Summary
Overview
Work History
Education
Skills
Publications
Hobbies and Interests
Middle Initial
Speaking Engagements
Timeline
Generic

SCOTT A. SOROCHAK

Miami Beach

Summary

Transformational CRO with 20+ years of executive sales, marketing, and operational leadership accountability in Enterprise SaaS, consumer Internet, and social media businesses. Focused on helping executive teams and global organizations generate high-margin revenue growth, with a focus on positive EBITDA, supporting capital raises ($275MM+ equity and debt), and realizing successful shareholder liquidity ($675MM in exits).

Overview

31
31
years of professional experience

Work History

Chief Revenue Officer

Brandwatch
08.2022 - 12.2024
  • Hired by CEO to run Global sales with P&L responsibility of $226MM+
  • Accountable for 725 Sales professionals (SMB, Commercial, Mid-Market, and Enterprise), CX/CS and Professional Services resources in over 15+ countries
  • Delivered the go forward sales, account management, CX PS and support plan, delivering over $10M in cost savings in 2023
  • Grew ARR by 22% 2024/2023

Regional Vice President Sales (Datacoral, CRO)

Cloudera
02.2019 - 08.2022
  • Company Overview: Cloudera/KKR acquired Datacoral in June 2021
  • Hired by COO to run Southwest Enterprise & Mid-Market Sales. Expanded to Northwest Sales territory after 3 months
  • Accountable for ~$35MM revenue and managed 17 AE's, an increase from 11 AE's in 2021
  • Accelerated revenue growth by 38% through designing and implementing a refreshed sales operations plan that addressed team structure (Channel, Gov't, Cloud, Direct (net new), demand generation, and account management including refocusing compensation plans to be more value balanced between sales associates and Cloudera
  • Closed/Won over $18.5MM in net new business in less than 3 months post-acquisition
  • Cloudera/KKR acquired Datacoral in June 2021

Partner

Full Funnel / Blarney Ventures
06.2016 - 02.2019
  • Recruited by CEO/Founder to accelerate net new sales & revenue
  • Sourced and closed over 28 Mid-market and G2000 clients which contributed over $78MM in annual revenue
  • Created operational sales and demand generation playbooks now utilized across the company to drive net new business
  • Identified and led go-to-market diligence of a strategic acquisition that accelerated revenue by over 120% and drove $4.5MM in realized EBITDA synergies

SVP Global Sales & Client Services

Livefyre, Inc.
04.2013 - 06.2016
  • Company Overview: Acquired by Adobe in May 2016
  • Recruited by CEO/Founder to revamp sales organization
  • Created multi-phase sales operating plan that included re-architecting sales compensation plan, stack ranking existing sales team, instituting a performance culture, and aligning territory and quotas to achieve quarterly bookings numbers
  • Achieved 5 of 6 sequential quarters of meeting/exceeding bookings/revenue/profitability forecast
  • Realized 120% of the total 2013 bookings/revenue/EBITDA projections by June 2013
  • Authored an international sales and marketing launch plan for over 12 countries. New regions represented 45% of the company's total revenue in less than 18 months. Every country launch was profitable in less than 6 months.
  • Accountable to over 90 associates representing Global Sales, Marketing, Sales Engineering, Client Services and Customer Success Management before being acquired by Adobe
  • Acquired by Adobe in May 2016

Co-Founder, CRO

Rivet Games, Inc.
12.2007 - 01.2012
  • Co-authored the initial business plan and financial model for FooMojo
  • Responsible for all aspects of revenue, new user acquisition, customer retention and team development
  • Raised $1MM in seed financing in Dec 2007 from Ron Conway, Mike Maples, and personal investment
  • Responsible for securing $14MM Series A round of financing from Softbank Capital and Softbank Japan
  • Closed major distribution deals with Purina, Breeder's Choice, Iam's, and 20th Century Fox
  • Closed all 3rd party 'Offer Partners' (Offerpal, Super Rewards and Gwallet) to allow for non-credit card transactions, contributing to 25%, 45% of 2009 and 2010 revenue, respectively
  • Launched mobile initiative for related iPhone apps contributing to over $1MM in top line revenue in 2010 and 2011

