Shawn Henner

• Exceeded FY24 quota of $1.2M across new business, renewals, and services/technology, growing customer base by over 30%, the highest among West region reps.

• Currently at 200% of services/technology quota, 80% of renewals, and 75% of new business for FY25, with over $1M in middle-to-late stage pipeline.

• Sold a competitive suite of products including mobile/edge, DBaaS, cloud, on-prem, and professional services to enterprise accounts, driving cross-sell and upsell opportunities while opening new accounts.

• Led presentations and product demos, built relationships with key decision-makers (Champions, Coaches, Executive Buyers), and effectively managed opportunities using MEDDIC methodology.

• Collaborated with cross-functional teams to host webinars, trade shows, and industry-related events, contributing to overall sales success.

• Focused exclusively on net new business for accounts with under 1,000 employees, achieving 200% of annual quota and adding 11 new logos during my tenure.

• Consistently exceeded quota throughout FY22 & FY23, with highlights including 135% in Q1, 580% in Q3, and 150% in Q4.

• Played a pivotal role in launching and scaling the commercial sales team, helping expand the team from 3 to 14 reps within 6 months.

• Drove pipeline growth and revenue generation, contributing to Clari’s overall market success within the mid-market segment.

• Managed accounts ranging from $0 to $400M in ARR, driving both new business and cross-sell/upsell opportunities within existing customer bases.

• Achieved 100% quota attainment in FY22 H1 ($1.2M in renewals) and exceeded new business targets with 118% attainment ($750K in new business).

• #1 Rep in North America, responsible for a book of 28 customers including major accounts such as TripActions, Xactly, and ON24.

• Led large commercial deals from discovery to close, conducting product demos with Solutions Engineers and collaborating with cross-functional teams to secure contracts.

• Strategized and negotiated complex order forms, including multi-year and ramp deals, ensuring successful customer retention and expansion.

• Played a key role during the Couchbase IPO in July 2021, contributing to the company’s market growth during a critical period.

• Managed a territory of accounts with up to $100M in annual revenue, covering new business acquisition and cross-sell/upsell within existing customers.

• Achieved 110% of new business annual quota and 100% of renewals, securing the “Big Hitter Award” for closing a new logo deal over $100K within 30 days of being in role

• Ranked as the #1 Inside Sales Rep in North America, bringing in 3 new logos and driving significant revenue growth.

• Self-generated new opportunities through tools like Salesforce, LinkedIn Sales Navigator, Outreach, and ZoomInfo, guiding customers through the entire sales cycle from discovery to production.

• Collaborated with cross-functional teams including Solutions Engineers, Sales Ops, and Legal to streamline the sales process and ensure customer success.

• Promoted to Senior SDR, taking on a team lead role while continuing to drive personal success, ranked as the #1 SDR in North America and the West Region.

• Achieved 138% of annual quota, generating 88 opportunities against a target of 64, consistently exceeding quarterly goals:

• Q1: 147% of quota

• Q2: 169% of quota

• Q3: 156% of quota

• Led by example, mentoring junior SDRs while maintaining top performance in lead generation and opportunity creation.

• Played a key role in pipeline growth, collaborating with leadership to refine sales strategies and improve team-wide performance.

• Consistently exceeded quota by refining lead generation and qualification techniques, building upon my first year as an SDR.

• Cultivated and maintained relationships with key decision-makers at target accounts, enhancing engagement and conversion rates.

• Developed and executed high-impact email and call campaigns, improving prospect engagement and pipeline growth.

• Leveraged advanced sales tools such as Salesforce, Outreach, and LinkedIn Sales Navigator to optimize productivity and efficiency.

• Partnered closely with account executives to identify and capitalize on upsell opportunities within existing accounts, contributing to overall revenue growth.

• Generated new business opportunities, fueling the sales pipeline through strategic outreach and lead qualification.

• Efficiently responded to and qualified inbound marketing leads, ensuring timely follow-up and engagement.

• Collaborated to create and prioritize target account lists within a defined territory, focusing on high-potential prospects.

• Researched and expanded both new and existing accounts by adding contacts, emails, and executing strategic calling.

• Averaged 80-100 daily calls and 200-300 daily emails, maintaining consistent outreach to drive lead generation.

*Achieved +100% of Quota during my tenure*

• Proactively generated new business opportunities through high-volume door-to-door sales, visiting 80-100 prospects daily.

• Consistently exceeded weekly and monthly sales targets by employing strategic and effective sales techniques.

• Demonstrated in-depth knowledge of AT&T and DirecTV products, services, and pricing, successfully communicating value propositions to clients.

• Achieved the fastest promotion from distributor to Account Director within one week, highlighting rapid growth and leadership potential.

• **Never fell below weekly quota of 6 sales during my tenure**

• Managed relationships with 35 bike shops across the Southern California region, ensuring optimal inventory levels for bikes, apparel, and accessories.

• Oversaw inventory management for each shop, maintaining stock accuracy and availability of key products.

• Demonstrated in-depth knowledge of Specialized full product line, effectively supporting sales and educating shop owners on features and benefits.