles were released from the camps through an amnesty after the Nazis invaded Russia in 1941 and Russia became a contentious ally of the west. However, their ordeal was far from over. 

Those who were able made the gruelling journey thousands of miles to join the Polish Army in exile (Anders Army) in the far south of the Soviet Union; this included my grandfather and his younger sisters. He later served in combat as a tank driver throughout the Middle East and North Africa. 

In January 1944, he lost his right leg in the famous battle of Monte Cassino in Italy. His courageous life was a testament to the strength of the human spirit. 

Our family thanks you for your unmatched bravery and heroism, we miss you every day. #LestWeForget

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here are 4 of my best job search tips for the HUNGRY SaaS AE looking for a new role (save this post or send it to a pal!) 



1. Let’s start with the basics. please don’t ignore your LinkyD profile. It’s your doormat and debatably more important than a resume these days. when did you last update it? Does it have your performance metrics? Do you have recent recommendations? Custom banner? Catchy, recruiter friendly headline? 

LOTS of resources out there to help you including just throwing your profile in ChattyG for an audit, no excuse for this not to be dailed in. 

2. know your numbers. Not just “hit 100% of quota”. Like the REAL meat and potatoes. 

Stack rank
Pipeline coverage ratio
Stage to stage conversion rates 
Velocity by stage 
Self sourced pipeline ratio 
Prospecting inputs —> output math
Etc etc 

come to a hiring manager round with this info readily available or send it as a part of your thank you note on a 1 pager. You’ll wow them. 

3. DO NOT GET HAPPY EARS. spoke to a job seeker today who was mystified that she didn’t make it past a hiring manager round even though it went “SO WELL”. 

asked her what they talked about and she said that they never really got into her performance and just built rapport for 30 mins. 

🙃🙃🙃

Treat every round like progressing a deal. Ask yourself “why wouldn’t they move me forward”?? And SET NEXT STEPS PLEASEEE.

4. feeling like an underdog? OVER DELIVER at every stage. 

from multi threading to land interviews to sending Looms after recruiter screens to showing up to hiring manager rounds with a pitch deck or 30/60/90 plan, every single interaction should be memorable.

if you’re not doing these things you’re leaving offers on the table

if this feels like a lot that’s because it is, but this is what the reps eating your lunch are doing to stand out

genuinely hope this helps someone ❤️

(PS now accepting interview pitch deck clients again! If you have a high stakes interview coming up and want to knock em dead HMU - testimonials are in my Featured section!)

if you ever need a reminder of how LITERALLY MAGICAL Ai can be, show it to your parents 



my 68 year old mom has had a small collection of WWII memorabilia in her possession since my grandpa died about 30 years ago 

she had been told a bit about it but not speaking polish she never knew much about it 

when I was at her place a couple months ago she pulled it out to show me, so naturally I got curious and send a pic to ChattyG

she was absolutely FLOORED with the info it was able to provide and couldn’t believe that she instantly had more info on these artifacts than she has ever been able to put together herself 

ya’ll she was almost in tears 

it’s really easy to fall into the trap of complaining about technology - it doesn’t have this feature, it’s too slow, it doesn’t write like a human, I wish it had ABC XYZ blah blah 

but big picture…

damn. what a time to be alive. 

ever had an experience like this with your parents?!

taplio

The Battle

Marco De Paulis

Brianna Chapman

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The Battle

Marco De Paulis

Brianna Chapman

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);}Brianna Chapman's LinkedIn Performance

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