Summary
Overview
Work History
Education
Skills
Timeline
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Hunter Flores

Woburn,MA

Summary

Accomplished Enterprise Account Executive excels in fast-paced, demanding sales environments. Focused on meeting client enterprise technology needs while leveraging account expansion opportunities and net new business.

Overview

5
5
years of professional experience

Work History

Enterprise Account Executive

Veracode
04.2023 - Current
  • Managed end-to-end sales cycles selling application security software into accounts up to $2.5Bn in annual revenue for both customers and prospects
  • Generated $2.4M in pipeline for FY24 (currently in FY24. FY runs April-April)
  • Closed $500K in FY24 (currently in FY24. FY runs April-April)
  • #1 Sales Rep on Enterprise Sales Team in H1 FY24 – 120%
  • Closed land deal worth $230K ACV over 3yrs ($690K TCV)
  • Managed a book of over 80 customers, as well as relationships with our VAR network
  • Followed MEDDPICC & Force Management methodologies
  • Worked with C-level understand current application security landscape and business case
  • Communicate Veracode’s value and product suite to software engineers, security practitioners and executives
  • Managed Proof of Value engagements
  • Managed legal process between Veracode and prospects/customers
  • Contract negotiations with Director, VP & C-level

Commercial Account Executive

Veracode
01.2022 - 04.2023
  • Manged end-to-end sales cycles selling application security software into accounts up to $300M in annual revenue for both customers and prospects
  • Generated $3M in pipeline for FY23
  • Closed $500K in business for FY23
  • Managed a book of over 100 customers, as well as relationships with our VAR network
  • Followed the MEDDPICC & Force Management sales methodologies
  • Worked with C-level executives to understand application security landscape and business case within their organization
  • Communicate Veracode’s value and product suite to software engineers, security practitioners and executives
  • Managed Proof of Value engagements
  • Managed legal process between Veracode and prospects/customers
  • Contract negotiations with Director, VP & C-level

Business Development Representative

Veracode
12.2019 - 01.2022
  • Prospected into accounts up to $2.5Bn in revenue
  • 120% to quota in FY21
  • Generated $1.5M in pipeline for FY21
  • Collaborated with Account Executives to penetrate dedicated territories
  • Generated $1.4M in pipeline in Q2 FY22 – 120% to quota
  • Generated $1.6M in pipeline in Q1 FY22 – 138% to quota
  • Qualified opportunities utilizing MEDDPICC & Force Management methodologies
  • Worked with marketing and channel teams to drive attendance to Veracode and partner marketing events
  • Helped onboard/train new hires

Business Development Representative

TraceLink
12.2018 - 12.2019
  • Prospected into the manufacturing and distribution companies within the pharmaceutical industry via LinkedIn, email and phone calls
  • Developed a territory plan to penetrate into net new accounts
  • Provided expert advice to manufacturing and distribution entities on the DSCSA requirements
  • Generated $5M in pipeline in FY19
  • Qualified opportunities utilizing MEDDPICC
  • Worked in tandem with marketing to drive attendance to TraceLink events


Education

BBA - Business Management

University of Massachusetts Amherst
Amherst, MA
05.2018

Skills

  • Pipeline Development & Management
  • Sales Lifecycle Management
  • Cross-Selling
  • MEDDPICC
  • Force Management
  • Prospecting
  • Contract Negotiation
  • Salesforce
  • Clari
  • CongaSign
  • ZoomInfo
  • Outreach/Salesloft

Timeline

Enterprise Account Executive

Veracode
04.2023 - Current

Commercial Account Executive

Veracode
01.2022 - 04.2023

Business Development Representative

Veracode
12.2019 - 01.2022

Business Development Representative

TraceLink
12.2018 - 12.2019

BBA - Business Management

University of Massachusetts Amherst

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Hunter Flores