COBY ROBINSON
San Diego,CA
Summary
Commercial SaaS sales and account management professional with nearly four years of experience driving retention, expansion, and new pipeline across K-12 cybersecurity and education technology. Manage a 900+ account portfolio representing approximately $1.5M in ARR across the Western and Midwestern United States. Proven record of exceeding pipeline, closed-won ARR, and renewal targets while leading pricing, proposals, negotiations, executive relationships, and cross-functional deal execution using MEDDICC and Challenger methodologies.
Overview
4
4
years of professional experience
Work History
Account Manager
Linewize U.S.
10.2025 - Current
- Manage a portfolio of more than 900 customer accounts across the Western and Midwestern United States, representing approximately $1.5M in annual recurring revenue.
- Strengthened retention through proactive outreach, live customer check-ins, rapid follow-up, and dedicated care for high-value, multi-product accounts.
- Exceeded renewal targets in both Q2 and Q3, directly contributing to team revenue goals and customer retention performance.
- Managed commercial customer lifecycle for renewals and expansion, overseeing discovery, solution positioning, pricing strategy, proposal and quote development, negotiation, signature collection, and handoff.
- Identified and pursued upsell and cross-sell opportunities across web filtering, classroom management, AI-powered student threat detection, Content Aware AI, and application visibility solutions.
- Partner with Solution Engineers, Sales Engineers, Solutions Consultants, Customer Success, Professional Services, Product, Finance, Legal, and Implementation to advance opportunities and improve customer outcomes.
Senior Business Development Representative
Linewize U.S.
02.2023 - 10.2025
- Generated $3.45M in qualified pipeline in FY25 and $1.1M in FY24, directly contributing to regional revenue objectives across Texas, Oklahoma, Arkansas, and Louisiana.
- Generated $2.91M in pipeline against a $2.2M target over a six-month period, achieving approximately 132% of goal.
- Forecasted $855K in closed-won ARR against a $664K target, achieving approximately 129% of goal and demonstrating strong opportunity progression.
- Achieved 120% of quota in FY26 Q1, 134% in FY25 Q4, 156% in FY25 Q3, and 120% in FY25 Q2.
- Booked over 170 qualified discovery meetings in FY24 and FY25 through strategic outreach via phone, email, LinkedIn, and account-based prospecting, enhancing lead generation efforts.
- Earned promotion to Account Manager by consistently achieving performance targets, showcasing resilience, attention to detail, and readiness for expanded responsibilities.
- Applied MEDDICC and Challenger principles to qualify opportunities, uncover customer priorities, and support progression toward closed-won revenue.
Business Development Representative
AppStar Financial
09.2022 - 01.2023
- Achieved 112.5% of quota by conducting high-volume outbound prospecting and consultative outreach to small-business decision-makers, leading to increased client engagement.
- Ranked in top 25% of sales representatives by averaging over 100 cold calls per day, contributing to overall sales team success.
- Identified potential clients through research and outreach efforts.
- Conducted product presentations to educate prospects on financial solutions.
- Collaborated with sales team to develop strategic marketing initiatives.
Education
Bachelor of Arts - Business Administration
DeVry University
Skills
- Commercial SaaS Sales
- Renewals
- Upsell & Cross-Sell
- Strategic Account Planning
- Territory Management
- Consultative Selling
- Executive Relationship Management
- Pricing & Negotiation
- Forecasting
- MEDDICC
- Challenger Sales
- Outreach
- HubSpot
- ZoomInfo
- LinkedIn Sales Navigator
- Gong
- Microsoft Office
- Teams
- Zoom
- Slack
Timeline
Account Manager
Linewize U.S.
10.2025 - Current
Senior Business Development Representative
Linewize U.S.
02.2023 - 10.2025
Business Development Representative
AppStar Financial
09.2022 - 01.2023
Bachelor of Arts - Business Administration
DeVry University