Summary
Overview
Work History
Websites
Certification
Timeline
Generic

JOSHUA GILMAN

Thornton,CO

Summary

Seasoned enterprise SaaS sales professional with a ten-year track record of exceeding sales targets and driving revenue growth. Specializes in opening new territories, managing diverse teams, and effectively presenting complex solutions to technical and executive decision-makers in sectors such as Platform, Security, DevOps, HR, and IT. Utilizes a consultative, data-centric approach to develop scalable sales strategies that reach untapped markets and deliver tangible benefits to clients.

Overview

13
13
years of professional experience
1
1
Certification

Work History

Head of Sales and Business Development

Blair Maxwell Sales Agency
Denver, Colorado
10.2023 - Current
  • Scaled a mid-sized fashion sales agency from $750K to $2.9M in ARR in 18 months by implementing strategic sales, hiring, and merchandising initiatives.
  • Consolidated the agency's brand portfolio to enable multi-line sales to individual boutiques, increasing conversion rates and reducing sales cycle friction.
  • Expanded the product mix from apparel-only to a full lifestyle offering (handbags, hats, jewelry, accessories), enhancing boutique merchandising and average order value.
  • Hired and onboarded a field sales team to extend geographic coverage and drive revenue growth across new territories.
  • Developed and implemented sales goals, quotas, and structured processes for individual reps to ensure accountability and performance tracking.
  • Recruited and trained an office manager to offload administrative tasks, allowing the founder to focus on revenue-generating activities and strategic growth.
  • Led the creation of scalable sales systems and workflows, laying the foundation for sustainable growth and operational efficiency.

Enterprise Account Executive- Founding AE

Greymatter.io
Denver, Colorado
06.2022 - 10.2023
  • Team Management: Led a team of 2 Account Executives, 2 Sales Development Representatives (SDRs) and 1 Sales Engineer (SE), fostering a collaborative and high-performance environment.
  • Greenfield Territory: Established and cultivated a new territory in the US, leveraging market insights and strategic prospecting to drive business growth.
  • Target Market: Sold to Platform, Security, and NetSecOps teams, engaging with stakeholders ranging from C-level executives to managers.
  • Collaborative Partnerships: Collaborated with senior leadership to develop and execute effective marketing initiatives targeting commercial markets, ensuring alignment between sales and marketing strategies.
  • Selected Sales Accomplishments: 100% of 2022 quota, 100% of 2023 quota, Notable wins : Scotia Bank, Vodafone, Kesaya, Phillips 66 and 8×8.
  • Consistently exceeded sales targets by proactively identifying and pursuing new business opportunities.

Enterprise Account Executive- Founding AE

Aspen Mesh
Denver, Colorado
04.2020 - 06.2022
  • Successfully penetrated and developed greenfield accounts across the West Coast, LATAM, and APCJ regions, establishing a strong presence in previously untapped markets.
  • Sold to Platform, Security, and DevOps teams, leveraging a deep understanding of their pain points and offering tailored solutions to meet their specific needs.
  • Demonstrated expertise in selling to multiple departments within global organizations, effectively engaging with stakeholders across different regions and aligning their diverse requirements.
  • Managed deals ranging from $200K to $3 million, effectively navigating complex sales cycles and driving revenue growth through strategic negotiations and value-based selling.
  • Selected Sales Accomplishments: 144% of 2020 quota, 129% of 2021 quota, 261% of 2022 quota, Notable wins: Rakuten, PayPal, BCBS of AZ, Dell, Telstra, Localiza and MalwareBytes.

Enterprise Account Executive

Handshake
San Francisco, California
08.2019 - 03.2020
  • Net New Book of Business: Accountable for cultivating and expanding a net new book of business, consisting of 95 key accounts.
  • Demonstrated success in identifying and capturing new opportunities to drive revenue growth.
  • Target Market: Sold to HR, Sales, and Engineering leadership teams, building strong relationships with key decision-makers and effectively positioning solutions to address their specific challenges and goals.
  • Selected Sales Accomplishments: 123% of ramped quota, Notable wins : Infosys, Penske, Prudential and Emirates Airline.

