Ali Ghotbi
Menlo Park,CA
Summary
Enterprise sales executive with experience across two IPOs and two public companies, known for scaling high-performing teams and transforming go-to-market execution. Helped grow Box from $20M to $1.25B in revenue through operational excellence, disciplined execution, and customer-centric leadership. Recognized for advancing AI-first and solution-driven sales motions that elevate enterprise engagement and drive lasting business impact while fostering a culture of trust, accountability, and performance.
Overview
26
26
years of professional experience
Work History
SVP, Enterprise Sales - Americas
BOX, INC.
Redwood City, USA
01.2021 - Current
- Leads enterprise and strategic sales organization across the Americas and APAC, encompassing 5 VPs, 22 Regional Directors, and 120 Account Executives. Focused on scaling go-to-market execution, driving operational excellence, and expanding Box's enterprise footprint across multiple industries.
- Grew business from $320M → $500M, delivering consistent double-digit YoY growth.
- Enterprise Content Management (ECM) Transformation: Directed Box's strategic evolution from legacy file sync/share to a value-based ECM platform.
- AI-First Solution Selling Motion: Architected a transformational shift toward AI-first, line-of-business-focused solution selling.
- Net New Logo Program: Accelerated new logo acquisition +83% in 12 months and increased ACV by 50%.
- Accelerated Deal Cycle Program: Shortened deal cycles by 40% and increased deal size by 45%.
- Enterprise License Agreement (ELA) Framework: Pivoted from per-seat licensing to enterprise-wide contracts.
- Account Planning Revamp: Created a cross-functional Salesforce process with Solutions Engineering, Customer Success, and Consulting.
- Verticalization: Built fully dedicated industry teams and marketing alignment; launched verticals for Financial Services, Higher Education, and Public Sector (50% YoY growth for two consecutive years).
- Leading cloud content management platform (IPO in 2015; scaled from $20M → $1.2B ARR).
Vice President, Enterprise Sales - West & South
BOX, INC.
Redwood City, USA
01.2019 - 01.2021
- Managed 5 Regional Directors and 40 AEs across the Western and Southern U.S.
- Grew business from $80M → $120M with consistent high-performance culture.
- Improved team attainment from 95% → 125%.
- Leading cloud content management platform (IPO in 2015; scaled from $20M → $1.2B ARR).
Regional Director, Enterprise Sales - West
BOX, INC.
Redwood City, USA
01.2015 - 01.2019
- Delivered >120% attainment four consecutive years; the top-performing region globally.
- Launched Japan region, partners, and office.
Enterprise Account Executive
BOX, INC.
Redwood City, USA
01.2012 - 01.2015
- #1 Enterprise Account Executive (2015) - 298% Quota; Sales Club Winner (2014 & 2015); Most Net New Logos (2014); Top 10 HQ Award (Q4'14-Q3'15).
- Created new lead flow model and onboarded 40+ new AEs.
- Leading cloud content management platform (IPO in 2015; scaled from $20M → $1.2B ARR).
Account Manager, Enterprise Named Accounts
HEWLETT-PACKARD (HP)
Palo Alto, USA
01.2009 - 01.2012
- Managed direct and channel sales for Servers, Storage, Networking, and Services.
- Achieved consistent top-quartile performance and expanded HP's regional footprint.
Application Sales Manager, ERP & CRM Applications
ORACLE CORPORATION
Redwood Shores, USA
01.2007 - 01.2009
- Responsible for ERP & CRM sales to new enterprise clients in Northern California.
- Awarded National MVP - ERP Sales (FY2009).
Sr. Sales Director
SERVICESOURCE INTERNATIONAL
San Francisco, USA
01.2002 - 01.2007
- Started as one of the first three employees; company later achieved IPO.
- Led 30+ sales professionals across four teams; managed $65M+ in annual recurring revenue.
- Scaled ServiceSource to $1.5B in contracts under management.
Software Developer
SPOTNET
San Francisco, USA
01.2000 - 01.2002
- Designed and developed interactive ad software for web and mobile.
- Led UX for campaigns and corporate site.
Education
Bachelor of Arts - Psychology
University of California, Santa Barbara
Santa Barbara, CA01.2001
Skills
- Enterprise sales leadership and team building
- AI-driven go-to-market strategy
- Solution selling and customer engagement
- Pipeline management and sales execution
- Go-to-market design and alignment
- Operational excellence and forecasting
- Transformational and empathetic leadership
Websites
Timeline
SVP, Enterprise Sales - Americas
BOX, INC.
01.2021 - Current
Vice President, Enterprise Sales - West & South
BOX, INC.
01.2019 - 01.2021
Regional Director, Enterprise Sales - West
BOX, INC.
01.2015 - 01.2019
Enterprise Account Executive
BOX, INC.
01.2012 - 01.2015
Account Manager, Enterprise Named Accounts
HEWLETT-PACKARD (HP)
01.2009 - 01.2012
Application Sales Manager, ERP & CRM Applications
ORACLE CORPORATION
01.2007 - 01.2009
Sr. Sales Director
SERVICESOURCE INTERNATIONAL
01.2002 - 01.2007
Software Developer
SPOTNET
01.2000 - 01.2002
Bachelor of Arts - Psychology
University of California, Santa Barbara