Clayton Raber

-KPIs: 60 meetings/month via outbound prospecting to channel partners & resellers (SHI, CDW/G, Insight, CNXN, etc.)
-Identified, onboarded, and enabled Backblaze channel partners via sales trainings, on-site customer meetings, SE training, and account mappings in order to drive opp creation and ARR.

-Helped launch and facilitate SPIF and Sendoso programs for channel partners to drive deal reg and opp creation.

-History of quota attainment: Q3 - 66% (as of last day Aug 13), Q2 - 108%

-Spearheaded outbound efforts into key SaaS, Media, Healthcare, Biotech, and SLED companies, establishing each as feasible verticals after showing replicated success.

-Cross-sold Backblaze with compute, CDN, and other cloud infrastructure alliance partners to meet customer needs.
-Deals sourced: FOX, Kaiser Permanente, Bass Pro Shops, SpaceX, MGM Resorts, Atlanta Hawks, NinjaOne and more.

-Built projected ARR pipeline of $12+ million (Avg. deal size $39k.)
-Traveled to Atlanta, Los Angeles, Las Vegas, and Amsterdam to meet with prospects and drive business.

-Competed with Sugar CRM, HubSpot, and Zendesk for business in the SMB CRM space.

-KPIs: 60 qualified inbound meetings per month.

Sourced to Attivio - AI/ML/NLP search tool for ServiceNow

Team Lead:

-Trained and mentored 2 new SDRs on outbound cadences, messaging, objection handling, phone presence, salesforce hygiene, tech stack, etc.
-Built out go-to-market strategy in tandem with CMO and upper sales management: Aligned SDRs to AEs by territory, utilized buyer intent technology to identify prospective customers, and expanded tech stack to include Linkedin SalesNav, Outreach, and Zoominfo.

-As a team: $8+ million in enterprise pipeline built over 6 months (Avg. deal size $70k)

SDR:

-Built out sales processes as first go-to-market hire: expected cold call volume, email templating, cadences, etc.
-170% quota attainment over 3 months (51 qualified meetings, 30 expected.)

*Attivio acquired November 2019 by ServiceNow