Enterprise Account Executive

Recurly
San Francisco, California
11.2018 - 08.2019
  • Fortune 2000 Sales: Successfully sold into Fortune 2000 companies worldwide, leveraging a deep understanding of their business needs and tailoring solutions to drive value and achieve sales objectives.
  • Senior Leadership Engagement: Presented sales opportunities to senior leadership, effectively articulating the value proposition and collaborating closely with them to navigate complex sales cycles and close large, strategic deals.
  • Consultative Sales Strategies: Developed and executed long-term consultative sales strategies to generate new business, focusing on customer pain points, and providing customized solutions.
  • Strategic Collaboration: Worked closely with senior leadership to develop and refine the overall strategy to improve the success rate in the Enterprise space.
  • Selected Sales Accomplishments: 118% of Q2 Quota, Created 3.1 mil pipeline, Notable wins: Dormakaba, Proactiv, Financial Times, A&E, GoDaddy and Peet's Coffee.
  • Consistently exceeded sales targets by proactively identifying and pursuing new business opportunities.

Enterprise Account Executive

Applitools
San Francisco, California
11.2017 - 11.2018
  • Successfully managed the West Coast and Canadian territory, strategically targeting Fortune 500 companies to drive revenue growth and establish strong customer relationships.
  • Collaborated with internal departments and team members to close large and complex sales opportunities.
  • Demonstrated effective communication and coordination to ensure seamless collaboration across different functions.
  • Developed and executed long-term consultative sales strategies to maintain existing client relationships and generate new business.
  • Proactively identified opportunities for growth, leveraged customer insights, and provided value-added solutions to drive customer loyalty and revenue expansion.
  • Selected Sales Accomplishments: 152% of Q2 Quota, 106% of Q3 Quota, Notable wins: Magic Leap, PharMerica Corporation, AutoDesk, Avanade, Expedia and WWE.

Account Executive, Commercial Sales

New Relic
02.2014 - 09.2017
    • Successfully presented to C-Level Executives on the New Relic platform, highlighting its value in upcoming software initiatives such as cloud migration, microservices architecture, agile app development, production monitoring, mobile application management, and real-time analytics of KPIs.
    • Close Planning and Execution: Built mutual close plans and reverse calendars to ensure timely execution and alignment on projected close dates, effectively managing all aspects of the sales cycle from prospecting to financial alignment and ROI analysis.
    • Acted as a member of the Commercial Sales Onboarding Team, providing support and guidance to new Account Executives (AEs) during their onboarding process, ensuring a smooth transition and ramp-up.

      • Notable Wins:

      Betterment, Phreesia, Blue Apron, Whitepages, OutBrain, Outcome Health, InvisionApp, Unified Social, Major-League Soccer, and BeachBody,

      Selected Sales Accomplishments:

      • Commercial Sales - Team Lead for FY17
      • 4 Promotions in 3 years – Global Accounts– General Business - Mid-Market – Commercial Sales
      • 4x Winner of the New Relic Value Awards. 2x for Bold, 2x for Passionate
      • 3x Big Deal AE of the quarter
      • 128% quota for FY14
      • 111% quota for FY15
      • 131% quota for FY16 – Q1, Q2, Q4 Quarterly MVP and Annual MVP FY16
      • 113% of Q1/Q2 FY17

Account Executive

Jive Software
01.2013 - 01.2014
    • Joined as part of a new initiative to sell Jive's internal platform to companies with 3000+ employees, contributing to the expansion of Jive's market reach and revenue growth.
    • Exclusively sold to Vice Presidents and Directors of IT and HR, leveraging a deep understanding of their needs and challenges in leveraging internal platforms effectively.
    • Conducted heavy outbound prospecting in an East Coast territory, consistently exceeding an average daily call volume of 50+ calls.
    • Managed a base of 30 current customers, taking responsibility for nurturing and growing these accounts.
    • Selected Accomplishment: 146% of Q2 quota, 131% of ramped quota, Grew current customer spending by 40%.

Certification

  • Spin Selling
  • The Challenger Sales Model
  • Jbarrows Sales Training
  • MEDDICC Sales Methodology
  • Sandler Sales Training

Timeline

Head of Sales and Business Development

Blair Maxwell Sales Agency
10.2023 - Current

Enterprise Account Executive- Founding AE

Greymatter.io
06.2022 - 10.2023

Enterprise Account Executive- Founding AE

Aspen Mesh
04.2020 - 06.2022

Enterprise Account Executive

Handshake
08.2019 - 03.2020

Enterprise Account Executive

Recurly
11.2018 - 08.2019

Enterprise Account Executive

Applitools
11.2017 - 11.2018

Account Executive, Commercial Sales

New Relic
02.2014 - 09.2017

Account Executive

Jive Software
01.2013 - 01.2014

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JOSHUA GILMAN