Katharina Matsui

Built a global SMB and Mid-Market sales organization. Made key VP leadership hires and leveled up the organization by increasing AE productivity to 85%+. Doubled large transactions (>$100k) first 6 months in role. Took over part of the Enterprise team in 2024.

Scaled the Growth (SMB) sales organization from 70 to 200, doubling its revenue in 2 years. Was given Mid-Market sales in 1H 2022 and net new business Enterprise sales in 2H 2022, owning all non-vertical and product specialized sales.

• Managed a $1B business with a $300M+ new sales target and reported to the Global CRO and the North America SVP.
• Oversaw a team of 300 net new and existing sellers as a fourth line leader with VPs as direct reports.
• Was responsible for 80% of all of Twilio’s customers and 33% of Twilio’s revenue.
• Achieved >100% attainment every year and averaged >30% y/y revenue growth.
• Served as Executive Bar Raiser and made final hiring decisions for VP+ roles across all of Twilio (Sales, Product, Marketing, etc.) Highest NPS and Manager Effectiveness scores in North America.
• Received an Exceptional rating (top 5% of all VPs) every full year of employment.

Built out and scaled a new function within the AWS Partner Organization as GM owning sales, marketing and operations onboarding new and existing AWS partners.

• Owned a multi-billion dollar partner P&L and presented forecasts and business results to executives.
• Received approval to grow team from 0 to 120 globally by preparing a business case that was approved by the president of AWS
• Responsible for the management of 85% of all AWS Technology (ISVs – Independent Software Vendors) and Consulting (SIs – System Integrators) partners globally
• Achieved >100% attainment every year
• Consistently delivered 80%+ y/y revenue growth and increased AWS Partner Network tier upgrades by 70% y/y
• Launched and completed 80+ partner events globally
• Became an Amazon Bar Raiser and completed >200 interviews for teams across all of Amazon
• Received a top tier rating (top 5-10% at Amazon) every full year of employment.

Promoted to second line leader of inbound and outbound Sales Development and Operations teams at a SaaS startup. Implemented measurable sales processes (SLAs, KPIs, etc.) and tools (SFDC, call automation, email automation, etc.) to increase team productivity.

Managed and scaled a global team of Sales Development Representatives for a CDN (Content Delivery Network). Created an opportunity pipeline for sales and partnered closely with Marketing on lead generation, KPIs, and sales processes.

Owned and nurtured VAR (Value Added Reseller) relationships across North America and Europe. Identified and onboarded new partners and provided ongoing training and support for existing partners.

Helped launch the sales organization at a SaaS startup and consistently created a pipeline of qualified sales opportunities. Went through an acquisition when Delve Networks was purchased by Limelight Networks in 2011.