Joe Finkelstein
Austin,TX
Summary
Results-driven Strategic Account Executive with 10 years at Salesforce, seeking an Enterprise Sales role. Proven success in acquiring and expanding enterprise accounts, consistently surpassing sales targets, and driving new business growth. Expert in strategic selling, with a strong track record of closing multimillion-dollar deals and presenting to C-Level executives. Extensive experience in SaaS/PaaS sales within Manufacturing, Automotive, High Tech, CPG, and Professional Services sectors.
Overview
14
14
years of professional experience
Work History
Salesforce
Account Executive - Enterprise
02.2021 - Current
- Develop and execute comprehensive account strategies for 4-6 strategic customers and 5 new logo prospects, each with revenues exceeding $5B.
- Consult with CxOs to align on key initiatives and create cohesive roadmaps that drive the expansion of Salesforce solutions.
- Champion customer needs by partnering cross-functionally with co-sellers, technical, and success teams, along with partners and customer stakeholders.
- Handpicked by Senior Vice President to mentor and coach five Account Executives who are underperforming and struggling to close new business.
- Achieved 88% of the annual blended quota and 113% of the multi-year quota in FY23.
- Attained 180% of the annual blended quota and 212% of the multi-year quota in FY22.
- Delivered 280% of the annual blended quota and 258% of the multi-year quota in FY21.
Salesforce
Sr. Account Executive - Commercial
05.2019 - 02.2021
- Managed a portfolio of 10-25 customers and 20-40 prospects within Salesforce’s Manufacturing, Automotive, and Energy verticals.
- Established and maintained strong relationships with C-Suite executives and key project stakeholders.
- Collaborated cross-functionally with various teams to develop and execute strategic account plans and identify new business opportunities.
- Mentored and onboarded a team of new Account Executives, providing guidance and support to accelerate their success.
- Achieved 85% of the annual quota and 102% of the multi-year quota in FY20.
- Surpassed targets with 116% of the annual quota and 160% of the multi-year quota in FY19.
Salesforce
Account Executive - Growth Business
03.2018 - 04.2019
- Managed install base of 50 customers and 100+ prospects in Salesforce’s GRB Segment 110% of annual quota in FY19 and 185% of multi-year quota
- Prospected, qualified and managed full sales cycle across all Salesforce Clouds including- Sales, Service, Marketing and Platform
- Developed relationships with C-Suite to identify greatest needs across the business, support change management, and present multi-product and multi- cloud solution to fit needs and budget
- Achieved 100% of new logo quota
Salesforce
Sr. Account Executive - Small Business
01.2016 - 03.2018
- Managed the entire sales process for new business and current customers in Ohio and Chicago Markets 110% of annual quota in FY18 and 300% of multi-year quota
- Top 10% in activity, pipeline generation, and on-site meetings among segment
- Promoted to Senior AE, elected Team Lead, mentor to 3 new Account Executives during tenure
Salesforce
Business Development Representative
01.2015 - 01.2016
- Supported a team of Senior Account Executives in the Commercial business segment by qualifying new prospects and generating quality pipeline
- Sourced $117,224 in ACV – Top 5 in Chicago (Mid-Market & Commercial)
- Generated $3M in Stage 2+ Pipeline - #1 in Commercial AMER
- Created 72 opportunities for AEs - #1 in Commercial AMER
- Top 5 in activity during tenure month-over-month (Mid-Market & Commercial)
- Developed and led innovative SDR-BDR on-boarding program for team
Salesforce
Sales Development Representative
02.2014 - 12.2014
- Responsible for qualifying inbound web and phone leads to purchase-ready opportunities
- Sourced $594,658 in ACV (180% to Quota) - #1 in Chicago Hub through tenure
- Created $1,903,613 in Stage 2+ Pipeline (130% to Quota) 3x “Winner’s Circle”
- Averaged 1000+ calls per month
- Mentored new-hire SDR (promoted within 7 months)
Command Transportation
National Account Executive
Skokie , IL
01.2011 - 01.2014
- Organically developed a sales portfolio totaling $4.25 million in 2013, achieving top 15% ranking among 500 employees in both 2012 and 2013.
- Consistently achieved an average annual revenue growth of 35%, outperforming the company average of 20%, while maintaining a 100% client retention rate.
- Built and managed robust sales pipelines; effectively communicated sales goals to management and internal teams through CRM systems.
- Conducted in-depth research on sales prospects and generated high-quality leads using search tools and customer relationship software.
- Served as the primary liaison between external vendors and internal logistics teams, ensuring seamless communication throughout all stages of the product life cycle.
Education
B.A. - Communication Studies, Interpersonal & Digital
University of Kansas
Lawrence, KSDigital Communications
Newcastle University
Skills
- Account Planning
- Business Needs Assessment
- Multi-Threaded Discovery
- Consultative and Challenger Selling
- Negotiation
- New Logo Acquisition
- ROI & Business Case Analysis
- Salesforcecom
- Sales Methodologies (Sandler, MEDDIC, CVI)
- Technology Sales
- Team Collaboration
- Territory Growth
Accomplishments
- Accelerate Salesforce Aspiring Leaders Graduate
- FY21 Manufacturing Vertical Culture Award Winner
- Manufacturing AE Leadership Council
- Equality, Equity, & Inclusion Task Force - Pillar Member
Timeline
Salesforce
Account Executive - Enterprise
02.2021 - Current
Salesforce
Sr. Account Executive - Commercial
05.2019 - 02.2021
Salesforce
Account Executive - Growth Business
03.2018 - 04.2019
Salesforce
Sr. Account Executive - Small Business
01.2016 - 03.2018
Salesforce
Business Development Representative
01.2015 - 01.2016
Salesforce
Sales Development Representative
02.2014 - 12.2014
Command Transportation
National Account Executive
01.2011 - 01.2014
B.A. - Communication Studies, Interpersonal & Digital
University of Kansas
Digital Communications
Newcastle University
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