Matthew Santo
Miami,FL
Summary
Dynamic Senior Mid-Market Account Executive at Postscript with a proven track record of exceeding quotas and driving new business growth. Expert in Salesforce and CRM, leveraging strong analytical skills to enhance sales strategies. Recognized for exceptional mentorship and pipeline discipline, consistently delivering tailored solutions to C-suite stakeholders.
Overview
7
7
years of professional experience
Work History
Senior Mid-Market Account Executive
Postscript
08.2021 - Current
- Promoted into Senior AE role after 7 months due to exceptional performance, strong work ethic, and consistent new-business generation.
- Own the full sales cycle for Mid-Market opportunities across the US, Canada, UK, Australia, and New Zealand, selling to Director, VP, and C-Suite stakeholders in the Shopify e-commerce ecosystem.
- Utilize a consultative, solution-based selling approach, focused on merchants generating $3M–$30M in annual GMV.
- Recognized as a Top Producer in a metrics-driven environment, consistently ranking among the highest-performing reps.
- Quota Performance: FY22: 115% to annual quota, FY23: 110% to annual quota, FY24: 105% to annual quota, FY25: Currently at 95%, projected to finish 115%.
- Team Leadership: Acted as a team lead and informal mentor, helping onboard and train new AEs on: Product knowledge and competitive positioning, Account mapping and territory strategy, High-conversion outbound sequences and sales outreach, Pipeline hygiene, deal channel upkeep, and accurate forecasting.
- Partner cross-functionally with Executive sponsorship, Finance, Sales Engineers, CSMs, Product, and Marketing to strengthen deal strategy, reduce friction in the sales cycle, and ensure seamless customer onboarding.
- Known for strong pipeline discipline, ability to simplify complex customer goals, and turning merchant needs into actionable SMS marketing strategies powered by Postscript.
Commercial Account Executive
Postscript
01.2021 - 08.2021
- As the first hire of the Commercial Growth Sales Team, I assisted management in developing sales-related processes including; discovery call framework, customer facing demo talk tracks, outlining all possible steps in the sale cycle, as well as training 6 new hires.
- Owned the entire sales process from initial contact to closing. Consistently exceeded business targets by advising customers on how Postscript SMS would enhance their marketing approach. Reinforcing value drivers / key differentiators with tailored service to the customers interest.
Commercial Account Executive
Datadog Inc.
04.2020 - 01.2021
- Used keen interpersonal skills when interacting with customers throughout the full sales cycle.
- Developed new plan growth, by relying on LinkedIn, Yesware, and granular research to develop customized sales call maps, and re-engagement emails.
- Demonstrated the Datadog platform to Engineers proving technical value.
- Helped customers configure Datadog platform and build dashboards throughout their trial period.
Sales Development Representative
Datadog Inc.
12.2018 - 04.2020
- Consistently daily, monthly, and quarterly pipeline metrics to help achieve sales goal.
- Execute cold outreach through ZoomInfo, DiscoverOrg & Linkedin Sales Navigator to create new business meetings.
- Chosen to manage and resolve all company inbound requests.
- Awarded top SDR of the Month by VP of Commercial Sales 3-time winner of the Team Player of the month honor.
Education
BA - Communication: Concentration in Public and Corporate Communications
Westfield State University
05.2018
Skills
- Salesforce and CRM expertise
- Apollo and Outreach proficiency
- BuiltWith and Similarweb analysis
- LinkedIn Sales Navigator and ZoomInfo
- Yesware and Salesloft tools
- Data analysis and reporting
- Gmail and ChatGPT utilization
Timeline
Senior Mid-Market Account Executive
Postscript
08.2021 - Current
Commercial Account Executive
Postscript
01.2021 - 08.2021
Commercial Account Executive
Datadog Inc.
04.2020 - 01.2021
Sales Development Representative
Datadog Inc.
12.2018 - 04.2020
BA - Communication: Concentration in Public and Corporate Communications
Westfield State University