Jacob Miller
Software Sales
Alameda,CA
Summary
Proven closer with extensive experience selling to SaaS startups of all sizes, winning deals based on subject matter expertise, curiosity, helpfulness, and authenticity. History of taking on additional leadership responsibility, currently seeking an individual contributor role.
Overview
4
4
years of post-secondary education
8
8
years of professional experience
Work History
Head of Sales Development
Airbase
San Francisco / Remote , CA
2020.01 - 2021.01
- Built the sales development program at Airbase
- Hired, trained, and managed 5 full-time SDRs.
- Defined and documented processes and playbooks for outbound prospecting and inbound qualification.
- SDR team contributed to over 4MM in pipeline creation, integral to company hitting 2020 revenue targets.
- During 6 months post-Covid, due to SDR team reduction, resumed carrying a (partial) AE quota in addition to management responsibilities.
Sr. Account Executive
Airbase
San Francisco / Remote , CA
2019.05 - 2019.12
- 2nd Account Executive hire at Series A SaaS/fintech startup backed by Bain Capital Ventures; joining immediately post-launch.
- Focus on acquiring customers and evangelizing a new product to CFOs and Controllers at venture-backed SaaS startups ranging from 50-500 employees.
- 105% attainment in Q3 ‘19, largest ACV = 60K. 78% attainment in Q4 ‘19, including 107% in Dec.
- Generated closed won opportunities with high value logos including Lattice, Kong, Expanse, Zeus, Workboard, Quizlet, Triplelift, and AspireIQ; majority of pipeline self-sourced.
Account Executive / Team Lead Manager
Growbots
San Francisco , CA
2016.04 - 2019.01
- 1st U.S. Account Executive hire at seed-stage SaaS sales automation startup, promoted to Sales Team Lead after 5 months then to a hybrid “Player/Coach” manager role in January 2018.
- Leadership duties included assisting with training, 1-one-1 mentorship, hiring, Salesforce administration, process building, and tool procurement for a team ranging from 4-13 AEs.
- Carried full AE quota ($6,000 new MRR/mo) throughout, achieving 115% to quota in 2018, 121% to quota in 2017, and117% to quota in 2016.
- Hold the following Growbots sales records: Highest lifetime close rate, highest quarterly attainment, highest monthly attainment, highest yearly attainment, most lifetime new revenue generated.
- Onboarded 200+ net-new customers, primarily SaaS startups; logos include Betterment, Insperity, Barracuda, Critical Mass, Veem, Velosio, and YouGov.
Corporate Account Executive
Citrix - SaaS Division
Santa Barbara , CA
2015.06 - 2016.05
- Responsible for nurturing a book-of-business of 700 accounts; 80% of all opportunities self-sourced.
- Met and exceeded all KPI indicators: 40+ call/day, 2 meetings/day, $25,000 pipeline creation/wk.
- 100% quota attainment in each of first 2 months as a fully ramped AE; top 20% for the territory in first fully ramped quarter (out of 50+ reps).
Sales Development Representative
Citrix - SaaS Division
Santa Barbara , CA
2013.08 - 2015.06
- OUTBOUND (9 months, promoted within department): Team lead and consistent top performer, averaged over 100+ calls per day and 40 SQLs/ month
- INBOUND (10 months): Accurately and promptly qualified a high-volume of inbound sales calls.
Development Associate
Casa Esperanza Homeless Center
Santa Barbara , CA
2012.05 - 2013.08
- Managed donation processing, prospect research, direct mail, & social media.
- Partnered with Development Director on a wide variety of tasks, including fundraising, grant writing, office accounting, event planning, and payroll.
Education
BA - Communication Studies
Westmont College
Santa Barbara 2007.08 - 2011.05
Skills
Gong/Chorus
undefinedQuotes
"Clever, knowledgeable, and insightful, Jacob was always the number one go-to person for the other team members when they had questions about the product, offering, or customer's strategy. Frankly speaking Jacob was the most respected person on our sales team"
-Greg Pietrusynzski, Founder @ Growbots (section from recommendation letter, copy available on request)
Timeline
Head of Sales Development
Airbase
2020.01 - 2021.01
Sr. Account Executive
Airbase
2019.05 - 2019.12
Account Executive / Team Lead Manager
Growbots
2016.04 - 2019.01
Corporate Account Executive
Citrix - SaaS Division
2015.06 - 2016.05
Sales Development Representative
Citrix - SaaS Division
2013.08 - 2015.06
Development Associate
Casa Esperanza Homeless Center
2012.05 - 2013.08
BA - Communication Studies
Westmont College
2007.08 - 2011.05
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