airSlate

Senior Director of Customer Success

Initiated Leadership, LLC

My project to bring more conscious leadership through our corporate journeys.

Coach/Consultant

GoStudent

-Ran all GTM teams in US Market
-Serving as the Country Manager, Director, and Head of Sales executing the launch of the US market
-Grew revenue from 0-$2M in year 1 of market launch
-Scaled sales, customer success, and tutor recruitment teams
-50+ teammates hired and onboarded 
-Drove month-over-month increase in top line revenue, customer acquisition, retention
-Optimize business for efficient LTV:CAC
-Developing leaders within the organization to further sustain a culture of growth, self-reflection, and impact
-My #1 job is building a work culture focused on helping others succeed and grow

*All North/South America operations shut down

US Country Director 

Dialpad

-Launched Dialpad's Inside Channel Manager team to help better support and grow our amazing partners in assisting more companies to make smarter calls with the best in class business phone system.
-From $0-$30M in additional pipeline in 7 months

Manager, Channel Sales

-Scaled Partner Development Program to acquire over 600 net new channel partners for Dialpad
-Scoped and launched Inside Channel Manager Pilot program to increase Dialpad's ability to be an amazing partner in the UCaas and CCaaS space to drive increased revenue with efficient scale
-Developed and promoted 7 reps from Channel Development into Channel Manager roles in 8 months

Manager, Partner Development 

-Helped build and deploy a fully remote onboarding program for incoming SDRs to decrease ramp time
-Launched a new comp plan with historical performance data to align business development org goals with overall company revenue goals
-Drove ~50% increase in conversion of meetings executed to opportunities created
-Implemented weekly coaching program that combined direct 1:1 feedback with group coaching to level up selling skills and increase attainment
 -Aligned SDR initiatives with marketing on a joint approach to targeting prospecting to increase pipeline generated by org through Account Based Sales Development
-The stat I'm most proud of being able to promote over 70% of the team internally to closing roles

Manager, Business Development

-Owned Mid-Market sales onboarding, coaching, and continued development of sales skills and competancies 
-Drove increased attainment through implementing programs on value-based selling
-Created, launched, and managed an org-wide coaching program to drive increased attainment through intentional, data-driven sales coaching practices 
-Built and launched the Content Management system to increase sales reps sales skills, product knowledge, and prospecting engagement
-Managed cross-functional projects with CRO, VP of Sales, Director of Product Marketing, CMO, and all sales leadership

The only AI-driven, cloud-native business communications platform. 
#makesmartercalls

Manager, Sales Enablement 

Qualia

-First hire to Strategic Accounts team function targeting the top 100 largest companies in the space
-Top AE of hiring cohort: achieving 115% quota Q2
-Regularly held 1:1s with new AEs to train on-call coaching, goal setting, and career development 

Qualia is the real estate industry’s leading title, closing, and escrow platform.

Account Executive

Towny

-Worked directly with VP of Sales to recruit, interview and build the sales team, sales processes, and quarterly training systems across 6 unique markets
-Scaled sales from ~$100k-$1.5M ARR within 12 months
-Led strategic direction on coordinating and creating QBRs for team of 12 people
-worked with Chief Revenue Officer and VP of Sales to develop training programs for the sales team 
-Organized territory assignments, activity tracking, and weekly sales calls
-Onboarded new sales hires through formal training as well as one-on-one coaching in the field
-Created key coaching cadence to improve rep performance and satisfaction in their role
-Implemented  consumer engagement strategies in key market

Head Of Sales

Cloudera

-Sourced new opportunities in Fortune 100 
-Met weekly with Partner & Alliances & Field Marketing teams to map out account-specific sales plays 
-Facilitated product overviews for customer and prospect base 
-Qualified 100% of outbound and inbound opportunities 
-Used SFDC to organize client relationships and sales cycle activity

Inside Sales- Strategic Accounts

MINDBODY, Inc.

-full cycle SaaS sales rep
-Led team meetings and trainings to enhance SaaS sales techniques and strategies
-Coached SDR team on best practices for developing their sales success

*moved back to Texas when we started our family

Southwestern Consulting

•Conducted one-on-one training/sales coaching/sales management coaching for clients in varying industries 
•Partnered with key business partners to facilitate group training sessions on advanced sales, leadership development, and management training at companies throughout Southern California
•Coached professionals in diversified fields on key sales methodologies, best management practices, personal accountability, and organizational development 
•Organized community building efforts for regional Southwestern Alumni to foster connection, business opportunities, and a forum for exchanging new ideas

Certified Sales Coach, Consultant, & Trainer

Southwestern Advantage

-Conducted over 200+ group information sessions and personal interviews
-supervised, trained, managed, and motivated over 75 salespeople in the organization
-Facilitated meetings throughout the year on advanced sales, leadership, recruiting and management training 
-Key focus on multiplying impact through developing leaders who know the business, deeply care about each individual, and feel empowered to take conscious action 
-Personally recruited, managed, and coached the #2 team out of over 500 teams worldwide

Field Sales Manager

As a revenue leader with a passion for empowering others, I've spent my career building successful teams that drive growth and exceed revenue targets. Whether through developing innovative strategies or fostering a culture of collaboration and accountability, I thrive on helping organizations achieve their full potential.

But for me, success is about more than just hitting numbers. I'm equally committed to supporting the growth and development of the individuals on my team, mentoring them as they navigate their own career paths and helping them achieve their professional/personal goals

Sam Best

Brandon Roberts

Boulevard

Leading the end to end revenue functions: SDR, Sales, Rev ops, Onboarding, Support, Customer Success, & Professional Services. 

