Mar 2023 – Apr 2024 · 1 yr 1 mo · India · Remote

• Sprinto helps infosec teams breeze through compliance via automation and workflows across people, process & infra. With over 1,400+ customers globally, organizations leverage Sprinto to streamline & automate compliance activities such as monitoring, collecting evidence, incident detections and assessing overall risks.
• As a Global Sales Coach & Enablement, I worked closely with the AE and SDR teams to improve the booking rate of SQLs & ARR.
• Here are a few things we've done together which has served us well:
• Helped Sprinto reach $8.2 Mil in ARR from $2.9 Mil along with the whole team.
• Setting up the sales process and playbook from scratch that helped us improve ARR by 30% .
• Worked on messaging, demo pitch, Discovery & Negotiation Framework to enable reps to hit revenue quota.
• Created the culture of scenario based role-plays with AEs & SDR on countering objections, entering negotiations, navigating complexities of deals which resulted in fast-tracking ARR from $3 mil to $8 mil in 12 months.
• Built and hired SDR functions based out of the US to break into mid & enterprise market in the US market.
• Worked on onboarding, SDR playbook and attained 65% of SQL targets in the first 6 months.
• Worked on in-depth analysis of quarterly sales goals Vs achievements with the leadership team.
• Closely worked with the marketing team to drive various campaigns such as Usual ICP, G2, Intent, Paid Search & event leads.

Aug 2022 – Feb 2023 · 6 mos · Bengaluru, Karnataka, India · Remote

Nov 2021 – Jul 2022 · 8 mos · India · Remote

• vFairs is a virtual & hybrid event platform that helps event planners deliver immersive and impactful event experience to global audiences. Organizations can create an intuitive 3D custom virtual venue, fully functional webinars, virtual exhibit booths, networking features for virtual & hybrid conferences, trade shows, job & career fairs, and events of any scale.
• As a sales leader, I built the Inside Sales team for all-bound motion who can support our global sales managers with qualified opportunity and sales pipeline across the globe.

Jul 2020 – Sep 2021 · 1 yr 2 mos · Bengaluru, Karnataka, India

• ERPNext is a 100% free open source platform built on Python and Frappe framework to help mid and enterprise businesses streamline, integrate and automate the end-to end operational processes.
• As a VP - Global Sales & Revenue at Frappe, we've built sales team from the ground up to hit over 1.5 million dollars in cash revenue and acquired over 45 mid-enterprise customers in 10 months. We've hired great pool of talented inside sales team who are on the course to tripple down this year in top-line revenue.
• Here are a few things we've done which has served us well:
• Setting up the sales process and playbook from scratch that helped us achieve 34% of win rate
• Reduced average sales cycle to 59 days
• 90%+ our enterprise customers are trusting us with multi-year commitment
• Consultative selling and support across departments works together to achieve excellence
• Sales playbook, messaging and positioning by our sales team is helping us bringing customers from various domains. A true horizontal play.
• I'm passionate about mentoring, coaching, and building the right mix of inside and field sales team from the ground up. Reach out to me at sandigoethe@gmail.com if you'd like to talk about sales playbook, team building and processes.

May 2019 – Feb 2020 · 9 mos · Bangalore

• Near is the world's largest source of intelligence on people and places. The Near Platform powers data-driven marketing and enrichment offerings through a suite of SaaS products.
• Near is headquartered in Singapore with offices in San Francisco, New York, London, Bangalore, Tokyo and Sydney. Near is backed by leading investors including Sequoia Capital, JP Morgan Private Equity Group, Cisco Investments and Telstra Ventures.
• A FEW HIGHLIGHTS:
•  Built & managed team of 12 Inside Sales Reps and Market research team to create over $1.9 million worth pipeline and $600K in revenue in 10 months.
•  Implemented SFDC, Outreach.io, Zoom, and other essential tools for sales team
•  Lead pitch development, messaging and process.
•  Ensured the consistent implementation of effective sales process for optimum performance and success.
•  Responsible for $2 million quota across US, AUS and APAC market.
•  Ongoing sales coaching on top of funnel objection , negotiations and bottom of funnel objections handling based on Sandler’s and Josh Braun’s methodology.
•  Weekly 1:1 Meeting with AEs and SDRs to measure performance, monitor activities and drive pipeline velocity rate to ensure closures.
•  Forecast and track sales metrics and budget.
•  Motivate, train, coach and develop a team of AEs and SDRs

Jan 2017 – Jan 2018 · 1 yr · Bengaluru, Karnataka, India

• CloudCherry is the definitive Real-Time, Omni-channel CUSTOMER EXPERIENCE MANAGEMENT platform that helps customer-facing brands track, measure & improve Customer Delight – which results in better customer experience, greater customer loyalty and profitability.
• I am passionate about helping brands track their customer's perception about them and foster customer centricity organizational wide. CloudCherry's CEM program ensures brands listen to their customers where ever they are.
• A FEW HIGHLIGHTS:
•  Was Responsible for managing 1.2 Million Dollars quota for inside Sales in NORAM market.
•  Hired and scaled up Inside Sales teams from 2 reps to 8 reps for a repeatable and sustainable sales pipeline.
•  Built awesome quota crushing sales development reps to create a million-dollar pipeline in 6 months since their ramp time.
•  Brought $100-$150 MRR to $3,000 MRR. Then, we went up-market with average deal value of $26k ACV.
•  Responsible for extensive collaboration with Product team to provide feedback and share new learnings to better drive the product development and its implementation
•  Successfully implemented SFDC, OutReach.io (Sales Acceleration Platform), Gong, LinkedIn sales Navigator, Zoom Info to empower SDRs and AEs to platform to its fullest.
•  Responsible for on-going sales training, mentoring and coaching of Sales team.

