Douglas Otto
San Francisco,CA
Summary
Dynamic sales representative known for consistently surpassing sales goals by leveraging strategic initiatives and strong negotiation skills. Proven ability to enhance customer relationships and drive account performance across multiple territories.
Overview
14
14
years of professional experience
Work History
Key Account Manager
iRhythm Technologies Inc.
San Francisco, CA
07.2025 - 05.2026
- Achieved 163% growth target for 2025-2026 through targeted strategic initiatives.
- Partnered with iRhythm sales organization to drive success for large account customers and patients.
- Liaised with stakeholders in billing, operations, legal, and finance to ensure efficient performance.
- Resolved customer issues promptly, maintaining high service standards.
- Evaluated workflows and recommended technologies to boost operational efficiency.
- Supported key meetings and quarterly reviews to align on business objectives.
- Established robust relationships with accounts and internal teams for collaborative success.
VENUE SALES MANAGER
Non Plus Ultra
San Francisco, USA
06.2023 - 06.2024
- Exceeded quarterly and annual revenue targets for venue portfolio through strategic opportunity capitalization.
- Identified customer needs swiftly, negotiated contracts, and closed complex sales effectively.
- Utilized strong persuasion and negotiation skills to secure challenging deals.
- Proactively engaged customers to establish rapport and employ consultative sales techniques.
- Facilitated site visits for prospective clients, showcasing venue benefits and services.
- Collaborated with production staff to ensure fulfillment of logistical requirements.
- Developed sales collateral, including floor plans, logistic procedures, and standard operating procedures.
TECHNICAL SALES REPRESENTATIVE
Emerald Scientific
San Francisco, USA
02.2021 - 08.2022
- Successfully delivered presentations to clients and explained technical features to close sales.
- Identified and pursued new business opportunities and expanded sales in existing territories to drive revenue growth.
- Negotiated prices, terms of sales, and service agreements to secure the best deal possible.
- Conducted thorough research on customers' buying history and utilized consultative techniques to develop refined suggestions for new/increased sales and more suitable products to fit the customer's needs.
- Supported customers on product-related issues, pricing, technical inquiries, and availability to enhance satisfaction and secure revenue.
- Consistently forecasted and met budgeted revenue goals on a quarterly and annual basis.
- Shared winning sales strategies and market information with the sales team to improve overall performance.
- Ensured timely and accurate reporting to management on sales activities to plan upcoming sales activities properly.
- Demonstrated expertise in scientific consumables and equipment sales.
ENTERPRISE ACCOUNT EXECUTIVE
eThor
San Francisco, USA
08.2020 - 02.2021
- Managed the entire sales cycle from prospecting/qualification to deal closing.
- Generated consistent top-line revenue through strategic new prospect acquisition.
- Identified and targeted competitive opportunities to drive new business.
- Executed consultative sales approach, delivering impactful presentations and hardware/software demos across all customer organization levels.
- Collaborated with sales team to develop and implement effective sales strategies and share crucial market insights.
- Understood and executed pipeline, forecasting, and revenue projections.
- Oversaw deployment of contactless payment devices
SALES ASSOCIATE
NuVasive
San Francisco, USA
10.2019 - 04.2020
- Coordinated logistical support for ordering, transporting, setting up, and reassembling surgical instrument sets in sterile processing departments at hospitals and surgery centers.
- Consulted with surgeons and operating room staff during surgical procedures to promote safe and effective use of NuVasive products and techniques.
- Contributed to revenue growth in assigned territories through business development activities with surgeons, hospitals, and related staff.
- Neuro & Orthopedic and Spine Devices
CLINICAL SPECIALIST
Cardiva Medical Inc
San Francisco, USA
02.2018 - 08.2018
- Led clinical and economic presentations to customers, committee members, and relevant staff, resulting in an increase in product adoption.
- Provided consultative case coverage that resulted in positive clinical outcomes for patients, resulting in an increase in customer loyalty.
- Informed physicians, staff, and leadership on the latest product, therapy, and technology developments in the industry by actively engaging in procedural and technical discussions, resulting in an increase in customer knowledge and satisfaction.
- Demonstrated the ability to interact with a wide variety of clinicians, nurses, and lab tech personality types, resulting in an increase in customer engagement.
- Facilitated cardiology and radiology case discussions to enhance patient care.
- Directed all training and education planning during account launches, resulting in an increase in customer satisfaction.
- Developed and executed a territory business plan in a quota-based system by implementing sales strategies determined by relevant factors and potential accounts, resulting in an increase in sales revenue.
- Achieved daily sales objectives through targeted new account cultivation and launch planning, leading to increased territory revenue.
