Matt Peloso

• Lead a team of 35 in Sales and took ARR from $20M to $25.5M
• Up-leveled Sales team and also recruited/hired VP of SE, SE's, and Head of Business Development
• Improved and created many new pre and post-sales processes to ensure better NPS, Retention, Internal Cohesiveness, and Overall Moral in the organization
• Implemented and enabled the teams on Meddpicc, Value-Messaging Framework, Champion building and other key enablement topics
• Implemented new comp plans and other incentives to drive business outcomes
• Optimized and reconfigured MM, Enterprise and Strategic teams to gain more efficiency and production

• Lead a team of 22 in Sales and took ARR from $3M to $8.8M in 11 months
• Implemented a Sales Playbook and methodology to enable the organization from an average deal size of $55k to over $250k
• Utilized data-led approach to analyze leading and lagging indicators in order to drive 4x pipeline and improved deal stage conversion by 15%
• Improved average number of deals sold per quarter from 1.5 to >15 with the same number of AE's(Q4 - 22 Logos for $2.2M)
• Up-leveled the AE and SE team and hired Head of BDR, Head of Ops, VP of CS
• Improved Rep Productivity by 73% - 8 out of 8 AE's closed deals in last 2 quarters
• Led the Channel org and helped secure major partnership with Five9
• Implemented and enabled the teams on Meddpicc, Value-Messaging Framework, Champion building and other key enablement topics
• Optimized budgeting processes for greater transparency and control over financial resources, resulting in more informed decision-making
• Restructured segments and teams for increased efficiency, optimizing resource allocation and improving communication between BU's
• Influenced organizational change initiatives that resulted in significant improvements in workplace efficiency and employee satisfaction

Helped grow sales from $2.9M ARR to $55M ARR in the 4.5 years at BigPanda

• Led the entire global sales team and acted as interim CRO until April '22
• Participated in E-Staff and BOD meetings to represent the Sales Org and also led Weekly Friday Sales Calls
• Led SKO in FY'22
• Managed through a major transitional period for BigPanda successfully with a 10% turnover rate
• Grew sales by 74% in FY '21 and 58% in FY '22
• Worked through orientation and transition of new CRO and new land and expand selling motion
• Managed Mid-Size Enterprise, Enterprise, EMEA, Channel, and Business Generation teams until Q4 '22
• Staffed to 41 AE's with 9 RVP's and 4 AVP's

• Founded BigPanda's UK business entity while still running the Eastern US
• Hired an AVP, SE and 3 Enterprise AE's
• Helped established the London office, policies, business plan, and territories
• Partnered with Services organization on support and services modeling/structure

• Helped grow customer base from 6 to 125 over the time as well
• Staffed and managed an entirely new enterprise sales team in the eastern US
• Hired 15 AE's and two RVP's
• Promoted 2 AE's and two RVP's to AVP
• Established performance goals and helped train and implement Command of the Message and Meddpicc sales methodology
• Presidents Club FY'20 and FY'21

• Staffed a team of 5 Enterprise AE's in the NY Metro Market
• Implemented efficiencies and productivity improvements with sales process and focused on Meddicc and Command of the Message methodology
• President's Club 2015 and 2016

• Staffed and optimized team performance with newly implemented sales process and territory management.
• Led team to 110% of goal for FY'14
• Coordinated with other district managers to actualize performance improvement strategies.

• Generated over $7.2 million in sales during first fiscal year
• Achieved President’s Club and 149% of goal in first year at EMC
• Chosen as a Mentor for two EMC Account Managers

• Managed three separate Document Management Facilities throughout CT and NY
• Locations managed grossed $8 million in sales and had 60 employees
• Successfully integrated a $7 million acquisition in the NY market to Cintas
• Defective Lost Business rate lowered to 3.2%

• Managed territory throughout VA, MD, PA, DC, and DE
• Location managed grossed $6.9 million in sales and had 61 employees
• Managed Cintas’ 2nd largest DM location to first ever Outstanding Achievement Award
• Reduced location turnover from 44% to 18%
• Increased growth rate by 9% over previous fiscal years
• Increased location profitability by 15% over previous fiscal years
• Decreased locations AR% from 9.3% to 2.9%

• Managed territory throughout NY, NJ, PA, and DE based out of two operations
• Locations managed grossed $4.3 million in sales and had 43 employees
• Managed both locations to their first ever Outstanding Achievement Award
• Reduced location turnover from 28% to 16%
• Increased growth rate by 11% over previous fiscal year
• Increased location profitability by 6% over previous fiscal year
• Decreased location’s AR score from 7.5% to 1.73

• Managed one of two FS Service teams, including 13 Sales Service Representatives
• Management Trainee Mentor for 2 employees
• Took the team from last to first ranked team at Philadelphia location out of 7 teams
• Improved lost business percentage from 9% to 5%
• Lowered turnover by 18.84%
• Personally staffed 6 Sales Service Representatives
• Became top Service Manager in region for September FY ‘07, October FY ’07
• Service Team finished 3rd out of 16 teams in the NE Region in FY ‘07

• Sold over $13,500 of weekly revenue on 60 month contracts
• Top performer at location while in first year of sales
• Ranked 22nd of 844 sales representatives nationwide FY ‘04
• Ranked 2nd of 225 first year sales representatives FY ‘04
• Achieved highest sales honor, Diamond Level FY ‘04
• Ranked 43 of 922 sales representatives nationwide FY ‘05
• Achieved President’s Club FY ‘05