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

brightwheel

Mascot Media

Prospecting, booking and running demos, effectively moving business closing business

• Company Sales record for fastest to book first meeting
• Consistently at or above 100% to monthly quota
• Introduced new referral and social media processes/workflows for Sales Team

Gipper

- Lead team in revenue generated in the second full month
- Demo to close ratio > 45%
- Restructured social and referral processes
- Rewrote sequences to increase demo to close rate for team

NBC Sports Next

- Accountable for customer relationship management of 8000+ clients.
- Consistently top 10% of reps (50-person team)
- Promoted after 6 months to Senior Rep

Senior Customer Success Coach

Accountable for customer relationship management of 8000+ clients.

Customer Success Coach

GTM Payroll Services Inc.

- Founding AE for Inside Sales Department
- Developed sales strategy and (GTM) for national SMB
- Generated $340K in net new revenue by closing 17 new customers

Web Scribble

- Led team in prospecting, cold calls, and demos booked, consistently exceeding monthly targets
- Developed and managed sales pipeline; reported and tracked forecasting

Dumbstruck, Inc.

- Founding AE, growing revenue from $1.1K to more than $23K
- Built sales process defining a new go-to-market strategy

Senior Account Executive

SportsSignUp Play

- Managed company's largest accounts with league membership between 100-300K players.
- Closed largest single cc processing deal in company history

National Strategic Account Manager

- Set company record for Full Year closed new business
- Managed largest territory and lead team of 3 to highest revenue territory in company

Regional SaaS Sales Manager

- Managed onboarding and system setup for entire company
- Structured system implementation, onboarding, and training for new clients.

Sales Engineer

SportsSignup

Handled front-line technical support for SaaS league management software.

Customer Service Representative

I started in SaaS a little over 10 years ago in a Customer Support role.

A year and a half later, someone I trust told me I could excel in sales. I wasn’t confident, and I knew it was a risk, but I decided to take a leap.

Since then I’ve learned, failed, succeeded, and grown more than I ever thought I could. I’ve led teams and crushed quotas, built relationships, and sold more than I ever imagined. 



A lesson from my dad:

When I was young, I was a hyper-competitive, classic youngest child, who also happened to not have an abundance of athletic talent.

When I was feeling defeated, my dad would remind me of “The 3 Outs.”

Your outlook

Your output

The outcome

“Notice that last one isn’t yours” he’d say.

“But if you give everything you have to to getting those first two right, not only does the last one tend to fall your way, you’ll find it doesn’t hurt as much when it doesn’t.”

taplio

The Battle

Nick Bontrager

Matt Mangold

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