Matthew Mulqueen

• Led a Complete GTM transformation for LILT, across 3 separate lines of business: Enterprise/Commercial ($30M), Public Sector ($20M), AI Data sales ($10M), with the below outcomes:
• Drove topline from $15M to $60M in 2 years; Created the Pricing/Packaging and GTM Motion to transform Bookings from being 100% un-committed (pay-as-you-go) to 85% contractually committed (i.e. SaaS consumption model)
• Increased ASP from $72k to $114k; Reduced sales cycle from 157 days to 94 days
• Tripled pipeline generation with a 95% purely outbound motion (there was no formal marketing function during this time)
• Full talent revamp of both Leaders and IC talent; Improved Sales Efficiency from .5 to 1.7, and delivered Bookings above Productive Capacity every single quarter (~120%)
• Built a Post-Sales function to increase adoption/CSAT and drive NRR from 84% to ~125%
• Created a RevOps function to track leading indicators at Team and IC-level and ultimately bring rigor to entire GTM function
• Landed the top logos and deals in company history (almost all >$1M):

Nvidia, Google, Apple, Amazon, Walmart, OpenAI,

Anthropic, Visa, United Health, Mastercard, Proctor &

Gamble, Eli Lilly, L’Oreal, Sony, USA's CIA, USA's FBI,

USA's Army/Navy/Airforce/Marines (the Dept of War)

• Generally looked at as the standard-bearer for a culture of excellence and having fun by winning

References: Mark Rostick (BoD-Intel Cap), Matt Singer (CMO), Angela Loeffler (CPO), Sylvia Borek (OpenAI), Sam Zegas (VP Strategy), Mason Hanson (VP BizOps)

• Drove topline ARR from $3M to $30M in 2.5 years
• Created pricing/packaging, sales playbook, company pitch deck, and overall operational rhythm for sales and field operations to figure out how to commercialize and scale Generative AI solutions for the Enterprise; more/less still what is in place today
• Landed some of the largest logos in the contact center world, most of which being 7-figure clients: Intuit, Cox, Verizon, American Express, US Bank, UnitedHealth, United Airlines, Experian
• Helped lead Series B and Series C fund-raising ($130M)
• Hired and built A+ Sales Leadership & Sales Teams, RevOps, SDR org, Technical Field Operations, and Strategic Architecture teams
• References: Zayd Eman (Founder CEO), Tim Shi (Co-Founder CTO) Carl Eschenbach (BoD- Sequoia), Kais Kimhj (BoD- Sequoia), Scott Kolman (CMO), John Donovan (Board, former ATT CEO), Ashish (Eudia Founder)

• Joined at ~$6M and helped lead the team to $40M Created the company pitch deck, and the Kong sales paybook, shifted motion from inbound to outbound-driven, and operating rhythm for all of the sales GTM installed Leading Indicator
• Created and led the first Commercial/Mid-Market team, $0-$6M ARR
• References: Augusto Marietti (Founder/CEO), KenKim(SVP), Carl Mattsson (GM)

• First sales hire in EMEA. Built first sales team as Datadog started their first up-market, enterprise sales motion
• Built company sales deck and sales pitch around the ‘3 Pillars of Observability’
• Hired the team that is still the highest producer in Europe across Sales leaders, sales reps, Pre-Sales Engineering
• Landed the newest logos, which are still of the highest ARR in EMEA: HSBC, Vodafone, Klarna, Aviva, Maersk, London Stock Exchange, Credit Suisse, Sainsbury, IHS Markit, FCA, EasyJet
• References: Steve Malouf (EVP – WW Sales), Kevin Anderson (VP – Americas), Nick Hewitt (Director, Northern Europe), Lee Farrar (VP Sales Engineering)

• Part of the first sales rep team, annual top 5% performer, and then built and led a top-producing team in the UK (2x $1M+ earners)
• Built the sales motion that was rolled out company-wide, and maintained for years re: “3 Whys” built around the “3 Legs of the Stool: Ops, Dev, Business”
• Landed some of the top ARR deals/logos in the company: Vodafone, Credit Suisse, Aviva, DixonsCarphone, Jaguar LandRover, AXA
• Hired a team of sales reps that all went on to lead teams at AppDynamics, post-acquisition
• References: David Wadhwani (CEO), Jyoti Bansal (CEO), Bhaskar Sunkara (Co- Founder), Joe Sexton (President)