Katie Cope
San Francisco,CA
Summary
ENTERPRISE ACCOUNT MANAGER | PRESIDENTS CLUB WINNER
Results-driven Enterprise Account Manager with over 11 years of sales experience, including 8+ years specializing in enterprise client partnerships. Demonstrated success in exceeding quotas, driving revenue growth, and fostering long-term customer relationships. Collaborative and team-oriented co-seller, known for bringing energy and a passion for creating positive, high-performing environments. A relationship-builder and problem solver, dedicated to delivering exceptional results for clients.
Overview
14
14
years of professional experience
Work History
Enterprise Account Manager
Duo Security
04.2021 - 01.2024
- Owned a $7M annual ARR target, managing a mix of retention, expansion, and net-new business development.
- Grew ARR year over year, increasing the book by $1.1M in Year 1 and $1.5M in Year 2
- Increased upsell revenue by 25% and boosted client retention by 20% across a portfolio of 50 enterprise clients (5,000+ employees), including Rinchem, Microchip, and Blue Yonder
- Consistently exceeded quota: FY21 - 100% ($8.1M ) and FY22 - 105% ($8.5M)
- Negotiated and closed high-value security deals up to $250K, impacting over 5,000 users
- Led cross-functional collaboration with marketing, VAR networks, product managers, engineering, and legal teams to optimize customer experience and revenue growth
Enterprise II Account Manager
Glassdoor
04.2019 - 03.2021
- Developed quarterly strategic account plans for 65 enterprise clients, including Sutter Health, Adobe, Airbnb, REI, NTT, Intel, Trader Joe's, and Dropbox, driving adoption and customer satisfaction
- Managed a $2.8M book of business, achieving 106% to quota (FY21) and 100% (FY20)
- Increased renewals by 35% and maintained a 91% retention rate through consultative engagement
- Served as a mentor for junior account managers, guiding career development and sales strategies
Enterprise I Account Manager
Glassdoor
04.2017 - 03.2019
- Managed a $1.8M book of business, achieving 116% (FY18) and 100% (FY19) of quota
- Presidents Club Winner (FY18)
- Increased renewals by 39% and maintained a 90% retention rate
Senior Account Manager
Glassdoor
06.2015 - 03.2017
- Delivered 101% (FY16) and 102% (FY17) of quota, with a 95% annual retention rate
- Grew $800K book of business by 28% YoY across 150 existing accounts
Senior Account Manager
Zendesk
12.2013 - 08.2014
- Closed $1.9M in expansion sales, with an average deal size of $2.8K
- Achieved 130% quota (FY12 Q1-Q3) and maintained a 97% retention rate
- Created onboarding collateral and sales guides for new hires, streamlining training and ramp-up
Account Manager
Zendesk
01.2012 - 11.2013
- Presidents Club Winner (FY12), achieving 150% of quota
- Recognized by executive leadership for outstanding customer service and team impact
- Developed a customer referral program, later adopted across the sales organization
Junior Account Executive
Yelp
06.2010 - 12.2011
- Ranked #4 Rookie Sales Representative, achieving 305% initial quota and 103% FY11 quota
- Co-developed the Yelp Mentor Program, supporting new hires through onboarding and ramp-up
Education
Bachelor of Arts - Public Relations & Advertising, Minor in Communications
Chapman University
Orange, CASemester at Sea Program
University of Virginia
Skills
- Strategic Account Management
- Enterprise Sales
- SaaS & Cybersecurity Sales
- Strategic Account Planning
- Net New Revenue growth
- Client Retention & Renewal Growth
- Negotiation & Contract Management
- Cross-functional Collaboration
- Team Mentorship
- Territory & Pipeline Management
- MEDDIC Sales Training
- CRM & Sales Analytics
Awards Recognition
- Two-Time Presidents Club Winner (Zendesk, Glassdoor)
- Consistent Quota Overachievement (101%+ across multiple roles)
- 91%+ Client Retention & Expansion Success
Timeline
Enterprise Account Manager
Duo Security
04.2021 - 01.2024
Enterprise II Account Manager
Glassdoor
04.2019 - 03.2021
Enterprise I Account Manager
Glassdoor
04.2017 - 03.2019
Senior Account Manager
Glassdoor
06.2015 - 03.2017
Senior Account Manager
Zendesk
12.2013 - 08.2014
Account Manager
Zendesk
01.2012 - 11.2013
Junior Account Executive
Yelp
06.2010 - 12.2011
Bachelor of Arts - Public Relations & Advertising, Minor in Communications
Chapman University
Semester at Sea Program
University of Virginia
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