Leo Gerardi

• Manage and nurture a category of accounts from prospect to close
• Lead all aspects of deal execution from: identifying and developing accounts, meeting with both partners and their clients, to deal structuring, negotiating contracts, and closing
• Communicate and report to leadership the forecast for future deals, business impact, communicate strategy and resolve prospect questions and issues during the deal process
• Educate partners on the Gusto value proposition for their clients through presentations and demos.
• Provided extensive support in sales, technical and business areas to key accounts.
• Analyzed key competitors to respond to competitive threats.

• Completed first quarter in seat with 125% + quota attainment.

• Consistent leader company wide in daily activity (outbound calls/call connects) for 3 consecutive quarters, resulting in more high-yielding and productive partnerships.

• Top 3 leaders company wide for Tier Upsells to existing clients resulting in both increased MRR and ACV - this metric was introduced to the company around the time I was hired in Oct 2022.

• Quickly learned + adopted Gusto's more robust tier, Premium Plan - leading a direct pod of 10+ reps in this metric, Resulting in higher MRR and ACV with bigger desk clients.

• Solely in charge of the training, coaching and development of all new sales hires
• Lead Account Executive responsible for monitoring team performance and reporting on metrics to upper management
• Perform a wide array of product testing / spearheaded the implementation of our CRM (Salesforce.com), billing system (Zuora) and our customer online engagement tool (Live Chat)
• Continue to maintain and exceed monthly sales goals.
• Monitored team performance and provided constructive feedback to increase productivity and maintain quality standards.
• Supervised team members to confirm compliance with set procedures and quality requirements.

• Consistent #1 producing Account Executive year to date at Jim Cramer’s leading financial media firm
• 2018 Quota Attainment of 187% ($596,300 over annual goal) – drove over 1.5M of a $30M premium sales business in my first year
• 2019 Quota Attainment trending over 160% - drove over 1.3M in revenue
• Achieved monthly revenue record for the firm with 191k sold in April 2018
• Promoted to assist in leading the sales efforts in just 10 months employed
• Drive Investment Research Subscription revenue with proactive outbound activity for both new business and renewals
• Proactively engage prospects and clients to help determine fit and recommend the most appropriate investment research solutions.

• Drive full sales cycle from inception to close
• Make a high volume of daily outbound sales calls speaking to C-Level executives in all verticals
• Proactively maintain pipeline using Salesforce.com
• Reach key decision makers in order to sell Trustpilot’s mission, platform, and software solution.

• Top performing ADR Rep out of a Team of 20 SDR’s, 6 months in succession- earning myself a promotion to Account Executive in February 2017
• Prospect and identify clients to contact via cold calling and email outreach
• Research prospects and identify stakeholders in order to generate interest and create rapport
• Manage expectations and overcome objections
• Reach and exceed key performance indicators including leads generated and qualified appointments set.

• Develop Relationships with existing and new clients, understand their needs and advise them on suitable candidate profiles and market trends
• Act as a mediator in negotiating with clients and candidates to secure a sale for the placement of candidates
• Oversee the entire recruitment cycle including finding candidates, assessing their skills, matching them to the job and overseeing the interview process
• Achieve a minimum of 80 dials/2 hours of phone time daily
• Meet both weekly/monthly pledges and Key Performance Incentives (KPI’s)