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© 2022 Tokyo
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My Resume

Biography

I accidentally fell into sales as the co-founder of a recording studio where I quickly learned that I have a knack for working with clients. I cut my teeth in SMB sales at Apple where I always exceeded quota and led the team on sales of our premium support offering.

 

I began working in software at Big Nerd Ranch selling to large enterprises and learning the ins and outs of software languages and frameworks. At Pivotal I consistently exceeded quota as an ISR breaking into cold accounts and I was quickly promoted to the enablement services team where I was the top performing rep.

 

As an Account Executive at Tackle.io I exceeded expectations and qualified for President’s Club every year. In 2022 I was the highest performing rep in the company. I was then hired as Head of Growth at TextQL, an Enterprise AI data startup. In six months I built the sales playbook and closed the first five customers.

Work Expereince

Head of Growth, TextQL, NYC — July 2023 – February 2023 Tasked with managing all go to market activities of seed stage startup building an AI powered virtual data analyst for non technical business teams.

  • Landed first $200k in revenue in just 6 months by fostering relationships with champions in large enterprise accounts.
  • Educated champions on how our product leverages AI for data analytics.
  • Worked with small team of engineers and designers to learn latest product advancements and share customer feedback on user experience.

Senior Account Executive, Expansions, Tackle — June 2020 – January 2023 Managed large and mid size enterprise accounts by helping customers drive revenue through AWS, GCP, and Azure marketplaces.

  • Consistently exceed revenue expectations / Qualified for President’s Club every year.
    • 2022 – 147% to quota, highest performing rep in the entire company.
    • 2020 & 2021 – 110%+ to quota.
    • Conducted training and enablement sessions to teach customers how to drive sales through Tackle’s marketplace platform.
  • Led QBRs and strategic meetings with executives and director level.

Pivotal Labs (Acquired by VMWare), Education Sales & ISR – July 2017 – June 2020 

Education & Enablement Sales Rep – Partnered with account teams across the company to position education and enablement services.

  • Closed over 45% of education team’s total revenue selling newly created offerings and services in first year.
  • Positioned enablement services with Fortune 100 accounts to accelerate adoption of Pivotal’s software.

Inside Sales Representative – Tasked with supporting account executive team by booking 20+ meetings each month into key accounts. Covered Federal team and commercial sales.

  • Exceeded quota every single quarter during my tenure as ISR.
  • Promoted to sales rep in 18 months.
  • Navigated highly technical conversations with director and executive leaders.

Big Nerd Ranch – Business Development Manager – Sep 2015 – May 2017

  • First rep in company’s history to close a deal in first 90 days.
  • Trusted by world’s most valuable and admired brands to build first class digital experiences and train developers on new technology 

Apple – Business Specialist – Aug 2012 – Aug 2015

  • Led the team in revenue booked and sales of Premium Support offering, Joint Venture.
  • Drove new revenue by coordinating events for mobile device management and book keeping software. 

Superpowers

  • Drive for Results – Proven track record of meeting and exceeding revenue targets without sacrificing integrity or value. By highlighting how a specific solution addresses the customer’s most pressing pain points, I can emphasize the value of what I’m selling without overselling and creating problems later.
  • Business Acumen – Comfortable navigating strategic conversations with Executive and VP level stakeholders to understand their goals and objectives, and becoming a strategic partner in their efforts. Able to successfully negotiate objections and navigate complex procurement hurdles.
  • Dealing with Ambiguity – Comfortable executing tasks with little to no instruction. I have worked at three different startups over the last seven years and thrive in the ever changing environment of a fast changing company.

 

 

Tools

  • Prospecting – Clay, Smartlead, LinkedIn Sales Navigator, Apollo.
  • Productivity – Gong, Grain, Notion, G-Suite.
  • CRM – Salesforce, Hubspot.