*Promoted from VP to take on all customer facing teams

SVP of Sales & Customer Experience

VP of Sales

Xplor

(Promoted to GM)
•	Responsible for Sales, Onboarding, CS, & Account Management, with dotted line accountability of Marketing, Engineering, and Product. 
•	Developed a leadership team of Sales, Marketing, and CS executives
•	Set Strategy and established culture with a business unit of 275 people
•	Managed 6 product lines within the Xplor portfolio (Triib, Zingfit, Mariana Tek, BrandBot, Xplor Studio, PerfectMind)
•	Re-vamped Customer Success team to transition from technical support oriented to commercially focused for expansion and growth

Chief Revenue Officer & GM - NA - Fitness & Wellbeing

Hit revenue growth targets 4 quarters in a row
Implemented Salesforce instance to consolidate various sales teams
Combined 5 sales teams from portfolio acquisitions into 1 broader org
Established a winning sales culture that saw 75%+ quota attainment among sellers month over month
Collaborated with Marketing to establish reverse engineered waterfall model of MQLs, SQOs, and closes

Chief Revenue Officer - Boutique Fitness

Above Plan Leadership

Revenue Leadership Advisor

Revenue Collective

Revenue Collective is an exclusive membership for growth operators dedicated to providing support, assistance, education, and career growth to our Members. We come together to ensure CROs, CMOs, COOs, and CCOs perform better in their roles.

Chief Revenue Officer Community, Executive Member, & Envoy

Mindbody

(Promoted from Director)
Facilitated the go-to-market (GTM) strategy in collaboration with sales and marketing leadership
Designed and implemented global sales compensation for 300+ sales professionals (NA, EMEA, APAC)
Planned, executed and managed quota allocations for all sales motions on a quarterly basis with buffer to the company plan
Exposed strategy levers by overseeing all sales intelligence, dashboards, analysis, insights and revenue presentations on a weekly, monthly and quarterly basis
Led annual sales planning by creating a bottoms-up model, triangulating it with the tops-down plan and Total Addressable Market analysis for optimal market penetration and to determine sales coverage capacity 
Drove greater sales productivity by strategizing and launching first ever territories at Mindbody by structuring the sales coverage model in verticals and size of businesses
Enhanced working relationships with marketing, IT and finance to drive process and system solutions
Executed team merger of two major acquisitions in 2018 (Booker, FitMetrix)
Integrated selling motions for 3 new products in 2018 through acquisitions of FitMetrix and Booker software, which included revising sales coverage model, introducing overlay roles, and executing major data migrations
Initiated automatic and real-time data appending to Salesforce (SFDC) through third party vendor to drive sales rep efficiencies
Elevated team member competencies across multiple offices in NA, APAC, and EMEA serving Deal Desk, Sales Operations, and Sales Coordination functions

Senior Director, Global Sales Operations

Increased sales per FTE of SDRs 91% in 2016
Increased close rate of demos 116% in 2016
Built SDR headcount from 0 to 62 globally
Initiated leadership development program for managers
Standardized the sales process to 135+ sales associates/SDRs globally
Drafted global compensation plans to drive desired behaviors

Director of Global Sales Development

Lead and motivated 30 elite sales reps to meet revenue goals
Mentored other global sales managers
Hosted weekly meetings to communicate sales performance and improve sales strategies
Measured and analyzed KPI's to set clear expectations to reps
Coached and mentored individuals to achieve their goals
Held interim Sales Director role for 4 months

Senior Manager, Regional Sales | Interim Sales Director

Managed 54 associates spanning across multiple states and departments
Implemented a comp structure based on data analysis and detailed metrics to motivate sales associates and increase production 
Presented strategic Key Performance Indicators
Hired and coached all associates and trained all newly hired full-time sales specialists

Sales Development Manager, NA

Reached the top-tier of sales department leaderboard in first 8 months

Software Sales Specialist

Worked 6 months as part time SDR
Took 6 month hiatus to finish last season with Rockies
Became a top associate in first month of employment

Sales Associate

Colorado Rockies

Outfielder for the AAA affiliate in Colorado Springs, CO

Professional Baseball Player

Minnesota Twins

Spent three years competing in AAA
Highly competitive elite athlete committed to personal and team goals
Developed mental toughness by overcoming adversity and daily failure

Cincinnati Reds

Drafted in 7th round 
Pioneer League All Star and team MVP
Florida State League All Star team selection
Member of the APBPA (Association of Professional Baseball Players of America)

All I care about is getting better everyday and helping others do the same. Let’s do it together ☺️

I'm a growth focused revenue leader that has driven 10x ARR growth holding various sales leadership roles, and seeing growth from 30M to ~300M, including 2 exits and a successful IPO. 

I'm always focused on “how” the revenue team will hit aggressive sales targets. I also have a strong desire to build other leaders by continually focusing on developing a culture of growth and stretching people beyond their potential. 

I develop sales leaders to achieve their targets consistently by trusting the sales process and success playbooks and focusing on their actions and attitudes. I have built successful sales organizations from scratch while overseeing many operational functions. 

I have demonstrated success in GTM coverage design, forecasting accuracy, territory strategy and execution, sales capacity planning, improving sales productivity, optimizing systems, and compensation design on a global scale for 300+ sales team members. I led sales strategy and execution through 4 acquisitions

In my early career, I spent 8 years as a professional baseball player with the Reds, Twins, and Rockies. Competing at this elite level taught me the true meaning of grit, mental toughness, confidence, adaptability, coachability, and how to embrace a practice mindset. Everything I learned playing baseball elevates my abilities to operate at a higher level in any role I hold.


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The Battle

Sam Best

Brandon Roberts

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