May 2014 – Jul 2016 · 2 yrs 2 mos · Noida, Uttar Pradesh, India

• Managed Sales team responsible for outbound sales of RateGain's suit of SaaS based solutions in EMEA and APAC market. Apart from territory carving, P & L, one of the prime responsibility is to coach and train Sales team to focus on better qualification, understanding the common problems of industry and provide solutions accordingly.
• A FEW HIGHLIGHTS:
•  Built a team of 8 Inside Sales Reps from ground up and executed accomplishments of qualified lead generation completely over the phone & internet to prospects and customers in Europe and APAC.
•  Successfully achieved quota of $1.3 Million in year along with my team.
•  Implemented SFDC for the outbound sales team to go all-bound to achieve target Q-o-Q.
•  Major role in streamlining the process for targeting new businesses, helping the team in designing various kinds of Marketing & Sales campaigns to generate new qualified opportunities.
•  Plan and direct staffing, training, and performance evaluations to develop and control sales and service programs.
•  Developed and managed sales team including qualification, presentation, proposal, final selection, due diligence and closing.
•  Hosted various product Luncheon seminars in Spain, Germany, Czech Republic, Austria, Cyprus, Croatia, Greece, Slovenia, Thailand, Singapore.

Dec 2011 – Mar 2014 · 2 yrs 3 mos · Gurugram, Haryana, India

• It was time to build a tough APAC market and had to go through same drill. We had to figure out product adoption strategies and nail the market share more aggressively. We unleashed the out-bound sales approach to it's fullest. We learned and captured every details in SFDC to make sure we customize our messaging based on persona and focused heavily in account-based sales development.
• A FEW HIGHLIGHTS:
•  Conducted 40 product seminars in Singapore, Malaysia, New Zealand, Hong Kong, India, Thailand, Dubai.
•  Realization hit when we missed quota by 30% by end of year 2012. Had to make a few tough decisions to let people go. Started from scratch.
•  Doubled down on sales team member expansion and started focusing on micro segmenting the market with the help of sales pod structure. Total of 3 AEs, 2 SDRs and 2 dedicated market research reps.
•  Achieved 70% and 101% of quota of $750K and $1.0 Mil in year 2012 & 2013. One hell of journey thorough out in APAC market.

Jul 2009 – Sep 2011 · 2 yrs 2 mos · Gurugram, Haryana, India

• Cvent was growing rapidly world-wide in terms of number of customers, profitability and top-line revenue, hence, timing was impeccable to land and expand in the European market. Hiring mode was on aggressively.
• A FEW HIGHLIGHTS:
•  Started hiring Sales Development Reps for European region and promoted senior SDR to Direct Sales.
•  Responsible for creating and maintaining sales pipeline, developing potential prospects into customers.
•  Achieved 75% of quota of $480,000 in the first year. A lot of learnings gathered to drive the product development based on demands, policy and compliance of buying in European market.
•  Started conducting face-to-face meetings with prospective customers in EMEA region to determine products/service’s needs, pitching to them the Cvent’s suite of products and ultimately winning their business.
•  Hosted over 30 product seminars in Europe.
•  Started expanding and scaling up sales team for EMEA region with 4 Account Executives and 5 Sales Development Rep.
•  Defined territories based on the strengths of AEs and tilted up market for fast and repeatable business to meet quota of $1 million.

May 2006 – Jun 2009 · 3 yrs 1 mo · Gurugram, Haryana, India

• Well, smart work and persistence pays big dividends..... It was time to be in quota carrying role. Again, a natural career progression from a SDR role. Tell you what, it didn't come easy. Cvent is a strong metrics driven organization and leadership team makes sure to evaluate you against all odds to offer that precious role by conducting right due-diligence. Here's the story...
• A FEW HIGHLIGHTS:
•  Developing and managing sales opportunities from beginning to end including qualification, presentation, proposal, final selection, due diligence and closing.
•  Hosted luncheon seminars in USA.
•  Conducting private conference calls and presentations (WebEx sessions) with prospects and customers, primarily C level executives, Directors and VP’s of different organizations. This includes walking them through the front-end interface and backend functionalities of the software.
•  Creating additional revenue streams by cross-selling other Cvent’s suite of solutions to the existing client base.
•  Managed increased quota of up to $500,000 annually with the help of 2 sales development reps. Initial quota was $240,000 annually.
•  Conducting face-to-face meetings with prospective customers in USA region to determine products/service’s needs, pitching to them the Cvent's suite of products and ultimately winning their business.
•  Participating in Sales organization policy administration and strategic sales planning. Communicates product enhancements and new product ideas with Product Management.
•  Imparting and coordinating product related trainings for new hires.
•  Liaising with the marketing division, overseas offices and senior management to roll out strategic initiatives.

Oct 2005 – May 2006 · 7 mos · Gurugram, Haryana, India

• Being the first sales development rep (SDR), I had a huge learning curve cut out for me in SaaS based selling concepts. It was all about educating and selling the belief about SaaS based solutions back in year 2007. We were cold calling and setting up qualified demos for quota carrying sales reps based out of USA. I got my Ahaaa.. moment after 3-4 months of starting this position and went on becoming top performer; a huge shift in my career progression.
• A FEW HIGHLIGHTS:
•  Proactively cold calling and profile target accounts to identify key decision makers and other relevant information to generate new business and build the sales funnel.
•  Maintaining the sales Funnel, including comprehensive data entry, and setting alarms for follow-up and lead tracking using Salesforce.com.
•  Over achieved appointments set quota by 300% in a year. Still a record in Cvent. 109 well-qualified demos in a month.
•  successfully helped my direct sales to achieve and accede quota month-on-month. A happy feeling for sure.