Jordan Grove
GTM Strategist
Charlotte,NC
Summary
With a strong background in go-to-market strategy and strategic selling, I have spearheaded successful pipeline generation initiatives at Veritas and Elastic. As a Manager of GTM Strategy, I prioritize cross-functional collaboration to optimize targeted pipeline programs. Leveraging a blend of internal customer data and third-party technographic and firmographic insights, I deliver timely and actionable information to our sales teams. This approach provides our sellers with a competitive edge, enhancing their effectiveness and driving success in the marketplace.
Overview
10
10
years of professional experience
Work History
Manager of GTM Strategy & Execution
Elastic
02.2022 - Current
- Developed and implemented GTM strategies for new product launches including cross-functional collaboration to define ICP and building target account lists by analyzing industry trends firmographic, technographic, and product telemetry intelligence
- Implemented improvements to account industry classification, headcount, and implied intent, enhancing targeting accuracy and enabling tailored sales strategies
- Developed a methodology to estimate IT spend and solution wallet size across all accounts for each 3 distinct solution types enabling more precise sales forecasting, ABM (Account Based Marketing) prioritization, and was a key metric used in FY25 territory design
- Led the launch of "SalesGPT" enabling sellers to utilize ChatGPT 4.0 to automatically enrich prompts with internal customer data while ensuring compliance with data privacy laws and ethical standards
Principal Sales Intelligence Analyst
Veritas Technologies LLC
04.2021 - 02.2022
- Developed and executed GTM strategy for new product launches, collaborated with cross-functional teams to define ICP, partnered with PMM to modify sales playbooks, and proposed PS create custom SKUs to accelerate quote attachment rates across sales teams
- Collaborated with CEO of APTARE, acquired by Veritas, to launch a sales campaign for a new product that generated over $85M in qualified pipeline
- Orchestrated weekly sales forecast calls for AMER Geo, ensuring accuracy and relevance of forecast metrics. Regularly provided pipeline health metrics to enhance discussions between EVP of AMER Sales and Regional VPs
Senior SalesOps Analyst
Veritas Technologies
06.2019 - 04.2021
- Execute annual planning cycle for new business bookings targets while working cross-functionally with Sales, Product, and Finance teams to ensure alignment on GTM initiatives
- Generate and oversee critical data sets for monthly and quarterly reviews, including forecasts, pipeline health, lead generation, market penetration, and other key performance indicators for review by senior leadership team
- Implemented EOQ forecasting best practices, reducing forecast discrepancies by 20% and cutting RevOps reconciliation time by 80%. This was achieved by integrating opportunity pipeline data with bookings and pipeline health intelligence, enabling RevOps team to quickly align forecast stages, close dates, and ACV.
Account Executive
Veritas Technologies
02.2018 - 06.2019
- Strengthened client relationships in territory, leading to 40% increase in average deal size and 20% increase in ACV bookings YoY
- Conducted needs-based analyses for key accounts, matching product features to customer needs and achieving 30% increase in upsell ACV YoY
- Partnered with marketing to launch targeted campaigns for named accounts, resulting in 3x higher on-site event traffic compared to peer territories in AMER-Central.
- Consulted with businesses to supply accurate product and service information
Business Development Manager
Gartner
06.2016 - 02.2018
- Developed and launched groundbreaking engagement format called vRoundtable, aimed at current and prospective customers within any sub-industry and hosted by Gartner's distinguished analyst on recent market trends or disruptive market entrants to drive insightful conversations and fostering deeper client/prospect relationships
- Initiated Challenger methodology training for inside sales, enhancing seller effectiveness and improving forecast accuracy by shifting to a buyer activity-focused approach from a seller assessment-based approach
- Executed direct mail campaign adopted by 52 sales teams, increasing engagement with targeted prospects and driving 3.2x attendance at Symposium for AMER SMB team YoY
Demand Generation Manager
CSPi
10.2015 - 06.2016
- Established initial guidance on KPI metrics for newly created outbound sales team
- Facilitated cross-functional collaboration to evolve sales processes, gain consensus on customer engagement strategies, and drive these process improvements into CRM enhancements
- Improved Meeting-to-Opportunity conversion rate from 15% to 45% by rationalizing and optimizing deployed sales stack technologies to ensure BDRs were targeting accounts with greatest spend potential and personas within those accounts with highest propensity to buy
Services Account Executive
Citrix
10.2014 - 10.2015
- Ranked #1 out of 45 Services AEs, demonstrating exceptional strategic selling skills and achieving over 160% of quota for four consecutive quarters
- Successfully generated over $15M in revenue against $9.5M quota, with only $6M in renewable contracts, showcasing deep understanding of market dynamics and strategic selling
- Created bespoke seller enablement strategy to communicate sunset of a legacy tech support offering by linking its impact to customers' SLAs
- Collaborated with Finance for blanket approval to incentivize customers to extend their legacy service with 5-year commitments paid up front in exchange for 1 free year of Technical Relationship Manager (TRM) services. This blanket approval resulted in +25 strategic accounts signing up for this long-term engagement which boosted customer loyalty, reduced churn risk, and served as proving grounds to cross sell TRM services to Citrix's largest customers
Education
Bachelor of Science - Marketing
DePaul University
Chicago 05.2001 -
Skills
Timeline
Manager of GTM Strategy & Execution
Elastic
02.2022 - Current
Principal Sales Intelligence Analyst
Veritas Technologies LLC
04.2021 - 02.2022
Senior SalesOps Analyst
Veritas Technologies
06.2019 - 04.2021
Account Executive
Veritas Technologies
02.2018 - 06.2019
Business Development Manager
Gartner
06.2016 - 02.2018
Demand Generation Manager
CSPi
10.2015 - 06.2016
Services Account Executive
Citrix
10.2014 - 10.2015
Bachelor of Science - Marketing
DePaul University
05.2001 -
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