Matt Ross
Summary
Seeking a Director of GTM or Sales Recruiting role in the tech industry, bringing 10 years of full-cycle recruitment experience to lead high-performing teams. Specializing in developing and implementing innovative strategies to attract and retain top-tier talent, leveraging metrics and analytics for decision-making. Demonstrated ability to build strong relationships with HR stakeholders and hiring managers, delivering tailored recruitment solutions aligned with company culture, brand, and hiring needs. Committed to supporting team members in sourcing and recruiting efforts, with a passion for training and development. Eager to contribute expertise and enthusiasm for recruiting to a dynamic organization.
Overview
19
19
years of professional experience
Work History
Director, Sales Recruiting
SpotOn
05.2017 - 02.2024
- Led and managed high-performing Sales GTM recruiting team, overseeing front-line recruiters, associate manager, team leads, and recruiting coordinator to achieve hiring goals and drive team success
- Specialized in full-cycle recruiting, sourcing, attracting, and hiring top talent for various roles, including field sales, inside sales, and BDR positions
- Designed and implemented effective hiring strategies, processes, and recruiting technology to align with company vision, values, and goals
- Developed and executed onboarding, training, and development programs for new hires, ensuring their success and growth within organization
- Utilized data and metrics to track and analyze recruitment performance, making data-driven decisions to enhance recruiting efficiency and effectiveness
- Notable Hiring Metrics: Grew field sales from 20 AE's to 350+ AE's between 2018 - 2023, maintained average time-to-fill new hires of 3.5 weeks, and built Inside Sales team of 6 AE's in 45 days (Q3 2023), scaling to 14 AE's by end of Q4 2023
- Achieved Cost Savings: Reduced annual recruiting costs by $150K in 2022 and 2023 by implementing sales behavioral assessments and 30/60/90 day business plans into interview stages, reducing vendor subscriptions
- Retention Rates: Improved Retention Rates: Increased AE retention rates by 30% in first 90 days and by 50% in first 6 months in 2023
- Enhanced Performance Metrics: Increased time-to-productivity by 50-60% for new AE's in 2023, with new AE's hired between 2022 - 2023 closing $36M in ARR.
Director, Global Business Development
Seal Software (Acquired by DocuSign)
08.2016 - 05.2017
- Managed twelve business development executives to help create net new pipeline opportunities for Seal's enterprise sales organization
- Meeting creation growth: Q3 to Q4 = 63% (Increased from 105 to 171), Q4 to Q1 = 36% (Increased from 171 to 232)
- Opportunity creation growth: Q4 to Q1 = 62% growth
- Generated $12.8M in pipeline and $1.59M in closed business
- Defined and implemented process improvement in following areas; Salesforce.com, inbound lead qualification, outbound prospecting and sales handoff process.
Sr. Manager, Enterprise Sales Development
Zendesk
03.2015 - 05.2016
- Managed team of fourteen outbound sales development representatives who secured new first meetings to help create net new pipeline opportunities for Zendesk's enterprise sales organization
- Increased monthly SDR quota attainment averages from 65% to 103% ongoing with 143% attainment in Q1 2016
- SDR team sourced $1.8 million in closed won deals
- Worked closely with demand generation and marketing teams to support all inbound leads, campaigns and trade shows.
Sr. Manager, Outbound Sales Development
Marketo (Acquired by Adobe)
11.2013 - 03.2015
- Built out sales development model and managed a team of thirteen outbound sales development representatives who secured new first meetings to help create net new pipeline opportunities for Marketo's SMB & enterprise sales organization
- SDR team sourced sixty-five new logos for $3.5M and exceeded monthly quotas by average of 113% each month
- Worked closely with demand generation and marketing teams to support all inbound leads, campaigns and trade shows.
Account Executive
TrustArc
04.2012 - 10.2013
- Q4 2012 - Q3 2013 exceeded quota by average of 126%
- Closed $810,000 in ARR.
Manager, Enterprise Sales Development
Symantec
05.2011 - 03.2012
- Managed a team of twelve sales development representatives who secured new first meetings to help create net new pipeline for Symantec's enterprise sales organization
- SDR team generated $15.3M in pipeline and $4.68M in closed won deals
- Worked closely with demand generation and marketing teams to support all inbound leads, campaigns and trade shows.
Enterprise Sales Development Representative
Symantec
09.2008 - 05.2011
Inside Sales Telebusiness Representative
iRise Inc.
06.2007 - 07.2008
Team Lead - Renewals
ServiceSource International Inc.
03.2006 - 06.2007
Sr. Sales Representative - Renewals
ServiceSource International Inc.
08.2005 - 03.2006
Sales Representative - Renewals
ServiceSource International Inc.
11.2004 - 08.2005
Education
Psychology -
University of Oregon
Eugene, ORSkills
- Leadership
- Strategic Planning & Problem Solving
- Recruitment Technology
- Data Analysis
- Employment Law
- Team Management
- Relationship building & Communication
- Candidate Experience
- Employer Branding
- Adaptability
- Organizational Skills
- Negotiation Skills
Timeline
Director, Sales Recruiting
SpotOn
05.2017 - 02.2024
Director, Global Business Development
Seal Software (Acquired by DocuSign)
08.2016 - 05.2017
Sr. Manager, Enterprise Sales Development
Zendesk
03.2015 - 05.2016
Sr. Manager, Outbound Sales Development
Marketo (Acquired by Adobe)
11.2013 - 03.2015
Account Executive
TrustArc
04.2012 - 10.2013
Manager, Enterprise Sales Development
Symantec
05.2011 - 03.2012
Enterprise Sales Development Representative
Symantec
09.2008 - 05.2011
Inside Sales Telebusiness Representative
iRise Inc.
06.2007 - 07.2008
Team Lead - Renewals
ServiceSource International Inc.
03.2006 - 06.2007
Sr. Sales Representative - Renewals
ServiceSource International Inc.
08.2005 - 03.2006
Sales Representative - Renewals
ServiceSource International Inc.
11.2004 - 08.2005
Psychology -
University of Oregon