Josh Smarrella
Austin,TX
Summary
Sales leader with extensive experience in building and managing high-performing teams in cloud, SaaS, and technology consulting sectors. Achievements include exceeding revenue targets by over 250%, securing $387M in cloud commitments, and achieving 200% year-over-year growth. Expertise in enterprise account strategy, pipeline development, and go-to-market execution. Focused on fostering performance-driven cultures that prioritize accountability and customer success.
Overview
9
9
years of professional experience
1
1
Certification
Work History
Manager, SMB Sales
Procore Technologies
Austin, TX
04.2025 - Current
- Leading a team of twelve Account Executives focused on acquiring new SMB customers through high-velocity inside sales, business outcome-driven selling, and disciplined pipeline execution.
- Increased close rate by 17.3% in one quarter by creating and implementing a scalable discovery and negotiation framework used across all active opportunities.
- Grew average selling price (ASP) by 206% by shifting team focus from feature-based selling to value-based, business outcome positioning, resulting in reduced discounting average from 34.9% to 10.7%.
- Improved opportunity qualification rate by 10.7% through formal adoption of a consistent discovery methodology rooted in MEDDICC, NEPQ and value-alignment.
- Drove 69.9% growth in quarterly pipeline, including a 29% lift in self-sourced pipeline, by launching new outbound strategies leveraging Demandbase, LinkedIn Sales Navigator, Outreach sequences, and buyer-centric messaging.
- Increased closed ARR by 40.8% QoQ, achieving 96.4% team attainment (up from 55.7% prior to leadership transition) despite only 50% of reps being online; average rep attainment reached 117.26% with 90% of online reps surpassing quota.
- Built a performance-driven sales culture through ongoing coaching, data-backed pipeline reviews, and focus on high-value selling motions.
- Recruited and onboarded top sales talent through multichannel hiring efforts, while reducing ramp time through tailored enablement, daily role play activities, live coaching, and real-time feedback loops. (Ramping reps are averaging 116% attainment to their ramp quota in Q3).
- Partnered cross-functionally with Marketing, Sales Ops, and Revenue Enablement to improve lead quality, territory optimization, ramping rep onboarding and forecasting accuracy.
Senior Enterprise Account Executive
Microsoft
Austin, TX
08.2022 - 04.2025
- Led strategic growth across a high-value Azure enterprise territory, driving multi-year cloud transformation initiatives and building deep, executive-level relationships within priority accounts.
- Delivered $387.7M in new Azure commitments while achieving 71% YoY account growth, far exceeding strategic revenue targets.
- Surpassed $76M annual quota by orchestrating complex sales cycles aligned to Microsoft Azure’s solution areas including cloud infrastructure, security, data and AI.
- Directed a high-performing virtual team of solution specialists, engineers, and partners—ensuring strong opportunity ownership, disciplined forecasting, and alignment across customer and internal stakeholders.
- Named Gold Club in 2023 and Never Give Up Award Winner in 2023 and 2024 for consistent over-attainment, deal leadership, and account team execution.
- Chaired Microsoft’s SDP Vertical Champ Board, driving cloud partnership expansion, accelerating AVS (Azure VMware Solution) adoption, and shaping joint go-to-market strategies with ISVs and partner stakeholders.
Vice President of Sales
Tquila Automation (UiPath Partner)
Austin, TX
10.2021 - 05.2022
- Built and scaled the U.S. sales organization for a hypergrowth automation consultancy, leading GTM strategy, revenue execution, and team expansion during a critical pre-Series A phase.
- Hired, built, and led a team of 10 Account Executives, surpassing a $5M annual revenue target by 250% within months of launch.
- Architected and implemented the MEDDICC sales framework, driving deal consistency, qualification rigor, and accelerated ramp across a brand-new team.
- Designed and operationalized the full sales engine—including onboarding, pipeline inspection, forecast cadence, and performance reporting—aligned to board and investor metrics.
- Partnered with marketing to develop and launch outbound GTM motions that produced a high-converting pipeline, directly contributing to the firm’s successful Series A funding.
- Acted as a strategic advisor to executive leadership and private equity stakeholders, shaping product-market fit, account strategy, and overall revenue growth playbook.
