Josue Cantoran

Internal promotion from SDR (Top 10% performer)

Sales Performance & Revenue Impact:

• 130% quota attainment on 6-month rolling basis; ranked top 10% of SDR organization
• Influenced $400K+ in pipeline and directly contributed to revenue generation through partner channel development
• Identified and positioned $100K+ in cross-sell opportunities (payroll, HR, compliance modules) within existing accounts

Partner Ecosystem & Channel Development:

• Built strategic relationships with HR consultants and accounting partners, generating qualified referrals
• Grew referral pipeline by 15% through partner ecosystem expansion and co-selling motions
• Conducted consultative discovery with SMB/MM organizations to uncover operational gaps and position Rippling as efficiency solution

Deal Progression & Account Management:

• Partnered with Account Executives on deal strategy, multi-threading stakeholders and advancing opportunities through evaluation/buying stages
• Managed high-volume pipeline while maintaining 85%+ conversion rates from discovery to opportunity creation
• Key Insight: This role proved I can manage both high-velocity pipeline AND strategic partner relationships—the exact hybrid skillset this Channel AE role requires

• Drove fuel sales within RTS Network by 60% YoY increase through self-sourcing and direct closing efforts
• Owned revenue responsibility across assigned accounts, driving expansion and retention
• Self-sourced and closed opportunities within the RTS Network, demonstrating ability to generate pipeline independently

Account Management & Relationship Building:

• Conducted consultative discovery with business owners to identify operational gaps and growth opportunities
• Managed account retention and expansion, aligning product value with customer business outcomes
• Served as primary commercial owner for customer relationships, driving revenue through renewals and upsells
• Bridge role between full-cycle sales and account management—demonstrates ability to own revenue across customer lifecycle

Quota Achievement & Revenue Generation:

• Closed full-cycle deals with SMB and consumer buyers in a fast-paced, quota-driven environment
• Consistently ranked among top performers, closing high-velocity deals in competitive market
• Closed $400K+ in total revenue through discovery, negotiation, financing coordination, and contract execution
• Managed individual sales quota and consistently exceeded performance targets

Sales Motion & Relationship Building:

• Ran end-to-end sales cycles: needs assessment → product presentation → objection handling → negotiation → close
• Built repeat business and referrals through consultative selling and relationship trust-building
• Conducted needs analysis with buyers to identify the right vehicle/financing solution for their situation
• Strong objection handling in high-pressure environment; ability to close deals despite buyer hesitation
• Served as primary point of contact for customers through entire purchase journey—from test drive to contract signing