Regie.ai

Pre Sales

Regie.ai uses GenAI and automation to make prospecting easier for businesses and better for buyers.  

Sales teams struggle to balance the administrative work that effective prospecting requires. Regie's agents work with reps to give them time back to connect with people and ultimately drive more pipeline. Agents do this by orchestrating the prospecting flywheel of prospect discovery, prospect enrollment, task prioritization, and task execution.

Services

Modern Sales Pros

Modern Sales Pros is a community for leaders in sales, operations, enablement and related disciplines. Our mission is to help our community learn how to solve the biggest challenges they face. Thousands of members regularly gather to learn from each other on our online message board and in-person events.

Member

VIOLET

Violet powers the "Everywhere Store". 

Media and ecommerce are converging while buying habits are evolving. Unfortunately, these changes leave many product and engineering teams at digital channels playing "patch the hole in the submarine". 

Violet.io is a headless ecommerce API that powers integrated checkout across digital channels, such as social commerce, gifting platforms, and publishers (to name a few). With Violet’s API, channels integrate once to directly access over a dozen ecommerce platforms - and the merchants that operate on them. 

By prioritizing Violet’s API, digital channels improve their utility and monetization at once. Violet exists to power the future of commerce in digital experiences - converting marketing channels into sales channels.

VP Revenue

Pavilion

Pavilion is a private membership organization for commercial growth operators, where Members can openly discuss business critical issues with the comfort of privacy and confidentiality.

Executive Member

SalesSource, LLC

SalesSource is a Strategic Sales and Sales Operations advisory firm for Enterprise B2B Technology Companies
We have over 50 years of combined experience in sales leadership and revenue operations. We’ve been a part of four IPOs, and several successful acquisitions. We’ve seen hyper growth before and apply these practices when working with our clients.

SalesSource and Sapper Consulting work closely together to help companies discover and operationalize account-based sales development and more critically, their ability to grow.

Operating Partner

Abstrakt Marketing Group

Led the Enterprise Sales Consulting division providing sales strategy and revenue operations services to large and complex inside sales teams. Was responsible for managing operations and driving revenue growth through new, partner, and inside sales.

VP of Enterprise Professional Services

Sapper Consulting

Led Go-to-Market efforts focused on developing new services, partnerships, and channels.

VP Strategy (acquired 2021)

Oversaw the Client Services teams responsible for delivering new sales meetings to clients through compelling outbound prospecting strategies. Built and led a team of 70 operations and success folks.

VP Client Services

Provide the support and resources for my team to meet their quarterly KPI's and develop into the roles & opportunities that they pursued in tandem.

Director of Client Services

Client Services Team Lead

One Call Close

One Call Close has been rated Inc.’s #1 resource to hit your next sales quota.

In 2015, we developed a process that has grown our lead generation company by leaps and bounds for 24 consecutive quarters (and counting). We did this by closing most of our sales in 1 call.

This success inspired us to form the One Call Close -- a sales consulting firm that helps organizations close larger B2B deals faster.

Our method explores every stage of the sales call. From “what not to say in the first 30 seconds” to “bringing up pricing more organically” and even “how to send over the agreement before the end of the call.”

Director Of Services

Trader Joe's

Development, Customer Service, Forecasting, Project Management, Accounting, Analytics

Store Manager

Customer Service, Forecasting, Inventory Management, Sales Growth, Development

Crew Member

Lux Coffee Co.

Co-Founder at Lux Coffee Co. a Seattle-based coffee company focused on sourcing, roasting, brewing and retail. Managed a physical location along with partnerships with other northwest roasters.

Co-Founder

Selling online is increasingly difficult, but the best teams still find a way. I help with that.

With 10+ years of experience managing teams, I have a proven track record of delivering results for stakeholders, partners, and clients across several business models.

My core competencies include coaching & development, people management, process & project management, customer success & retention, messaging & positioning, sales & GTM strategy, and revenue operations. I am passionate about finding creative paths to sustainable growth for evolving organizations and innovative companies. I most enjoy winning as a team and seeing individuals grow into bigger opportunities.

I am a proud dad to two little ones and love working with my partner on our old historic home. When I’m not wrestling kids or outdated building codes, I’m either biking around the neighborhood or hiking in the mountains. I love the outdoors and believe we are all responsible for stewarding our environment for the future generations. I am passionate about meeting the challenge of adapting to climate change and living a more sustainable life. 

If I can help provide guidance based on my experience or insight based on my work, don’t hesitate to drop me a line.

TJ Macke

Director, Cybersecurity Strategic Alliances

Family break and part-time advisory work with early-stage companies on GTM strategy

GTM Advisor

Rafay

Enterprise, cloud-native turnkey Kubernetes management solution that empowers enterprises of all sizes to securely manage operations of Kubernetes clusters & workflows across any infrastructure, at any scale.

