SHAWN SPENCE

-During my almost 8 years now at EDB the company has grown from 100 employees to over 1400. This has given me the opportunity to work in many roles as an Account Executive. Have covered Enterprise accounts, Commercial accounts, renewals, and expansions all at once. Worked on teams exclusively focused on bringing in new landings & expanding existing Fortune 500 & Forbes Global 2000 accounts and teams focused on Commercial accounts >1 billion in revenue.

• 99% of 2017 quota; 95% of 2018 quota; 119% of 2019 quota; 105% of 2020 quota; 138% of 2021 quota; 123% of 2022 quota
• Promoted to “Black Belt” leader of the commercial team in 2021. Tasked with assisting NA commercial team with pitching and selling EDB's new Fully Managed PostgreSQL cloud offering, Big Animal.
• Led NA Commercial team in New Logos 11 and New ARR in 2021 $699,212 NARR; Led Enterprise/Commercial team in NARR & IYB 2019, $1,1 million IYB, $900,000 New ARR; Ranked 2nd in NARR for NA Commerical team 2022.
• Covered every territory in the US & Canada
• Part of teams that focused on new logo obtainment, expansion of existing customers, and renewals for all levels of accounts.
• Attended monthly sales meetings and quarterly sales training.
• Maintained current knowledge of evolving changes in marketplace.
• Contributed to event marketing, sales, and brand promotion.
• Educated clients on new products or services to increase customer engagement with EDB & PostgreSQL brands.
• Increased sales with execution of full sales cycle utilizing MEDDIC, Sequence of Events, and Knowing your customer.
• Monitored and analyzed customer feedback to identify opportunities for improvement.
• Kept detailed records of daily activities through online customer database.
• Negotiated prices, terms of sales, and service agreements.
• Fostered lasting relationships with customers through effective communication and quick response, resulting in long-term loyalty and expanded client base.
• Identified new business opportunities through cold calling, networking, marketing and prospective database leads.

• Prospected Fortune 500 and Global 2000 accounts to identify sales prospects and scheduled introductory meetings for AE's
• Educated prospects on value of EDB Postgres through consultative sales approach and targeted outbound campaigns
• Achieved 300% to quota, over 3X performance of next highest performing representative
• Promoted to Account Executive 9 months into BDR position

• Responsible for Identifying key contacts and target accounts through prospecting databases while ensuring quality opportunities increasing forecasted pipeline
• Achieving and exceeding monthly team sales quotas by prospecting, identifying, and helping account executives close strategic deals
• Exceeded daily outbound prospecting goals of 120+ calls & 20+ emails increasing Account Executive team's development & maintenance of new and existing customer and partner relationships.

• Offering and selling bank financial services to consumer and business clients while processing various teller and banking requests
• Promoted to Senior Preferred Banker position within one year of employment
• Promoted and assisted other branch colleagues in setting up branch networking events to further expand personal and branch sales as well as helping train several new colleagues
• Maintained and brought in over 7 million in total deposits
• Referred over 15 million in trust and financial assets to my financial and trust advisors
• Organized and ran several weekly and monthly company and district meetings to go over monthly/weekly sales growth, branch and personal sale success stories, and best banking practices
• Assisted in growing the Wellesley branch to 170 million in total deposits from the branch's inception in May 2012 until Sept
• Closed over 10 "Eagle Lines of Credit" for a total of 5 million in personal and equity loans as well as referred over 10 million in mortgage loans to Relationship Managers

• Offered and sold financial products and services to consumers and business customers

• Provider of mortgage refinancing, automobile financing and other loan products

• Provider of Equity, Fixed-income, Multi-asset, and Absolute Return Portfolios