Josh Hanna
Danville,CA
Summary
Dynamic and results-driven sales professional with extensive B2B experience in SaaS product sales. Proven track record of exceeding sales quotas, managing complex sales cycles, and developing strategic partnerships to drive revenue growth. Skilled at nurturing client relationships and fostering product adoption to enhance retention. Collaborative team player who aligns sales and marketing efforts to consistently achieve goals. Analytical thinker with a consultative approach, experience in customer success planning, product demonstrations, and assessing end-user needs. Proficient in leveraging CRM software and sales tools to streamline processes and boost client engagement.
Overview
6
6
years of professional experience
Work History
STRATEGIC ACCOUNT EXECUTIVE
CFS
04.2024 - Current
- Developed strategic partnerships with high-profile clients, including Toyota, Mercedes, Chevrolet, Cadillac, Nissan, Infiniti, and Hertz
- In April 2024, my grandfather offered me the opportunity to launch and build a new retail business within his $100 million annual revenue company with over 500 employees, with an agreement to return to the tech/SaaS space
- With limited opportunities for advancement and significant budget cuts at Rocket Lawyer, I was already seeking new career opportunities, so the timing for this challenge was ideal
- This role expanded my management skills and provided valuable experience in closing complex sales cycles
- I led cross-functional teams, drove strategic sales initiatives, managed vendor relationships, and engaged with a diverse customer base in a fast-paced environment
- These experiences enhanced my strategic thinking and operational acumen, contributing to significant revenue growth and new business acquisition
SENIOR ENTERPRISE ACCOUNT EXECUTIVE
Rocket Lawyer
07.2022 - 04.2024
- Spearheaded B2B SaaS sales, achieving 191% average quota attainment, ranking #1 Account Executive
- Onboarded and mentored new junior sales staff, contributing to team development and performance
- Collaborated with leadership to implement new sales tools and strategies
- Led and closed deals with mid-market and major enterprise accounts, managing negotiations, legal processes, and infosecurity reviews
- Achieved sales that hit 255% of quota in Q1 2023, 95% in Q2 2023, 256% in Q3 2023, 121% in Q4 2023, 310% in Q3 2022, and 114% in Q4 2022
- In Q1 2024, I gave notice and distributed accounts to other team members ensuring a smooth transition to give them the best opportunity to close my distributed pipeline
- Closed complex B2B enterprise deals with multiple executive-level stakeholders, enhancing client satisfaction
- Partnered with SDR team to generate new pipeline, pioneering the successful sale of a new product with a strategic playbook
- Delivered $1.3 million in ARR, exceeding sales expectations and driving significant revenue growth, outperforming the team average of $550K
ENTERPRISE ACCOUNT EXECUTIVE
Rocket Lawyer
10.2021 - 07.2022
- Ensured business development by overseeing complex enterprise sales cycles and delivering value-based solutions selling to C-Suite executives and key decision-makers
- Fortified robust relationships with brokers and prospects while managing sales conference booths to boost overall revenue
- Accomplished position as #1 Account Executive and attained an average of 340% to quota across multiple quarters, including 377% in Q1 2022, 431% in Q2 2022, and 212% in Q4 2021
- Attained an average close ratio of 33% by providing 750+ online demos to key stakeholders, including decision-makers and C-Suite executives
- Achieved a company record by generating $600k in ARR resulting in 26 new logos in a single quarter
- Closed $1.9 million in ARR within a year, significantly contributing to company revenue and exceeding annual sales targets, outperforming the team average of $650K by a substantial margin
SALES DEVELOPMENT REPRESENTATIVE
Rocket Lawyer
03.2021 - 10.2021
- Ranked #1 SDR by achieving 345% of quota, setting the record for most meetings set and qualified in Rocket Lawyer history
- Refined outbound processes with Sales Director and CRO, increasing qualified lead volume through enhanced strategic messaging, improved prospecting strategies, and innovative use of sales tools
REGIONAL ACCOUNT MANAGER
Cogent Communications
08.2020 - 03.2021
- Drove full sales cycle management, from lead generation to closing deals, consistently engaging with IT departments
- Utilized comprehensive sales training to excel in prospecting, strategic emailing, and closing B2B internet access sales, particularly during COVID
- Specialized in B2B sales to mid-market and enterprise firms, effectively addressing security team needs with tailored solutions
- Exceeded sales targets by achieving 192% of quota within the first 180 days, significantly boosting company revenue
- Secured top-ranked Regional Account Manager title, earning prestigious President's Club award for outstanding performance
BUSINESS DEVELOPMENT INTERN
Cloud Conformity
05.2019 - 08.2019
- Executed targeted cold calling and pipeline generation, achieving a high volume of daily outreach to prospective enterprise and mid-market clients
- Created and maintained detailed client profiles through comprehensive market research, aiding in effective sales strategies
- Successfully sold AWS and Microsoft Azure security platforms, contributing to overall revenue growth
- Demonstrated exceptional commitment and work ethic, resulting in promotion from intern to a lead role
Education
Bachelor of Arts - Sociology
Sonoma State University
Rohnert Park, CASkills
- Sales Strategy & Execution
- Client Relationship Management
- Contract Negotiation
- Pipeline Management
- Market Expansion
- B2B Sales
- Revenue Growth
- Strategic Partnerships
- Competitive Analysis
- Solution Sales
- Sales Cycle Management
- Account Management
- Product Demonstration
- Cross-Functional Collaboration
- Data Analysis & Reporting
- Customer Training
- Customer Acquisition/Retention
- Value-based selling
- Sales operations
- Customer Satisfaction
- Social selling
- Business Development
- Time management abilities
- Team building
- Relationship Building
- Customer Engagement
- Active Listening
- Teamwork and Collaboration
Technicalsnapshot
- Salesforce
- HubSpot
- LinkedIn Sales Navigator
- Vidyard
- Outreach
- ZoomInfo
- Chorus
- Sendoso
- MS Azure
- AWS
Awards
- Graduated With Distinction as a Top Member in Graduating Class
- Voted Best Senior Thesis Paper within the Entire Sociology Department
- Thesis - Emotions and Identities of Professional Bass Fisherman
- President's Club Winner
Professional Development
- John Barrows Sales Training
- Sandler Sales Training
- Challenger Sales Training
- MEDDPICC Sales Methodology
Timeline
STRATEGIC ACCOUNT EXECUTIVE
CFS
04.2024 - Current
SENIOR ENTERPRISE ACCOUNT EXECUTIVE
Rocket Lawyer
07.2022 - 04.2024
ENTERPRISE ACCOUNT EXECUTIVE
Rocket Lawyer
10.2021 - 07.2022
SALES DEVELOPMENT REPRESENTATIVE
Rocket Lawyer
03.2021 - 10.2021
REGIONAL ACCOUNT MANAGER
Cogent Communications
08.2020 - 03.2021
BUSINESS DEVELOPMENT INTERN
Cloud Conformity
05.2019 - 08.2019
Bachelor of Arts - Sociology
Sonoma State University
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