Matt Wood

Kobiton

(Backed by: BIP Ventures, Fulcrum Equity Partners)

Spearheaded a plan for 30% YoY revenue growth by directing sales strategies across direct, channel, and renewal teams. Reporting to me are 5 Direct AE's, 2 Sales Engineers, and 1 Director of Channel Sales.

Restructured and optimized talent and process for scale across Sales, RevOps, Sales Engineering, Channel and BDR's to increase efficiency and productivity, improve win rates, and enhance the customer experience.

Introduced a value-based sales approach (Command of the Message framework) leveraging MEDDPICC, elevating Proof of Value win rates from 35% to 70%.

Transformed channel-driven revenue by prioritizing the top 5 channel partners responsible for 80% of revenue.

Pioneered sales process and playbook with MEDDPICC forecast scoring model resulting in a 25% reduction in sales cycle duration.

Demonstrated financial acumen by collaborating with the CEO and CFO to enhance gross margins (improvement of 15%) and strategize a roadmap toward EBITDA positive and overall profitability.

Collaborated with the CS team to restructure customer engagement and renewals, boosting gross retention from 75% to 90%.

Vice President of Sales

Optimized Sales Podcast 

Mission Statement: 

"Our mission is to drive sales excellence by equipping sales professionals and teams with actionable strategies that fuse mental, physical, and spiritual practices. We aim to elevate the individual's performance beyond quotas, enhancing core sales skills—prospecting, negotiation, closing, etc.—with measurable outcomes. Our focus on holistic development aims to establish a new standard for sales effectiveness and personal well-being."

Spotify: 
https://open.spotify.com/show/0cYeI1FvFCEnlm9o0G4g8J

Apple:
https://podcasts.apple.com/no/podcast/optimized-sales/id1546618500

Founder and Co-Host 

Databand.ai

(Backed by: Accel and Bessemer, acquired by IBM)
	
Spearheaded the transformation from founder-led sales, crafting a comprehensive GTM strategy for  Sales, RevOps, and CS building a foundation for scalable and repeatable revenue.

Meticulously defined ICP and reverse funnel models with CMO, resulting in $2M increase in qualified pipeline.

Streamlined the Proof of Concept (PoC) process, in close collaboration with GTM team, reducing sales cycles by 30%.

Orchestrated a doubling of ARR ($500k to $1M) through collaborative team efforts across sales, product and marketing with a path to triple ARR ($1.5M).

Instrumental in creating a robust, scalable GTM framework, culminating in a swift and successful acquisition by IBM.

Vice President of Global Sales

Keyfactor

(Backed by: Insight Partners, Sixth Street Capital, Merged with PrimeKey)

Orchestrated a strategic fusion of hunting and farming techniques to grow revenue within pivotal Enterprise accounts throughout the Mid-Atlantic region until AVP spot opened up.
  
Led and mentored commercial, mid-enterprise and SDR teams, driving improved performance and productivity.

Pivotal in growing channel relationships and partnerships with Optiv and Guidepoint resulting in high top of funnel revenue growth.

Commanded a strong level of expertise in the Cybersecurity Sector, wielding comprehensive knowledge of PKI, Cryptography, and CLM.

Prior to moving to an AVP role, opportunity presented itself at Databand to build GTM process as VP of Global Sales with former colleague and CMO. Choose to pursue this as a pivotal career advancement opportunity.

Sales Director

Sonatype

(Backed by: Accel, Acquired by Vista Equity Partners) 

Spearheaded new logo acquisition and revenue expansion in major Enterprise accounts across the Southeast with instrumental impact to scaling from $50M to $100m ARR.

Closed a company record-breaking $2M ARR/$6M TCV deal during the pandemic, demonstrating exceptional negotiation prowess in a challenging business climate.

Achieved 110% of a $1.1M quota in 2019 and 200% of a $1.25M quota in 2020, earning a spot in the President’s Club both years and the title of 2020 Global Sales MVP (#1 out of 30).

Offered a RVP position, highlighting leadership and sales excellence, prior to departure post-acquisition by Vista Equity Partners.

Regional Director - Southeast

Tricentis

(Formerly QASymphony. Backed by: Insight Partners, Merged with Tricentis)

Instrumental in scaling company ARR from $1 million to $30 million within 3.5 years, showcasing exceptional growth strategy execution leading to a merger with Tricentis.

Led a team of five Mid-Market representatives for a year, achieving a total team attainment of 115% on $2.5M quota, demonstrating effective leadership and team management skills.

Surpassed sales quota 4 years in a row (ranging from $700k - $1M), evidencing consistent overachievement in sales performance.

Senior Account Executive / Mid-Market Sales Manager 

Corus360

- Utilized consultative sales approach to solve customer’s business problems with resiliency, technology and people
- Partnered with all major hardware and software manufacturers to solve IT needs from SMB through Enterprise.
- Closed rookie record deal with total revenue of $244,800 / $81,600 gross profit in the first 30 days.
- Quota of $2 million revenue / $500k gross profit. Before leaving was on pace to attain 158% of quota.

Business Development Manager

TransNational Bankcard

- Responsible for cultivating new B2B leads, setting appointments, and closing the sale in the merchant processing industry.

- Averaged 15 new accounts per month while managing 100+ existing accounts.

- Presidents Club 2012 - awarded to account executives opening 100 or more accounts in a year.

Account Executive

Wood Fitness

- Managing in-home personal training business (peak of 80 client sessions per month).

- Responsible for advertising and marketing, client acquisition, creating / managing client schedules, and managing budgeting and accounting.

Founder / Personal Trainer

Apalachee Center, Inc.

- Coordinated patient care in a crisis stabilization unit with an average caseload of 100+ patients per month 

- Supervised and trained employees and interns.

- Implemented new psychosocial assessments and increased the number of patients entering long term care upon discharge.

Admission / Discharge Coordinator

VP of Sales at Kobiton

As a seasoned sales leader with a foundation as a Division One college athlete, my competitive nature has fueled my journey through the ranks of individual contributor to sales leadership, scaling SaaS companies from $1M to $30M, $25M to $40M, $50M to $100M for both high-growth and turnaround  resulting in 4 successful mergers or acquisitions across top-tier VC and PE firms such as Accel, Bessemer, Insight, and Vista Equity Partners.

I collaboratively drive revenue growth and optimize high-performance teams by implementing data-driven scalable processes and MEDDPICC/value-based sales strategies across sectors like Software Dev and Test, Cybersecurity, DevOps, DevSecOps and Data Observability.

My leadership style is a collaborative and results driven approach centered around empowerment, data-driven decision making, communication and transparency, continuous development, and adapting to meet the needs of the situation and team. I also place a big focus on understanding the "why" behind what we are doing professionally and personally and ensure we stop to celebrate the wins along the way.

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