Summary
Overview
Work History
Education
Skills
Accomplishments
Timeline
TRAINING
PRIOR EMPLOYMENT DETAILS
Generic
Don Araldi

Don Araldi

San Diego,CA

Summary

Successful Executive Vice President of Sales offering extensive experience delivering quality results and exceeding sales goals. Expertise in cost containment, market plan execution and business development. Excellent communication, networking and negotiation skills. Committed to achieving strategic sales goals and building loyalty and trust, both externally and internally.

Overview

30
30
years of professional experience

Work History

Executive Vice President of Global Sales

Pipeliner CRM
02.2019 - Current
  • Create repeatable sales processes to maximize wins.
  • Mentor existing team on sales process and negotiating skills.
  • Grew revenues 7x while rapidly reducing unproductive team members.
  • Created automated workflow processes in conjunction with our CRM which allowed my smaller team to increase productivity
  • Lowered churn rate from 18% to 5% by improving client management strategies.
  • Opened new markets in Africa, Europe and the Middle East.
  • Converted sales focus from selling features to solving business problems which increased average ARR from $10k to $65k.

Chief Revenue Officer – Advisory Role

HighBeam Analytics
10.2017 - 01.2019
  • Cash flow, profitability and sales forecasting as well as process improvements for sales organizations.
  • Conduct thorough operational review of sales structure, systems, compensation plans and recruiting philosophy.
  • Consult on building synergies between sales and marketing teams – maximizing the results of inbound and outbound lead generation and conversion.
  • Craft custom value proposition (ROI) and train the sales team on how to utilize value in their sales efforts.
  • Review sales and marketing literature, scripts, and templates and modify as necessary to maximize their impact.
  • Coaching on presentation skills and time management for sales teams.
  • Assist in the crafting of Board presentations.
  • Coaching on accurate forecast methodologies and building individual business plans for achieving quota.
  • Consult on Channel Sales strategy and implementation.

Vice President of Sales

eSUB
05.2016 - 10.2017
  • Doubled the sales revenues in 12 months to facilitate venture capital funding.
  • Efficiently determine and monitor the department's key performance indicators (KPIs).
  • Assist with complex sales negotiations, attend sales presentations and help close sales deals.
  • Design, develop and oversee a sales training program for new and existing employees.
  • Devise new and innovative ways to market products and services; redesign sales process, training, contracts, and commission plan to support projected growth.
  • Plan and initiate the channel sales efforts and hire a new Director of Channel Sales.
  • Successfully worked and negotiated an MSA with EMCOR the largest sub-contractor in the US.
  • Played a major role in securing Series A funding.
  • Lead in-house seminars and workshops to help improve the effectiveness and productivity of the sales team.
  • Hired and developed Inside and Field sales teams as well as SDRs.

VP, Sales

MediaRadar
07.2013 - 04.2015
  • Personally negotiated and closed the largest deal in company history - $2,000,000 of ACV.
  • Successfully enhanced ACV from $12,000 to $20,000.
  • Supervised a sales team of 14, 2 sales managers, 4 SDRs, and a Director of Sales Operations.
  • Defined sales training programs that enabled staff to achieve their potential and support company sales objectives.
  • Monitored customer, market and competitor activity and provided feedback to company leadership team.
  • Designed and planned for international expansion (China followed by the UK and Europe).

SVP, Sales and marketing

Park IP Translations
09.2012 - 04.2013
  • Successfully developed sales revenues from $30M - $38M.
  • Maintained relationships with advertising agencies, public relations firms, and market research firms.
  • Efficiently executed a program for market research and analysis including market segments, buying trends and competitor analysis.
  • Expertly recruited, trained, supervised, and mentored a virtual international team.
  • Established marketing action plans that clearly define objectives, goals, schedules, and assignments to implement and achieve targeted opportunities.

SVP, Chief Sales and Marketing Officer

Wilton Re, Life Reinsurance
01.2005 - 01.2011
  • Beat sales quota for 5 straight years – growing from $0 - $250M in annual revenue and $7B of assets.
  • Provided leadership and strategic direction to the business’s overall sales program.
  • Established and managed departmental KPIs and evaluates the effectiveness of the sales initiatives.
  • Designed, implemented, and managed the business’s sales process, ranging from relationship development and contract finalization.
  • Thoroughly learned the Life Reinsurance market and offered SaaS BPO and risk/capital management solutions to the world’s largest life insurance companies.
  • Conducted regular research, kept up with trends and best practices, to give the business a competitive edge.
  • Created and maintained channel relationships with consultants, financial firms, and law firms.

Director, North American Sales

Information Builders, Inc.
10.2002 - 12.2004
  • Led key corporate initiatives that resulted in a growth in revenue from $275M - $350 M in 2 years.
  • Beat sales quota for 2 out of 2 years.
  • Provided leadership and strategic direction to the business’s overall sales program.
  • Managed sales across North America including 150 sales reps, 17 branch managers, 65 Sales Engineers and the Onboarding programs for new hires.
  • Sold both SaaS and on-premise software solutions.
  • Conducted regular research, kept up with trends and best practices, to give the business a competitive edge.
  • Assisted in the management of our European sales offices.

Education

Bachelor of Science in Commerce - Marketing

Santa Clara University
Santa Clara, CA

Skills

  • Forecasting Revenue
  • Optimizing sales workflow
  • Mentoring Team Members
  • Interdepartmental teamwork
  • Strategic negotiation skills
  • CRM Optimization
  • Compensation program design
  • Sales territory optimization
  • Analytical problem solving
  • Strategic value creation
  • Partnership development

Accomplishments

  • Facilitated continuous improvements in consultative sales strategies and effectiveness, established and orchestrated the business development strategy and focus on resource optimization.
  • Successfully grew a start-up from $0 - $300M in 5 years.
  • Beat sales quota 28 out of 33 years.
  • C Grew a regional office from $0 - $70M in 2 years.
  • Reversed declining sales from $275M - $350M.
  • Proficiently played a major role in securing Series A funding for a number of companies.
  • Expertly learned new technologies and markets throughout career.
  • Efficiently transformed struggling sales reps into top performers.
  • Consistent success has resulted in being widely recruited into new opportunities.

Timeline

Executive Vice President of Global Sales

Pipeliner CRM
02.2019 - Current

Chief Revenue Officer – Advisory Role

HighBeam Analytics
10.2017 - 01.2019

Vice President of Sales

eSUB
05.2016 - 10.2017

VP, Sales

MediaRadar
07.2013 - 04.2015

SVP, Sales and marketing

Park IP Translations
09.2012 - 04.2013

SVP, Chief Sales and Marketing Officer

Wilton Re, Life Reinsurance
01.2005 - 01.2011

Director, North American Sales

Information Builders, Inc.
10.2002 - 12.2004

Bachelor of Science in Commerce - Marketing

Santa Clara University

TRAINING

  • Vass Sales Training
  • Accord Sales Training
  • Fox Based Sales Training
  • Miller Heiman Strategic Selling
  • Indigo Resources – Interpersonal Communications and Presentation Skills

PRIOR EMPLOYMENT DETAILS

  • Regional Sales Manager, Crystal Decisions, New York, NY
  • Regional Director of Sales, Ventana, Tucson, AZ
  • Vice President, Sales and Marketing, InfoMASS, San Jose, CA
  • National Sales Manager, Contour Software, Campbell, CA

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