Mike Linn
El Segundo,CA
Summary
Account Executive with 13 years experience in SaaS sales, procurement, and customer experience. Trained in MEDDIC, Command of the Message, and Challenger. Began my career as a buyer of enterprise IT, marketing agency services & business consulting. Led RFPs and negotiated multi-million dollar contracts. Moved across the table to begin a career in enterprise software sales with a disruptive SaaS startup. Most recent company focuses on conversational AI and NLP to disrupt traditional marketing research, consumer insights, and customer experience programs.
Overview
15
15
years of professional experience
Work History
Regional Sales Director
Worthix
04.2022 - 08.2023
- Worked closely with CRO, CEO, and Sales Operations to design and adjust a go-to-market strategy for a Series A start up.
- 1 of 4 sales reps globally, owning end-to-end sale cycle from top of funnel business development through close, ongoing account management, and renewals.
- Selling to VP to C-Level personas in marketing, product, and customer experience.
- Closed only new domestic logo of FY 2022 with a fortune 50 global organization.
- Role eliminated due to company-wide layoffs
Sales Director, General Industry
Medallia
02.2021 - 02.2022
- 109% quota attainment. Ranked 3rd out of 6 reps on the newly created Enterprise General Industry team.
- Drove new growth and renewal revenue from a mix of named buying and net new accounts, above $1 billion annual revenue band, across Medallia's emerging industries such as B2B software and services, consumer services, consulting, and utilities.
- Worked with CXOs, CMOs, and product line leaders to build tailored solutions leveraging entire suite of Medallia's products and services portfolio.
- Closed top 10 US electric utility with total contract value over $4 million.
- Successfully sourced 2 new logos and prevented adopted at-risk customer from churning with positive ACV growth. TCV ranging from $350K to $4 million.
- Role eliminated after Thoma Bravo acquisition and company-wide layoffs.
Advisor
Cresa
02.2020 - Current
- Advising commercial real estate brokers on sales enablement, technology, and business development.
- Analyzed real estate markets and sub-markets, conducted building surveys, and negotiated leases on behalf of corporate tenants occupying traditional and flexible office space.
- Clients include a Fortune 500 wealth management firm and Fortune 1000 national big box retailer chain.
Enterprise Account Executive
WeWork, Inc
02.2019 - 02.2020
- 110% attainment on $2.25M quota in FY19. 2nd top performing rep.
- Turned the Southern California market from the lowest, to the top performing for enterprise in Q4 FY19.
- Worked with business line leaders, executive decision makers, and third party advisors.
- Impacted by company-wide layoffs following failed IPO
Enterprise Account Executive
Dialpad, Inc
04.2015 - 01.2019
- 105% attainment on $1.5M quota in FY18. Top performing rep on team.
- 95% attainment on $1.2M quota in FY17. 2nd top performing rep on team.
- Closed new logos and grew existing accounts through direct sales and channel partners.
Global Strategic Sourcing Manager
Electronic Arts, Inc
07.2012 - 01.2015
- Oversaw $13M in IT/Telecom, Marketing, and Real Estate/Facilities projects. Achieved annual savings of $3M+, exceeding quota by 20%.
- Negotiated contracts with strategic partners; Salesforce, ServiceNow, Google Cloud Platform, Delphix, Adyen, Bon Appétit, Bauer Transportation, Jones Lang Lasalle (JLL).
Sr. Procurement Specialist
Pacific Gas and Electric Company
06.2009 - 07.2012
- Bid, evaluate, negotiate, and prepare procurement documents.
- Implemented change management procedures reducing procurement transaction timeline by 15%.
Education
Bachelor of Arts - Business Administration, Supply Chain Management
University Of San Diego
San Diego05.2009
Timeline
Regional Sales Director
Worthix
04.2022 - 08.2023
Sales Director, General Industry
Medallia
02.2021 - 02.2022
Advisor
Cresa
02.2020 - Current
Enterprise Account Executive
WeWork, Inc
02.2019 - 02.2020
Enterprise Account Executive
Dialpad, Inc
04.2015 - 01.2019
Global Strategic Sourcing Manager
Electronic Arts, Inc
07.2012 - 01.2015
Sr. Procurement Specialist
Pacific Gas and Electric Company
06.2009 - 07.2012
Bachelor of Arts - Business Administration, Supply Chain Management
University Of San Diego
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