Twilio
Sales Manager
Challenge a team of talented technical Account Executives that position the APIs of the future for scaling companies!
Jake Bergquist
Business builder & coach! Leadership @ Twilio | Past -- Head of Sales @divvy Homes, Head of Sales @shippo, GM B2B @naturebox, Sales Director @eat-club
Business builder & coach! Leadership @ Twilio | Past -- Head of Sales @divvy Homes, Head of Sales @shippo, GM B2B @naturebox, Sales Director @eat-club
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Experience
Head of Sales
Built GTM team in Denver. Opened up HQ 2. Helped create homeownership equality across the United States. I left Divvy to go back into technical B2B sales.
Head of Sales
I had the good fortune of building out Shippo's SMB/Mid-market business unit and team from the ground up! It was an incredible sprint from a team of 1 to 10 in just 15 months... more selling both web app + API solutions. I left Shippo to move to Denver.
Reported to: CEO + VP of Growth
Tools leveraged: Salesforce, Salesloft, Drift, Clearbit, Hubspot, ConnectandSell, Perdoo, LucidChart, BuiltWith, StoreLeads
- First sales hire under high-velocity model; built out all sales, hiring, and onboarding playbooks
- Hired and coached 10 team members (Inside Sales Mgr., AEs, SDRs, Sales ops)
- Added $8M ARR (Web + API) from SMB, Mid-market, and enterprise customers
- Exceeded aggressive sales targets; 20% close rate, repeated 2x m/m growth, and more
- Launched and scaled all sales tools to accommodate 5-figure monthly inbound funnel (Salesforce + Salesloft + Hubspot + Drift + Clearbit)
- Synthesized big data into concise business strategy+learnings for exec team and board
- Launched inaugural onsite Intern Program in partnership w/SV Academy. Taught and coached inbound + outbound strategies; 10 interns completed, 2 hired.
Reported to: CEO + VP of Growth
Tools leveraged: Salesforce, Salesloft, Drift, Clearbit, Hubspot, ConnectandSell, Perdoo, LucidChart, BuiltWith, StoreLeads
- First sales hire under high-velocity model; built out all sales, hiring, and onboarding playbooks
- Hired and coached 10 team members (Inside Sales Mgr., AEs, SDRs, Sales ops)
- Added $8M ARR (Web + API) from SMB, Mid-market, and enterprise customers
- Exceeded aggressive sales targets; 20% close rate, repeated 2x m/m growth, and more
- Launched and scaled all sales tools to accommodate 5-figure monthly inbound funnel (Salesforce + Salesloft + Hubspot + Drift + Clearbit)
- Synthesized big data into concise business strategy+learnings for exec team and board
- Launched inaugural onsite Intern Program in partnership w/SV Academy. Taught and coached inbound + outbound strategies; 10 interns completed, 2 hired.
General Manager, B2B
- Owned multi-million-dollar revenue target; drive top-line growth via diverse sales channels
- Manage sales team of 8; increased AE output 4x, lead funnel 3x, opportunity... more creation 3x
- Transitioned business to recurring model, achieved profitability, 225% growth in 2017
- Conduct all sales planning/forecasting, set KPI’s and initiate go-to-market strategies
- Cross-functionally led 14 sales/business ops programs with end-to-end ownership
- Develop all systems and dashboards for monitoring overall business health
- Generate, develop and negotiate deal terms for B2B marketing + biz dev partnerships
- Influence a broad range of stakeholders including unit leaders, executives and board members
- Manage sales team of 8; increased AE output 4x, lead funnel 3x, opportunity... more creation 3x
- Transitioned business to recurring model, achieved profitability, 225% growth in 2017
- Conduct all sales planning/forecasting, set KPI’s and initiate go-to-market strategies
- Cross-functionally led 14 sales/business ops programs with end-to-end ownership
- Develop all systems and dashboards for monitoring overall business health
- Generate, develop and negotiate deal terms for B2B marketing + biz dev partnerships
- Influence a broad range of stakeholders including unit leaders, executives and board members
Director of Sales & Customer Success
- Led programs to grow revenue, improve client UX, intro new tools, and scaled best practices
- Managed team of 6 Account Managers, advised sales team of 15
- Designed... more first client outreach/upsell strategy and process using Mail Merge, Sailthru, and looker
- Redesigned sales pitch, client lifecycle, CRM documentation, and sales collateral
- Constructed and launched compensation packages + quarterly review program
- Managed team of 6 Account Managers, advised sales team of 15
- Designed... more first client outreach/upsell strategy and process using Mail Merge, Sailthru, and looker
- Redesigned sales pitch, client lifecycle, CRM documentation, and sales collateral
- Constructed and launched compensation packages + quarterly review program
Sales Director, new markets
- Launched Los Angeles market and built ARR from $0 - $5M in 18 months
- Hired, trained and managed 4 AEs, 6 SDRs, 2 MDRs, 2 AMs
- Prototyped and launched 3 additional... more product lines: catering, snacks and consumer program
- Analyzed client data to predict demand and make recommendations for expansion
- Designed monthly direct-to-business marketing campaigns: 70% meeting conversion
- Hired, trained and managed 4 AEs, 6 SDRs, 2 MDRs, 2 AMs
- Prototyped and launched 3 additional... more product lines: catering, snacks and consumer program
- Analyzed client data to predict demand and make recommendations for expansion
- Designed monthly direct-to-business marketing campaigns: 70% meeting conversion
Account Executive
- Responsible for establishing B2B Bay Area relationships, closed 2M in 6 months
- Exceeded Q1 (126%) and Q2 (106%) sales quotas
- Exceeded Q1 (126%) and Q2 (106%) sales quotas
Zaarly
Account Executive
- Exceeded sales quotas (120% avg.) in 4 markets across 6 verticals
- Sales results driven via aggressive cold-calling, email and creative sourcing
- Designed and executed... more 8 events featuring Zaarly vendors to engage with local buyers
- Top Sales Executive for on-boarding volume and conversion month-over-month
- Sales results driven via aggressive cold-calling, email and creative sourcing
- Designed and executed... more 8 events featuring Zaarly vendors to engage with local buyers
- Top Sales Executive for on-boarding volume and conversion month-over-month
PDI Ninth House
Global Sales & Marketing Intern
- 1st sales intern in Minneapolis market
- Constructed economic regression analysis to define ICP for targeted prospecting
- Assisted in the development, coordination... more and implementation of 4 field marketing campaigns
- Constructed economic regression analysis to define ICP for targeted prospecting
- Assisted in the development, coordination... more and implementation of 4 field marketing campaigns
Territory Sales Coordinator
- Managed 5 multi-million dollar accounts: contract mgmt., forecasting and up-selling
- Performed cross-functional calling to recommend sales directions to Director
-... more Oversaw and distributed monthly email marketing campaigns
- Performed cross-functional calling to recommend sales directions to Director
-... more Oversaw and distributed monthly email marketing campaigns
Employee
Projects
Grew market from $0 to $5M
Director of new markets · One of the most common perks in the tech world is catered lunches. Start-up founders say it's a way to keep employees… · More happy and productive - and they typically foot the bill. Palo Alto start-up Eat Club has been serving that demand since 2010 and now delivers 10,000 meals a day to corporate heavyweights such as Netflix, Tesla and Cisco.
Education
About
Skills