CLINICAL SPECIALIST
Boston Scientific
San Francisco, USA
06.2017 - 01.2018
- Provided consultative insight to physicians on clinical attributes and techniques of products during case attendance, increasing product usage.
- Delivered primary clinical support for case coverage, troubleshooting, specialty product usage, and customer training.
- Delivered presentations and demonstrations on proper clinical usage of products, enhancing customer knowledge and satisfaction.
- Executed proactive regional plan integrating clinical, sales, and service support to enhance market share and service quality.
- Peripheral Interventions | Interventional Oncology
ACCOUNT EXECUTIVE
FusionStorm
San Francisco, USA
12.2014 - 07.2016
- Successfully executed sales goals at 142% to plan in 2015 by delivering compelling sales presentations and emphasizing key sellable features to clients.
- Responded to client inquiries, quoting prices, and credit terms, and successfully closing deals, resulting in an increase in revenue.
- Scheduled and attended meetings with existing and prospective clients, enhancing customer engagement and loyalty.
- Utilized internal and external data sources to identify and qualify prospective clients, conducting cold-call campaigns via telephone and email, resulting in an increase in lead generation.
- Pre-qualified new opportunities within client infrastructure, coordinating internal resources for sales opportunities, order fulfillment tracking and confirmation, conducting up-sell campaigns, and scheduling/inviting clients for key events, resulting in an increase in customer retention and loyalty.
- Delivered weekly/monthly reports to senior management on sales activities and current/future pipelines, supporting strategic decision-making and driving growth.
- Collaborated with partner manufacturer reps to support sales/marketing efforts, leveraging networking skills to establish relationships with channel organizations and expand market reach.
- Managed direct sales relationships with channel partners for data center value-added reseller (VAR), strengthening market presence.
ACCOUNT MANAGER
Four Winds Growers
Fremont, USA
11.2013 - 11.2014
- Successfully executed sales goals at 201% to plan in 2014.
- Identified new opportunities within the only outdoor disease-free growing environment on the West Coast, generating additional revenue streams through innovative product offerings.
- Collaborated with landscape architects, distributors, and retail stores including Home Depot, Lowe's, and Orchard Supply Hardware to create targeted marketing and sales strategies, enhancing product visibility and sales reach.
- Negotiated and managed contract agreements, securing profitable deals that contributed to overall revenue growth.
- Developed and maintained strong relationships with key stakeholders in the industry to ensure long-term business growth.
- Coordinated sales territories for members of the sales team, prepared quotas, and managed staff trade show events.
- Conducted sales and marketing initiatives for a leading citrus producer.
ACCOUNT EXECUTIVE
Gorilla Technology
San Francisco, USA
06.2012 - 11.2013
- Recognized as Account Executive of the Year 2013 for outstanding sales performance and contribution to the company's success.
- Developed and executed sales and lead development strategies for Cisco, EMC, Dell, and LSI, resulting in achievement of revenue targets.
- Prospected and qualified new business opportunities to generate revenue and drive growth.
- Developed and presented proposals and solutions to potential clients, addressing their business needs and challenges.
- Maintained high customer satisfaction through exceptional service and support, contributing to client retention.
- Coordinated sales and marketing strategies for channel partners, enhancing product visibility and driving partner engagement.
Education
BACHELOR OF SCIENCE - Business & Marketing, Plant Biology & Animal Science
University of Vermont
Burlington, VTSkills
- Sales expertise
- Negotiation proficiency
- CRM tool proficiency
- Salesforce experience
- Data analysis
- Report generation
- Stakeholder management
- Time management
- Organizational skills
- Communication skills
Timeline
Key Account Manager
iRhythm Technologies Inc.
07.2025 - 05.2026
VENUE SALES MANAGER
Non Plus Ultra
06.2023 - 06.2024
TECHNICAL SALES REPRESENTATIVE
Emerald Scientific
02.2021 - 08.2022
ENTERPRISE ACCOUNT EXECUTIVE
eThor
08.2020 - 02.2021
SALES ASSOCIATE
NuVasive
10.2019 - 04.2020
CLINICAL SPECIALIST
Cardiva Medical Inc
02.2018 - 08.2018
CLINICAL SPECIALIST
Boston Scientific
06.2017 - 01.2018
ACCOUNT EXECUTIVE
FusionStorm
12.2014 - 07.2016
ACCOUNT MANAGER
Four Winds Growers
11.2013 - 11.2014
ACCOUNT EXECUTIVE
Gorilla Technology
06.2012 - 11.2013
BACHELOR OF SCIENCE - Business & Marketing, Plant Biology & Animal Science
University of Vermont