Socket

You use open source software? Do you know if the direct and transitive dependencies in those packages are safe? No? You need Socket. 

At Socket, we’re transforming how organizations protect their applications from the rising threat of software supply chain attacks. Founded in 2021, Socket offers a developer-first platform that proactively detects and blocks malicious packages in real time, securing the open source ecosystem that powers modern software. Socket is backed by a16z, Abstract Ventures, Elad Gil, South Park Commons, Village Global, Unusual Ventures, WndrCo, and dozens of CISOs and world-leading business leaders.

Account Executive

2024
Q4 - 102.5% to ramp ACV target and 248% to pipeline target  

Other contributions in 2024:
2nd ranked attainment achiever on sales team (#1 in ramping class) 
Closed first deal 3 months ahead of ramp goal
Helped lead interview process for first US SDR role

Founding US Account Executive

Drata

Consistent top achiever (in the top 10 of reps QoQ in a sales org of 30+).

Quota Achievement: 

2024 - 100.5%
Q2 - 114% (got things back on track) 
Q1 - 87% (took a minute to get pipeline built coming back from paternity leave) 

2023 - 89% 
Q4 - Paternity leave 
Q3 - 102%
Q3 - 82% (a top 10 rep during this time)
Q2 - 82% (a top 10 rep during this time, top overall rep in May for entire business) 
Q1 - 89% (a top 10 rep during this time)

2022 - 115% 
Q4 - 112% (top 5 rep)
Q3 - 117% (top 5 rep)

All-time Stats:
- $1,180,997 new business won 
- Attainment 99%
- 89 net new customers 
- Sold deals up to $135k in size

Other contributions:
- Selected to mentor new AEs and SDRs
- Given special projects to work with the product team
- Selected to join task force to improve POC process

What I sold and who I sold to: 
- Compliance automation SaaS platform to help companies achieve compliance faster, pass audits with flying colors, and win more business. 
- Highly technical and non-tehcnical personas. Founders, CTOs, COOs, VP of Engineering, and other IC-level operations, engineering, and compliance folks.

Censys

Quota Achievement: 

2022
Q1 - 148% (#1 achieving rep in sales org)
#1 overall rep for attainment on the Mid-Enterprise team 

Other Achievements: 
- During tenure in closing roles I closed 22% of the entire customer base adding $1.2M in ARR.

What I sold and who I sold to: 
- Helped CISOs sleep better at night by closing the gaps in their external digital attack surface with a SaaS platform. 
- Sold to highly technical CISOs, Heads of Security, Attack Surface Managers, and IC-level security team members like security engineers.

Mid-Enterprise Account Executive

Quota Achievement: 
- #1 Rep in sales org for attainment during tenure (95%)
- Deal sizes up to $125,000
- Average deal size $51,000
- Won 16 enterprise logos (Some logos include the likes of Deloitte, Crowdstrike, Nubank, Swiss Life, Carhartt, Coinbase, Falabella)

What I sold and who I sold to: 
- Helped threat hunting teams discover forgotten, rogue or newly acquired internet assets using our SaaS internet data scanning platform. 
- Highly technical buyers CISOs, VPs of Threat Detection, Threat Analysts, and other IC-level security team members like security engineers and threat hunters.

Top achiever - Promoted twice in first year 

Quota Achievement:
- 85% all-time (Top Performer to quota in sales org)
- $177,461 new ACV closed won
- 11 new logos won

ISR + SDR

Employee #40 and first full-time BDR

Quota Achievement:
- All-time - 95%
- 265 meetings set

Other Achievements:
- Created a campaign that generated 32 additional meetings over the course of quarter
- Set company records for most meetings set in a day and month

Founding Enterprise SDR

Cisco

Quota Achievement:

All-time: 100%

Other achievements: 
- Only Duo BDR to be promoted from SMB directly to an Enterprise BDR role (skipping Mid-Market)
- Over $1.2 million in pipeline sourced

What I sold and who I sold to: 
- Simplified the multi-factor auth process for Enterprise companies with easy and affordable MFA software.
- Worked with CISOs, Heads of Security, Directors of Authentication, and the IC-level security team

Enterprise Sales Development Rep

2019
121% - All time (highest on team)
$4.2M pipeline sourced (highest on team)
500+ opportunities sourced (highest on team)
Top achiever's club '19

What I sold & who I sold to: 
- Simplified the multi-factor auth process for SMB companies with easy and affordable MFA software. 
- Worked with highly technical personas: CISOs, Heads of Security, Directors of Authentication, and the IC-level security team

SMB/MM Sales Development Rep

Duo Security

Hired at Duo during the acquisition by Cisco.

Sales Development Representative (Acquired by Cisco for $2.35B)

For over 6 years, I've been involved in the infosec community helping engineers solve challenges in identity access management, threat hunting, attack surface discovery, compliance and supply chain security. 