Scaled the sales org from 3 EAEs to 12 team members (EAEs, SEs, SDRs, managers), instituted a PG culture, scaled ARR by over 3x closing several F500 clients, increased ASP by over 2x, trained partners, implemented repeatable sales engagement process, forecasting methodology, and deal qualification framework based on MEDDIC.

SVP, Global Sales & Channels

Vera Security

Vera (acquired by  Fortra) is a modern cloud-based data security platform used by Global 2000 businesses to secure, track, and control access to files containing sensitive data. Initially hired to launch the global channels and alliances function and elevated in February 2020 to also run global sales, and eventually field engineering, customer success, and professional services.  

Partnered with the executive management team to return the company to growth during the pandemic, improved GRR from 64% to 90% and NRR from 73% to 115%, culminating with the acquisition by Fortra (HelpSystems) in December 2020.

VP, Global Sales, Alliances, and Field Engineering

SnapLogic

SaaS offering for self-service data and application integration as a service. Responsible for restructuring and growing our global ecosystem of GSIs, regional SIs, ISVs, Cloud Partners, and OEMs (PwC, Accenture, Azure, AWS, GCP, Snowflake, Cognizant, TCS, etc.).  

Partnered with CRO on strategy, expanded the team, and relaunched the partner program to drive more partner engagement.  Led relationships with PwC and other GSIs as both strategic end-user accounts and sell-with partners. Also managed our AWS and Azure relationships.  Closed the largest deal in company history to strategic GSI.  Global Field Sales leader of the year for 2017.

VP, Global Channel Sales, Strategic Alliances & Strategic Accounts

ForgeRock

Commercial open-source digital identity platform.  Joined pre-IPO (NYSE: FORG) and was responsible for GTM strategy around our ecosystem of Global & Regional SI Partners, OEMs, and Tech Partners across the Americas Region.  

Working cross-functionally, launched the first partner program and drove sales alignment with partners to increase partner referrals by 3x to over 30% of sales, jumpstarted relationships with Accenture, PwC, and Deloitte in the Americas, and managed Salesforce as a strategic account (OEM).  President's Club 2015 & 2016

VP of Alliances and Business Development, the Americas

Embrane

Early SDN entrant and provider of application-centric network services (firewall, load balancer).  

Led customer acquisition strategy after product launch and was responsible for signing Embrane's first reference customers along with building out the initial enterprise sales team.  Acquired by Cisco April 2015.

Head of  N. American Sales

Cisco Systems

Led N. American product sales specialist team for the Application Networking Services product line (a $200m+ business).  Built out the team, developed the sales GTM strategy, and re-established a focus for the Cisco field on this line of the business.

Head of North American Sales - Data Center/Application Networking Services

Part of the team responsible for worldwide field sales specialist team GTM strategy including cloud business development, creation & implementation of ROI/TCO sales tools, and data center solutions enablement.

Sales Development & GTM - Global Data Center Team

Led team responsible for all DC/Virtualization product portfolio sales in Emerging Markets (a $140m+ business).  Built and implemented the GTM strategy and supported numerous product launches including the Nexus switching solutions and UCS compute servers solutions.

Head of Data Center Sales and Business Development - Emerging Markets

Led team responsible for all Application Networking Services product portfolio sales in Europe ($100m+ business).  Hired the initial product sales specialist team for this newly created solution category, built and implemented the GTM strategy.  Supported numerous product launches during my tenure.

Head of European Sales and Business Development - Application Networking Services

FineGround Networks provided secure web application delivery and performance monitoring.  Built and led sales, marketing, channels, & operations for EMEA. 
Acquired by Cisco June 2005.

General Manager, EMEA (FineGround Networks)

Vignette

Enterprise content management.  Led sales for Nordics & Eastern Europe and all enterprise portal revenue across EMEA during tenure.  Acquired by OpenText July 2009.

Regional VP of Sales

Epicentric provided an industry-leading enterprise portal platform.  Led North American Sales, International Sales, and the Financial Services vertical during my tenure.  Acquired by Vignette December 2002.

VP of Sales (Epicentric)

UpShot Corporation

Early CRM SaaS provider.  Acquired by Siebel October 2003.

Sales Manager - Eastern Region

Multi-disciplined Sales, Alliances & Business Development Executive SaaS Leader with over 25 years of global experience in launching and scaling productive partnerships and building successful sales teams at both pre-IPO & public technology companies.  

Extensive early-stage GTM experience with a deep understanding of launching direct & indirect sales strategies, strategic account management, global partner ecosystems, co-sell relationships, and business development strategies to drive scalable and predictable revenue.

taplio

The Battle

TJ Macke

Rich Link

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