Nathaniel Hancock

Hired by the Co-Founders as the first VP of Sales to build the company's inside sales team. Goal was to grow 30-40% YoY selling primary to SMB local businesses. In the first two years we saw 1,500% growth, verticalized the sales team and built out a scalable model for SMB and Enterprise sales. In 2018 I was promoted to Executive VP of Sales reporting to the President/CRO and a member of the executive team. Supported 50% YoY growth Pre COVID, led the team through COVID challenges and continued to see 20-40%+ YoY growth through 2023. Promoted to Chief Sales Officer in 2022 reporting directly to the CEO and managing over 400+ people across the nation consisting of Inside SMB Sales, Inside SMB Expansion Sales, Sales Development, Business Development/Partnerships, Mid Market Sales, Enterprise New Sales, Enterprise Expansion Sales, Field Sales, Sales Operations and Sales Enablement with over 20 VPs, Sales Directors and Managers.

Key Metrics and Highlights:

• Grew sales org and revenue from 3 sales people and 1M in revenue in 2015 to 400+ sales people and 180M+ in 2023.
• Worked closely with finance to build and execute on a 40%+ annual growth plan, hit financial targets 28 out of 32 quarters.
• Saw average deal size increase from 200% in my time as sales leader and built a 90M Enterprise revenue line.
• Opened our international expansion in Australia, now a 15M revenue line for Podium.
• Oversaw international SDR expansion and grew SDR efficiency 900% in 12 months through offshore success.
• Worked cross functionally with all departments to lead out on the go to market strategy to transition from a single product offering to a full multi-product platform.

Hired by the Co-Founders as the second VP of Sales to build the company's SMB sales team. At the time they had not acquired a single customer. My core objective was to prove product market fit, build the go-to-market motion and scale the team from two sales leaders to 20+ direct sellers. I also worked closely with the product, customer success and marketing teams to establish the pitch, brand and product packaging to successfully win new customers and expand across multiple divisions and buying centers within our customer base.

Key Metrics and Highlights:

• Grew sales org and revenue from myself as the single seller and 0 customers to 15 sales people, 25 customers and 500k in ARR in the first year.
• Worked closely with finance to build and execute on a 40%+ annual growth plan, hit financial targets all four quarters, both as a seller and the team I managed.
• Helped leverage the 500k of ARR and 25 new customers to secure the companies first 12M series A funding.

Hired by the Co-Founders as employee #1 and the first VP of Sales to build the company's sales and customer success team. The goal was to prove product market fit and become the market leader in our category through direct sales customer acquisition. In the first two years we grew from 0 customers to over 100 US four year college and university customers including Stanford, Yale, UC Berkeley, etc. I reported directly to the Co-Founders and CEO until we were acquired by Chegg. Stayed on through the acquisition and two years post IPO. I reported to Chegg's CRO and led Chegg's only direct sales team, growing revenue 300% during my time there. We grew from a small team of five sales professionals to leading 50+ people across the nation consisting of Marketing, Sales Development, Business Development/Partnerships, Mid Market Sales, Enterprise Sales, Sales Operations and Sales Enablement.

Key Metrics and Highlights:

• Grew sales org and revenue from myself and 0 customers in 2006 to 25 sales people and 30M+ in revenue in 2014.
• Worked closely with CEO and CFO to build and execute on a 40%+ annual growth plan, hit financial targets 24 out of 32 quarters.
• Saw average deal size increase from 700% in my time as sales leader and average contract timeframe of 12 months to 36 months.
• Opened our international expansion in China and Turkey which became a 3M+ revenue line for Chegg.
• I was also personally responsible for presenting at over 200+ higher ed marketing conferences on the impact of Social Media in college recruiting, admissions and enrollment.
• Worked cross functionally with all departments to lead out on the go to market strategy to transition from a single product offering to a full multi-product platform including Freshman Student Marketing, Transfer Student Marketing, International Student Marketing, and Graduate Student Marketing.