CEO

Book Crossing, Inc.
04.2006 - 11.2007
  • Responsible for strategic direction, financial, go-to-market, and team leadership
  • Secured $1MM Series A round of financing
  • Implemented 4 additional revenue channels which brought company from $80K monthly loss to CF B/E in less than 12 months with 3-year on target revenue projections of: $3MM, $7MM and $14MM
  • Forged key strategic local Book Crossing Joint Ventures in Italy, Japan, France, Spain and Greece which accelerated regional new membership growth and revenue by over 30%

SVP Global Sales & Client Services

Adter active, Inc.
04.2005 - 04.2006
  • Stabilized and grew existing client accounts, acquired new advertisers across new vertical market segments and developed the International and channel sales go to market strategy
  • Led 8 sales and 7 client service representatives to support 270 accounts that generated $160MM and $32MM in Revenue and EBITDA, respectively
  • Accountable to realizing revenue and profitability goals of 6 business lines: Mortgage, Education, Targeted Lead Gen, Incentive, Redirect and Hosted
  • Participated in 2 key acquisitions for the Education vertical in 2005, providing an incremental $11MM revenue
  • Implemented TLQ (total lead quality) initiative, which has resulted in 35% reduction of total fraudulent or duplicate leads and increased overall conversions by an average of 2.5%, per vertical. The initiative has resulted in Adter active obtaining significantly higher CPA Pay-in rates in addition to increase volume commitments across the Advertisers, Lenders and Schools

CEO

Jarna, Inc.
02.2001 - 03.2005
  • Rewrote business plan to more accurately reflect Jarna's market segment in Mobile Web Services sector
  • Hired executive management team to fulfill Sales, Marketing and Engineering requirements
  • Closed initial marquee customer, Morgan Stanley on $1.5MM global enterprise solution and provided sales processes and compensation plan for sales team
  • Negotiated multi-year, multi-million dollar reseller licensing deals in total to: NASA, JPL, OAG, Novell, Deutsche Bank Alex Brown, GAO, Procter & Gamble, Xtra Corp, Caltrans
  • Brought in an outside PR agency to help accelerate corporate visibility and completed a 2-week road show, meeting with analysts from: IDC, Forrester Research, Meta Group, and Giga

Director Network Sales

Excite@Home
06.1996 - 12.1999
  • Employee #50. Responsible for all U.S. sales and business development activities in the @Work division targeting corporations requiring either high-speed cable connectivity for telecommuters and/or off-CATV ISP services such as 56kb, Frame Relay, DS1, DS3, OC-3 and OC-48
  • Presidents Club 1997(148%), 1998(166%)

Manager National Channel Sales

NETCOM
02.1994 - 06.1996
  • Employee #70. Responsible for sales and consulting staff of ten personnel targeting the Fortune 1000 and strategic clients in the U.S., U.K., Japan, Latin and South America
  • Responsible for producing 43% of total worldwide sales volume in 1995 and 1996

Education

BS/BA - M.I.S.

University of Massachusetts-Lowell

Skills

  • Global sales strategy and operations
  • Revenue forecasting and analysis
  • P&L management
  • Customer relationship management

Publications

Quoted in over 25 industry related publications including Time Magazine

Hobbies and Interests

  • Private pilot
  • Golf
  • Triathlons
  • Lead vocals and rhythm guitar in 2 local Bay Area bands

Middle Initial

A.

Speaking Engagements

Speaker at numerous technology, wireless and Internet conferences: Wireless Expo, Internet World, CTIA, CES, GDC

Timeline

Chief Revenue Officer

Brandwatch
08.2022 - 12.2024

Regional Vice President Sales (Datacoral, CRO)

Cloudera
02.2019 - 08.2022

Partner

Full Funnel / Blarney Ventures
06.2016 - 02.2019

SVP Global Sales & Client Services

Livefyre, Inc.
04.2013 - 06.2016

Co-Founder, CRO

Rivet Games, Inc.
12.2007 - 01.2012

CEO

Book Crossing, Inc.
04.2006 - 11.2007

SVP Global Sales & Client Services

Adter active, Inc.
04.2005 - 04.2006

CEO

Jarna, Inc.
02.2001 - 03.2005

Director Network Sales

Excite@Home
06.1996 - 12.1999

Manager National Channel Sales

NETCOM
02.1994 - 06.1996

BS/BA - M.I.S.

University of Massachusetts-Lowell

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