Houston Hibberd
Portland,Oregon
Summary
7 Years experience in SaaS and 9 in sales with a record of building relationships with clients, managing complex sales cycles, and working closely with cross-functional partners to develop and retain assigned territories/accounts.
Overview
10
10
years of professional experience
Work History
Account Executive
Atlassian
08.2023 - Current
- Q3 2024 95% of quota attained with $1,070,000 closed-won and 1.1 million in pipeline created
- Q2 2023 235% of quota with 984k closed-won and 1.1 million in pipeline created
- Q1 2023 100% of ramp quota with 432k Closed-Won and 832k in pipeline created
- Generate/maintain pipeline based on historical conversion and accurately forecast in Salesforce/Clari
- Partner closely with channel, CS, renewals, pre-sales, and business development to grow a territory of 120 enterprise Atlassian customers
- Create deal & account plans using whitespace data for strategic targets.
- Increased revenue growth by identifying new opportunities within enterprise accounts and developing strategic partnerships.
Enterprise Loyalty Advocate - Customer Renewals
Atlassian
03.2022 - 08.2023
- FY2023 Attainment: Maintained an average annual retention rate of 99.3% & closed $13.8M in annual bookings which includes a total of $2.2M in net new contributions
- Led internal Gong enablement project globally across the renewals org to improve sales efforts
- Led distributed workforce project across NAMER for the renewals org to improve remote work processes
- Worked closely with Account Executives & Resellers on the strategy of expansion of territory
- 1 of 2 Amer LA's (out of 40+) to generate over 1 million in pipeline.
Enterprise Account Manager
Rhino
08.2021 - 03.2022
- Partner closely with Account Executives to achieve a shared sales quota.
- Developed strong relationships with 24 key accounts, resulting in long-term partnerships and increased revenue.
Enterprise Account Manager IV
iCIMS
04.2020 - 08.2021
- Upsell, renew, and cross-sell into a territory made up of 50 enterprise businesses (2,500 - 30,000 employees; approx 5 million ARR) on iCIMS talent cloud solutions which include ATS, CRM, AI, Career Sites, Texting Solutions, Video Content, and Video Interviewing
- Use whitespace analysis and territory account plans to identify and close upsell opportunities
- Maintain 3x revenue pipeline
- Completed Vista Value Selling + Challenger Sales Training
- Act as the Advanced Communication Suite SME
SMB Account Manager
Cision
06.2019 - 03.2020
- Responsible for onboarding, upsell, and retention for 100 SMB accounts using Cision products for earned media analytics, social monitoring, and media outreach.
Emerging Small Business Relationship Manager - Talent Solutions
LinkedIn
01.2018 - 06.2019
- Responsible for onboarding, upsell, and retention for 350 + SMB accounts using Linkedin; helping them obtain quality hires
- Hit revenue bookings quota in FY19 totaling 2.2 million.
- Completed Sandler Sales Training.
Senior Sales Development Representative
Adjust
08.2016 - 12.2017
- Onboard & mentor new hires
- Run weekly meetings
- No.1 in outbound sales meetings booked
- Chosen to work in Berlin HQ for 6 weeks to experience markets in India, Nordics, and Russia.
Internet Sales Manager
BMW/MINI of San Francisco
08.2014 - 08.2016
Education
Bachelor of Arts: Sociology -
University of San Francisco
05.2014
Skills
- Account Management
- Business Development
- Account planning
- Pipeline Management
- Contract Negotiation
- Market development
- Revenue Generation
- Analytical Skills
Athletics
NCAA Division I Baseball (Pitcher), 2011, 2014, Pitcher of the Year, as voted by team (Fireman/Jesse Foppert Award) 2014, Single-season saves record holder at USF
Timeline
Account Executive
Atlassian
08.2023 - Current
Enterprise Loyalty Advocate - Customer Renewals
Atlassian
03.2022 - 08.2023
Enterprise Account Manager
Rhino
08.2021 - 03.2022
Enterprise Account Manager IV
iCIMS
04.2020 - 08.2021
SMB Account Manager
Cision
06.2019 - 03.2020
Emerging Small Business Relationship Manager - Talent Solutions
LinkedIn
01.2018 - 06.2019
Senior Sales Development Representative
Adjust
08.2016 - 12.2017
Internet Sales Manager
BMW/MINI of San Francisco
08.2014 - 08.2016
Bachelor of Arts: Sociology -
University of San Francisco
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