Director of Sales, Manufacturing Vertical
BlueGranite
Austin, TX
04.2019 - 10.2021
- Owned national GTM strategy, sales execution, and revenue growth for the Manufacturing vertical at a Microsoft Gold Data & AI consultancy, leading enterprise and mid-market expansion efforts.
- Consistently outperformed growth targets, achieving 417% average pipeline attainment and 226% revenue attainment YoY across the vertical.
- Built and led the manufacturing sales motion across strategic, enterprise, and mid-market segments—closing $14.2M in new business during tenure.
- Developed and executed a vertical-specific GTM strategy, including channel partnerships, account segmentation, and customer success frameworks that drove repeat business and long-term account growth.
- Partnered closely with Microsoft field teams and ISVs to co-sell, co-market, and expand reach into high-value manufacturing accounts.
- Anticipated and mitigated project risk by aligning with delivery, scoping engagements proactively, and ensuring client success criteria were embedded into pre-sale motions—improving post-sale satisfaction and retention.
- President’s Club Winner 2019-2021
Business Development Manager – Team Lead
Salesforce Marketing Cloud
Indianapolis, IN
10.2017 - 04.2019
- Led and scaled a high-performing team of 12 BDRs focused on driving pipeline growth and qualified opportunities across enterprise and commercial accounts in key verticals including Financial Services, Retail, and Healthcare.
- Achieved historic team performance, generating 435% of pipeline quota and 233% of closed revenue targets, fueling record-setting sales attainment.
- Recognized as FY19 MVP – Financial Services Commercial for exceptional execution, leadership, and impact on revenue generation.
- Partnered directly with CMOs and executive buyers to co-develop multi-channel, customer-centric marketing strategies that drove pipeline quality and ROI.
- Collaborated cross-functionally with Commercial Sales, Corporate Marketing, and Campaigns teams to launch integrated outbound programs aligned to key product initiatives and industry trends.
- Built a coaching and enablement culture, focused on live call coaching, objection handling, and strategic messaging—resulting in faster rep ramp times and improved conversion rates.
- Introduced a structured feedback loop between BDRs and AEs, increasing qualified opportunity conversion and improving alignment on account strategy.
Enterprise Account Executive
Langham Logistics
Indianapolis, IN
09.2016 - 10.2017
- Led full-cycle enterprise sales across logistics, supply chain, and fulfillment solutions—partnering with mid-market and Fortune 1000 clients to optimize operations and drive efficiency through tailored solutions.
- Managed a $12.5M+ pipeline and outperformed quota by 300%, leveraging a consultative, data-driven sales approach to uncover inefficiencies and deliver high-impact solutions.
- Built trusted relationships with C-level and operational stakeholders by aligning logistics services to strategic business goals, market trends, and operational KPIs.
- Drove net-new business and expanded existing accounts through insight-led selling and long-term solution planning.
- Collaborated cross-functionally with operations, finance, and customer success teams to ensure alignment between sales commitments and execution—improving client retention and delivery satisfaction.
- Identified high-risk project variables early and proactively worked with delivery leads to mitigate risk, control scope, and ensure seamless project handoff and execution.
- Developed territory strategy and account prioritization framework that improved prospecting efficiency and helped convert top-tier targets into long-term accounts.
Education
Bachelor of Science - Management and Human Resources Management
Indiana University, Kelley School of Business
Indianapolis, INSkills
- Go-to-market strategy
- Cross-functional leadership
- Sales team development
- Revenue forecasting
- Sales process optimization
- Territory planning
- Executive alignment
- Performance coaching
- Team Building
Certification
- Salesforce Certified Administrator
- Microsoft Azure Fundamentals
- Microsoft Security, Compliance and Identity Fundamentals
- Procore Construction Management
- Procore Project Manager: All Tools
- Procore Construction 101
- Sandler Sales Training
Timeline
Manager, SMB Sales
Procore Technologies
04.2025 - Current
Senior Enterprise Account Executive
Microsoft
08.2022 - 04.2025
Vice President of Sales
Tquila Automation (UiPath Partner)
10.2021 - 05.2022
Director of Sales, Manufacturing Vertical
BlueGranite
04.2019 - 10.2021
Business Development Manager – Team Lead
Salesforce Marketing Cloud
10.2017 - 04.2019
Enterprise Account Executive
Langham Logistics
09.2016 - 10.2017
Bachelor of Science - Management and Human Resources Management
Indiana University, Kelley School of Business
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