Justin Farrow
Evanston
Summary
Professional sales expert with proven track record in developing and maintaining key client relationships to drive revenue growth. Known for delivering impactful sales strategies and achieving targets through effective team collaboration. Reliable team player with strong adaptability and negotiation skills.
Overview
5
5
years of professional experience
1
1
Certification
Work History
Customer Growth Sales Account Executive
Toast Inc.
03.2024 - 01.2025
- Responsible for managing relationships and generating upselling opportunities with existing toast customers through both face-to-face meetings and zoom consultations to increase account expenditure
- Spearheaded A/B testing of monthly outreach cadences that led to improved conversion across meetings booked and ARR secured across multiple products
- Drove in more total ARR of newly released product through outreach and managing deal cycles since its release across entire organization
- Remote
Account Advisor
Grubhub
02.2022 - 06.2023
- Exceeded quota every month averaging 167% to goal including a month achieving over 450% to goal
- Negotiated pricing with restaurant owners daily to present revenue growth plans and prevent downsells
- Developed marketing plans, promotional strategies, and consulted with 100s of clients on how to achieve revenue goals
Sales Development Representative, Outbound
Intercom
02.2020 - 07.2021
- Selected by upper management to speak on behalf of the SDRs to discuss improvements, efficiency, and conversions weekly
- Utilized Force Management to engage 100+ clients to define solutions to their problems, differentiate Intercom software from competitors, and influence product adoption which saw a 261% increase in average deal size
- Developed and A/B tested outreach strategies to continuously improve the global sales organization
Sales Development Representative, Inbound
Intercom
08.2019 - 02.2020
- Created and progressed opportunities that attributed over 400K ARR
- Qualified and set expectations for 90% of the closed-won new business revenue along with the sales team
- Developed deep understanding of Intercom to answer in-depth questions in real time with prospects to properly qualify and provide a great customer experience
Education
Bachelor of Arts - Communications, Sociology
Wake Forest University
Winston-Salem, North Carolina01.2019
Skills
- Proficient in SalesForce, Microsoft Office, Crunchbase, Dialpad, Salesloft, Zoominfo, Vidyard, Loom, Gong,
- Leadership, Time Management, Communication, Critical Thinking, Problem Solving, Customer Service, Customer Relationship Management, Revenue Growth Strategies, Sales Forecasting, Account Retention Techniques, Negotiation Skills
- Force Management - Command of the Message Certified
Certification
Command of the Message - Force Management
Timeline
Customer Growth Sales Account Executive
Toast Inc.
03.2024 - 01.2025
Account Advisor
Grubhub
02.2022 - 06.2023
Sales Development Representative, Outbound
Intercom
02.2020 - 07.2021
Sales Development Representative, Inbound
Intercom
08.2019 - 02.2020
Bachelor of Arts - Communications, Sociology
Wake Forest University