Summary
Overview
Work History
Education
Skills
Activities
Timeline
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Matthew Keeling

San Rafael,CA

Summary

Experienced senior account executive with a successful history of acquiring new small and medium-sized business (SMB) and enterprise level clients. Proficient in assisting current clients with identifying and meeting their future product requirements, leading to consistent return on investment (ROI) benefits. Boasts extensive experience in both tech start-up and corporate environments, demonstrating a track record of remote work success. Dedicated to leveraging sales expertise and C-Suite negotiation skills to contribute to your company's growth by securing high-profile logos.

Overview

16
16
years of professional experience

Work History

Sr. Account Executive

Otec Solutions
04.2023 - Current
  • Responsible for handling all sales activities
  • Utilizing ZoomInfo, LinkedIn and Contacts for lead generation
  • Secured new accounts to increase company revenue and drive market share.
  • Increased account retention by building strong relationships with clients and addressing their needs promptly.
  • Developed and maintained strong working relationships with professionals within assigned territory.

Sr. Account Executive - SaaS & On-Premises

Canto Software Inc.
10.2012 - 04.2023
  • Established long-lasting partnerships with key industry influences, generating increased brand awareness and credibility.
  • Hunter of new business for Canto, as my top priority
  • Built, configured, customized our DAM demo instances specifically for prospective customers use case needs and delivered product presentations of SaaS with AI (artificial Intelligence) for facial, text and Metadata and On-Premises DAM solutions
  • Provided proposals and pertinent collateral based upon customer's needs
  • Hunted for and generated new leads / logos daily
  • Executed all aspects of the sales experience while building and managing relationships with key decision-makers
  • Managed complex sales deals and guided customers through every aspect of the procurement process from initial contact, lead to opportunity to close and lastly implementation hand off
  • Closed 1000s of deals through negotiations with key business users, IT, Network Security and C-Suite employees of SMB to Fortune 500 companies to win marque logos such as Amazon, Lockheed Martin, University of Columbia, NIH, Warner Bros., Blue Cross Blue Shield, Crate & Barrel, Patagonia, Texas Children’s Hospital, Bank of America, Wells Fargo, Tesla and hundreds more
  • A proven track record of success that helped Cantos vertical rise in the DAM space and eventually leading to the company being sold
  • Top performer for 10 years at Canto North America, meeting and surpassing quarterly and annual goals each year for new business while maintaining a 95% customer retention rate year over year
  • Partnered closely with internal teams such as Customer Success, Implementation Team, Product, Engineering and Executives to keep new business sales a top priority
  • Average SaaS sale per close 45k to 65k (year to year) with 100k+ and 200k+ multiyear deals closed
  • Sales cycle avg 4-6 months

Director of Cumulus North America On-Premises Solutions

Canto Software Inc.
01.2015 - 01.2020
  • Hunted for Marque Logos to sell Cumulus On Premise Solutions for which I received 12% commission for new business
  • Account Manager to 850 + and – On Premise Cumulus Customers in North America, Canada and Latin America
  • Farmed the accounts I managed consistently as I received 5% commission for existing business sales
  • Directed Sales, Prof
  • Services and Support staff at Canto to retain existing customers year over year, 1.2% comms
  • Rcvd
  • Average Enterprise on premise sales per close 65k to 80K (year to year) with 150K-250K deals peppered in consistently
  • Sales cycle avg 10 months to 1 year

Lead Developer

NanaWall
02.2012 - 10.2012
  • Lead Development Coordinator qualifying new leads through an internal vetting process to then hand off to territory sales executives accordingly
  • Delivered the brand experience by responding quickly and professionally, gathering information, answering basic questions, and ultimately connecting customers to our technical, sales, or service teams

Director Anti-Fraud Dept.

Zoosk
03.2009 - 10.2012
  • Mitigated the effects of fraud and spam attacks against Zoosk’s domain
  • Developed effective communication strategies between the Anti-Fraud Team and other departments within Zoosk
  • Established policies and procedures as needed to fight fraud and spam
  • Resolved customer issues relating to payments as well as all out fraud and friendly fraud
  • Worked alongside the Engineering Team to refine fraud and spam modeling
  • Helped build the Anti-Fraud team by training them to identify patterns and trends in fraudulent profiles
  • Assisted in developing policy, training modules and guidelines for all
  • Zendesk used as primary CRM
  • Managed six direct reports, 20 indirect reports and 150 representatives
  • Found and prevented fraud by reviewing accounts and transactions, identifying trends and patterns, summarizing key findings, and recommending anti-fraud processes and system enhancements
  • Managed and responded to escalations from internal and external parties within designated service levels
  • Collaborated with cross functional groups such as Engineering, Finance and Product Management to enhance tools, system functionality, and fraud detection methods, while increasing automation to provide a better experience for our users
  • Refined processes around customer support and product expansion

Education

Photovoltaic Certification -

College of Marin
San Rafael, CA

Certificates - A+ Certification, Windows Certifications, Cisco Network Certifications, Adobe Certifications

College - Computer Science Major and General Studies

West Valley College & San Jose City College

Skills

  • Direct sales
  • Project management
  • Client account management
  • SaaS sales
  • Enterprise sales negotiations
  • C-suite engagement
  • IT knowledge
  • Creative skills
  • Sales skills
  • Mainstream applications expertise
  • Apple OS expertise
  • Windows OS expertise
  • Linux expertise
  • Terminal scripting
  • Shell scripting
  • Office skills
  • Google Docs skills
  • Adobe Creative Suite skills
  • Web-based tools for CRM
  • Campaign management
  • Project management tools

Activities

  • Multi music instrumentalist
  • Avid reader
  • Cinema buff
  • Biking and hiking enthusiast
  • Spending quality time with my wife and kids

Timeline

Sr. Account Executive

Otec Solutions
04.2023 - Current

Director of Cumulus North America On-Premises Solutions

Canto Software Inc.
01.2015 - 01.2020

Sr. Account Executive - SaaS & On-Premises

Canto Software Inc.
10.2012 - 04.2023

Lead Developer

NanaWall
02.2012 - 10.2012

Director Anti-Fraud Dept.

Zoosk
03.2009 - 10.2012

Certificates - A+ Certification, Windows Certifications, Cisco Network Certifications, Adobe Certifications

College - Computer Science Major and General Studies

West Valley College & San Jose City College

Photovoltaic Certification -

College of Marin

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Matthew Keeling