Summary
Overview
Work History
Education
Skills
Timeline
Generic

Ed Wolf

Scottsdale,USA

Summary

Experienced sales and business development leader with a strong track record of success in B2B software and technology sales and management. Proven leadership abilities including people management and development as well as consistent achievement of revenue targets. Early at HubSpot and Akamai. Successful record of building and growing successful sales and development teams. Have sold to Enterprise, Mid-Market, and SMB.

High-energy sales leader with proven relationship-building skills and significant background working with industry customers. Consistently drives sales and brings in new customers with prospecting expertise and persuasive negotiation expertise. History of consistently exceeding quotas.

Overview

11
11
years of professional experience

Work History

Fractional Sales Advisor

Botco.ai
Scottsdale, AZ
03.2024 - Current
  • Brought in to help build and advise on sales processes for AI product
  • Refining ICP
  • Developed prospecting, demo, contracting, negotiating trainings/processes, recruiting/hiring for sales team
  • Helped close deals with healthcare and education clients
  • Remote

Head of US Sales

FIRST HIVE
San Jose, CA
12.2022 - 01.2024
  • First US Sales Hire at CDP - Mid-Market focus
  • First year - $600K in Revenue - (Customers include Banking/Finance, Retail and Travel)
  • Led US Entry and Expansion for FirstHive, Enterprise customer data platform
  • Recruited, hired, and trained SDR and AE team
  • Created sales/prospecting playbook, messaging, customer personas
  • Built $2.2M pipeline in2023
  • Company exited US Market in Jan ‘24 (acquisition)
  • Remote
  • Acquired

Head of Enterprise Development Team

BERKSHIRE GREY
Bedford, MA
05.2020 - 09.2022
  • Recruited, hired, trained, and led a global team of Enterprise Development Reps (EDRs) responsible for generating qualified leads, opportunities, pipeline, and revenue for Berkshire Grey's sales team
  • Also responsible for training EDRs to get promoted to outside sales positions
  • Team contributed $260M in pipeline in2021, leading to several $1M+ deals with Fortune100 clients
  • Team exceeded their meetings, opportunities, and pipeline quota every quarter in2020/21
  • Scaled the team from0-6 reps in one year--successfully promoted two EDRs to sales roles
  • Created personas/scripts for BG enterprise prospecting
  • Created training/ development plans as well as quota and compensation structure for team
  • Evaluated and implemented tech stack for EDR Team (Salesloft/ZoomInfo/Drift/etc)

Sr Director, Head of Sales

ZYLOTECH
Cambridge, MA
12.2016 - 03.2020
  • Company Overview: (Acquired by Terminus,2021)
  • Leading Sales efforts, signing marquee clients including Cisco, Staples, Daimler Financial, John Hancock, Keurig, SharkNinja, Palo Alto Networks among others
  • Average deal size - $150K-$400k/yr - Enterprise and Mid-Market customers
  • 2019 $5.1M ACV against goal of $5M Led4 AEs, $1.25m quota/ea
  • 2018 $2.2M ACV against a goal of $2M
  • Led2 AEs, - $1m quota/ea
  • 2017 $1M ACV against goal of $1M1 AE - $1M quota
  • Recruited, hired, trained, and led team of four AEs, two BDRs, two CSMs
  • Created Inbound and Outbound sales processes and sales playbooks
  • Created and executed every stage of the sales process—Account planning, Lead generation, prospecting, messaging, demos, negotiating, closing
  • Led Global channel and partner development—defined strategy and execution of partner revenue stream Involved in all aspects of the business—Sales, solutioning, marketing, product, customer success, data science, contracts, legal
  • Designed and implemented comprehensive onboarding and training for the team
  • Created and implemented sales “bootcamp” training for new hires
  • Designed and implemented a sales process for consultative, complex sale
  • First Sales hire for CDP/predictive analytics software company—reporting to the CEO

Director, North American Sales

OPTIMOVE
Boston, MA
03.2014 - 12.2016
  • Led Sales efforts, signing marquee clients including1800 Flowers, eBags, AdoreMe, Plymouth Rock, Golden Nugget among others in eCommerce, Gaming, financial services
  • First North American employee for Israeli based predictive analytics software company—report to the CEO
  • 2016 $4.4M ACV vs goal of $3.8M
  • 2015 $2.3M ACV vs goal of $2M
  • 2014 $1.4M ACV vs goal of $1M
  • Created Inbound and Outbound sales processes and sales playbooks
  • Executed every stage of the sales process—Lead generation, prospecting, demos, negotiating, closing
  • Led North American channel and partner development
  • Involved in all aspects of the business—Sales, marketing, customer support, data science, contracts, legal
  • Recruited, hired and built a US sales team from ground up—hired and managed salespeople/BDRs
  • Designed and implemented comprehensive onboarding and training for the team
  • Designed and implemented a sales process for consultative, complex sale
  • Created and implemented training material for new sales reps

Education

Bachelor of Science - Communications/Journalism

Boston University
Boston, MA

Skills

  • Sales
  • Sales leadership
  • Strategic thinking
  • Recruiting/Hiring
  • Onboarding/Ongoing training
  • Sales Coaching
  • Quota and comp plan structures
  • Territory management
  • Closing deals

Timeline

Fractional Sales Advisor

Botco.ai
03.2024 - Current

Head of US Sales

FIRST HIVE
12.2022 - 01.2024

Head of Enterprise Development Team

BERKSHIRE GREY
05.2020 - 09.2022

Sr Director, Head of Sales

ZYLOTECH
12.2016 - 03.2020

Director, North American Sales

OPTIMOVE
03.2014 - 12.2016

Bachelor of Science - Communications/Journalism

Boston University

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