Summary
Overview
Work History
Education
Skills
Websites
Timeline
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Robbie Robbins

Orinda,CA

Summary

Results-driven Sales Executive | 30+ years exceeding targets & building blue-chip partnerships | Proven expertise in go-to-market strategy, complex deal closure, and team leadership.


Eager to leverage expertise in strategic sales, partner management, and early market dynamics to fuel rapid growth at your disruptive tech company.


Overview

36
36
years of professional experience

Work History

Sr. Vice President Sales

Binarly
05.2023 - Current
  • Binarly is a AI-powered firmware vulnerability transparency platform that helps IT Hardware makers and operators improve their firmware and embedded security programs by automating the tedious process of finding and fixing nasty IT Supply Chain risks within the UEFI ecosystem
  • Helped Binarly launch initially as a Strategic Advisor in Dec.2021 and joined in 2023 as the Sales leader to help win lighthouse customers including Dell Technologies, Northrop Grumman and attract our initial seed investors
  • Working to find product-market-fit and have built a >$ 5 million pipeline of IT OEMs, Data Center Service Providers, Aerospace and Defense and Medical Device Manufacturers.

Vice President Sales

RegScale
01.2022 - 04.2023
  • RegScale is a continuous compliance automation platform that digitizes regulations, hosts them in a system of record, automates assessments, delivers real-time reporting, and scales to support any regulation for any business process
  • Joined as employee number five as the VP of Sales, I managed our sales strategy and go-to-market execution
  • Developed a repeatable sales model, helping to drive our first $3M of ARR from 10+ strategic customers including USN NIWC PAC, SentinelOne, Chipotle, Dept Of Energy and several others
  • Helped to secure USAF SBIR Phase II award of $750K through USAF Digital Directorate – Hanscom AFB
  • Closed strategic reseller partnership with EmagineIT, a Third-Party Assessor Organization (3PAO) supporting the FedRAMP Program Management Office.

Vice President Sales and Business Development

ReFirm Labs
08.2018 - 10.2021
  • In June 2021, ReFirm Labs was acquired by Microsoft
  • A Firmware Vulnerability Management solution helping Microsoft customers and their extended Azure ecosystem with the ability become proactive in identifying product security and supply chain risks associated with firmware and embedded real-time operating systems
  • As the VP Sales & BD, I managed our go-to-market and customer success activities
  • Along with eight other IoT and national security experts we launched a commercial version of Binwalk, the defacto standard for reverse engineering embedded systems and IoT devices
  • We initially found product market fit for our automated firmware vulnerability management solutions by providing business value to both device makers and operators
  • Helped move our revenue from product/services mix of 20% product to over 90% product in 2019-2020
  • Evangelized ReFirm Lab’s solutions at industry events including RSA, Blackhat, and Mobile World Congress and recruited and signed partnerships with strategic world-wide security solution providers
  • Established multi-year customers including blue-chip brands including AT&T, Charter, Emerson Electric, IBM, Cisco, Netgear, Cradlepoint, US DoD, Canadian National Defense, Northrop, & Raytheon.

Area Sales Director

ThreatConnect
02.2016 - 08.2018
  • ThreatConnect provides solutions in the Threat Intelligence (TIP) and Security Orchestration and Automated Response (SOAR) markets
  • We helped industry leading companies improve their cyber risk posture by operationalizing Threat Intelligence data and orchestrating and automating security process across incident response, security operations and risk management teams
  • As an ASD of Sales, I managed an Inside Sales Rep and Security Engineer to drive sales engagements across F2000 companies across 13 Western US states and Australia
  • Closed >25 accounts including Intel, Workday, Shaw Cable, SCE, Walt Disney, State of CA and Levi
  • Opened the Australia market by recruiting and signing Content Security, an MSSP partner and closing a six-figure transaction with Commonwealth Bank of Australia.

Regional Vice President

Seculert
01.2014 - 01.2016
  • Seculert provided an automated breach detection platform to enable global enterprises to rapidly detect targeted malware infections
  • The Seculert cloud-based platform helped to improve the performance and operational efficiency of Security Operations Centers and Incident Response
  • As an RVP of Sales, I work closely with a team of Sales Development Reps and a Solution Architect to drive sales engagements across F2000 companies, strategic MSSPs and Technology partners across 17 Western US states
  • Closed and added new forecasted revenue and partnering opportunities totaling over $3 million with accounts such as Cisco, HP, ADS, BMC, Starbucks, Virtela, Fujistu and Dimension Data.

Partner Sales Director/ Account Executive

Leading Technology Companies
01.1988 - 01.2014
  • Direct sales experience with leading technology companies including:
  • NextLabs, Raytheon, PGP Corporation, Macromedia, Symantec, and Digital Equipment Corporation

Education

Bachelor of Arts - Management And Entreprenuership

Saint Mary's College of California
Moraga, CA
05.2002

Skills

Early Market and Start-up sales expertise, Strategic Alliances, Business Development, Direct Sales, Channel Sales, Sales Management, International Business-Savvy, Software and Hardware Sales, and Support

Timeline

Sr. Vice President Sales

Binarly
05.2023 - Current

Vice President Sales

RegScale
01.2022 - 04.2023

Vice President Sales and Business Development

ReFirm Labs
08.2018 - 10.2021

Area Sales Director

ThreatConnect
02.2016 - 08.2018

Regional Vice President

Seculert
01.2014 - 01.2016

Partner Sales Director/ Account Executive

Leading Technology Companies
01.1988 - 01.2014

Bachelor of Arts - Management And Entreprenuership

Saint Mary's College of California

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