Trust between sellers and engineers is broken and needs to be restored. 

I've been focused on this restoration since the early days at my first security startup. 

I've spoken with hundreds of security pros and business leaders and helped them solve challenge after challenge in their security stack. 

From stealth mode startups to Fortune 10 organizations, I've worked with them all. 

My passion isn't to just close deals. It’s to help connect engineers and leaders with tools that make their lives easier, make them look good, and protect their teams and assets. 

I'm obsessed with earning and keeping this trust.

When I'm not working I:
🏌🏼‍♂️  Play golf
🥾  Hike with my wife
📚  Read (at least 10 pages a day)
🎥  Watch movies (400+ reviewed on IMDB)

Nick Bontrager

Explorium

Explorium offers the industry's first Intelligent External Data Platform that automatically connects and matches your internal data with thousands of relevant external data signals to accelerate value from advanced analytics and machine learning models improving business outcomes.

“No matter how many advanced gadgets you have in your kitchen, you need the right ingredients to cook a good meal.”

Having access to the right data will be the differentiator that sets businesses apart. 💯🎯

Enterprise Sales Development Representative

SaaS Sales Players

Member

RevGenius

Zowie

*Impacted by layoffs*

Zowie enables companies that sell online to deflect tickets using powerful automation technology, care for customers with omnichannel inbox and sell more using enhanced customer context. Zowie can act as your standalone customer service system or enhance your current tools like Zendesk, Intercom, Gorgias, and many others with automation technology.

Senior Sales Development Representative

Senior Business Development Representative (Kustomer)

Kustomer

*Kustomer was acquired by Meta in February 2022*

📈  100%+ quota attainment Q3 and Q4 2020, Q1 and Q2 2021

Senior Business Development Representative *(Acquired by Meta)*

Kustomer is a customer service CRM platform helping contact centers and businesses reimagine customer service and support in today’s customer-first world. Kustomer is a true omnichannel customer support platform that combines customer data and workflows all into one system in a single timeline view enabling support teams to operate more efficiently while decreasing handle time.

Business Development Representative

Kiddom

Kiddom Academy enables schools and districts to build and assess curriculum, measure student achievement, and make data-informed decisions from classroom intelligence.

Sales Development Representative

theEMPLOYEEapp

APPrise Mobile is a B2B native technology platform that enables organizations to create native apps quickly and cost effectively. APPrise Mobile offers its platform through product lines that include: theIRapp®, for public companies to push information to their investors; theEMPLOYEEapp™, for secure employee communications; theCONFERENCEapp™, for investor, analyst and other conference and event communications; and theCOMMSapp™, for external communications.

IBISWorld

• Provided Manufacturing companies, Venture Capital, M&A firms, Marketing Agencies, Commercial Banks, Private Equity, Investment Banking, and other businesses with industry research on strategic planning, market analysis, business development, risk management, etc. 

• Guided businesses by identifying new markets and trends for products and services
• Closed new business in a full sales cycle role increasing client base and building credibility.

Business Development Manager

FedEx Office

⭐️ Notable Accounts: HBO, NFL, Major League Soccer (MLS), Michael Kors, Omnicom 
🏆 Achieved the FedEx Beacon Award by growing MLS account to 150% YOY.
📈 Owned full sales cycle and consistently exceeded annual quota of $300K with deal size of $20K.


• Project-hunted for new business; identified and grew new and existing customer accounts using a consultative selling approach. 
• Increased revenue by fostering trusted customer relationships within cross-market, key market, and portfolio accounts and educating customers regarding the FedEx suite of commercial and retail of product offerings (i.e. Full-Color Presentations, Oversized Signs & Graphics, Commercial Printing, etc.) 
• Maintained and regularly updated CRM systems and reports as required.
• Identified the best printing solutions for multifaceted, complex printing orders and managed the projects from beginning to end.

Enterprise Account Manager

Helping manufacturing companies 🏭 connect the dots to win more business 📈 | Jiu-Jitsu Athlete 🥋🤙🏾 | Meme Enthusiast 😂

Heyyy! 👋🏾 I'm Jess. (That's my real name btw, not short for anything lol)

Here's a little about me... 

Sales Professional 💼 by day, Jiu Jitsu Warrior 🥋 by night.

I'm super passionate about sales 📈 (over a decade of experience🎖️), gaming 🎮, Brazilian Jiu Jitsu  (BJJ)🥋, and wait for it......FOOOOD 🍲🤤!!!!!!

You can say I’m young at heart which has helped me a lot being in sales. To me its one giant Rubik’s cube finding a need and helping companies solve challenges they knew or didn’t know existed. 

Happy to connect! DMs 📥 are always open 😊

taplio

The Battle

Nick Bontrager

Jess Saint Aubin 🏭

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