Ryan Falla
Austin
Summary
Sales Leader with a strong track record in cybersecurity and IT solutions. Successfully led a $600K+ pipeline at Tosibox, expanding into industrial verticals, and securing key partnerships with OEMs. Closed over $1M in ARR at Expel, managing full sales cycles for MDR and threat detection solutions. Demonstrated success in high-stakes negotiations, consistently exceeding quotas (149% in Q1 at Expel). Proven ability to engage C-suite executives, deliver tailored demos, and expand business through strategic partnerships.
Overview
6
6
years of professional experience
Work History
National Sales Manager
Tosibox
Austin
07.2024 - Current
- Led enterprise sales strategy across U.S. industrial and manufacturing verticals, focusing on secure remote access and OT/IT networking solutions
- Manage and mentor a team of 3 BDRs, creating and overseeing outbound campaigns that increased qualified meetings
- Built and managed a $600K+ sales pipeline through outbound prospecting, inbound engagement, and partner referrals
- Developed co-selling relationships with system integrators and OEMs to expand reach into key industrial environments
- Delivered consultative demos to IT, OT, and integration teams
- Represented Tosibox at automation and manufacturing trade shows to generate awareness and pipeline in target regions
Enterprise Account Executive
4me (now Xurrent)
Austin
01.2024 - 07.2024
- Sold ITSM solutions focused on visibility, automation, and cross-functional workflows between IT and security
- Signed 3 MSP partners and supported initial go-to-market efforts for the U.S. partner program
- Facilitated executive roundtables and delivered tailored platform demos to IT and Operations leaders
- Generated $150K+ in net-new business while building early-stage enterprise pipeline toward a $1.2M annual quota
- Role concluded as part of a broader restructuring of North American sales efforts
Commercial Account Executive
Expel
Austin
07.2022 - 01.2024
- Closed $1M+ in ARR across new and expansion deals in the West Coast territory
- Managed full sales cycle for Expel's MDR and threat detection portfolio (SaaS, cloud, phishing, endpoint, vuln mgmt)
- Built and qualified pipeline alongside SDRs through targeted campaigns focused on CISOs, SecOps, and DevOps leaders
- Partnered with SHI, Birdrock, and Evanta on field events and channel-led opportunities
- Quota: $850K annually
- 2023 Performance: Q1 149%, Q2 86% | Average: 112%
Senior Mid-Market Account Executive
AT&T Cybersecurity
Austin
06.2019 - 06.2022
- Closed $900K+ in revenue while supporting a team of 10 reps as a solutions overlay for USM Anywhere SIEM
- Collaborated with partners like ZScaler, SentinelOne, and Digital Hands to develop multi-vendor strategies
- Represented AT&T Cybersecurity at BlackHat 2021, delivering live demos and product deep-dives
Associate Account Executive / BDR (Promoted)
AT&T Cybersecurity
Austin
06.2019 - 06.2021
- Promoted twice in two years after exceeding performance targets and leading in revenue generation
- Partnered with SEs on technical discovery and ran product walkthroughs across SIEM, SASE, and vuln management
- Owned outbound territory planning, renewals, and pipeline development for mid-market accounts
- Led onboarding and training sessions for new BDRs on product knowledge and sales processes
- Recognized for highest individual monthly revenue across the BDR team
Education
BS - CIS with Cybersecurity Certificate
Champlain College
Bachelors - Communication
Boston College
Skills
- Cybersecurity
- Sales
- Enterprise Sales
- Executive Roundtables
- Field Events
- GTM Plans
- ITSM Platform Sales
- MDR Sales
- MSP Partnerships
- Multi-Vendor Strategies
- OEMs
- Outbound Campaigns
- Pipeline Building
- Product Demos
- Renewals Management
- System Integrators
Timeline
National Sales Manager
Tosibox
07.2024 - Current
Enterprise Account Executive
4me (now Xurrent)
01.2024 - 07.2024
Commercial Account Executive
Expel
07.2022 - 01.2024
Senior Mid-Market Account Executive
AT&T Cybersecurity
06.2019 - 06.2022
Associate Account Executive / BDR (Promoted)
AT&T Cybersecurity
06.2019 - 06.2021
BS - CIS with Cybersecurity Certificate
Champlain College
Bachelors - Communication
Boston College
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