Ted Hartley
Wilmette,IL
Summary
Dynamic and results-driven seller of enterprise transformational technologies dedicated to empowering organizations in achieving growth objectives. Proven track record of four successful exits totaling approximately $15 billion, with expertise in high, low, and multi-threaded sales strategies while fostering trusted advisor relationships with executives. A commitment to customer success drives authentic engagement, curiosity, and optimism, ensuring every interaction is educational and enjoyable. Utilizing established sales methodologies such as MEDDPICC and Challenger, a focus on qualifying opportunities transforms challenges into avenues for success, reinforcing the belief that collaboration is key to winning deals.
Overview
2022
2022
years of professional experience
Work History
Strategic Account Executive
Ping Identity
Chicago, IL
2023 - 2026
- IAM/CIAM - combine with Auth0 and use company description
- Acquired by Thoma Bravo (merged with competitor ForgeRock - $5 billion transaction)
- ACV Quota: $1.5M, Attainment: 30%, Avg. ACV Deal Size: $160k
- Executing sales team integration/strategy, territory alignment, and “big bet” on net, new enterprise customers
- Self-motivated, with a strong sense of personal responsibility.
- Worked effectively in fast-paced environments.
Strategic Account Executive
Okta
Chicago, IL
01.2022 - 01.2022
- ACV Quota: $1.2M, Attainment: 100%, Avg. ACV Deal Size: $400k
- Collaborated with marketing teams to create targeted campaigns that align with client objectives.
- Traveled nationwide to visit stakeholders, prospects, and existing clients, generating additional business opportunities.
- Developed strategic plans that aligned with corporate objectives, driving sustained growth across the organization''s portfolio of accounts.
Strategic Account Executive
AuthO
Chicago, IL
01.2019 - 01.2022
- Acquired by Okta ($6.5 billion transaction)
- Hired to sell customer identity cloud to large enterprises
- Worked with CSMs to upsell/cross-sell into install base and close net, new customer deals by teaming with marketing, solution engineers, and partners
- ACV Quota: $1.0M, Attainment: 180%, Avg. ACV Deal Size: $600k
- Led cross-functional teams to implement enterprise-wide identity management systems for clients.
- Analyzed market trends and client feedback to refine product offerings and drive customer satisfaction.
Strategic Account Executive
Introhive
Chicago, IL
01.2019 - 01.2022
- Sales Productivity, Revenue and Marketing Data Quality, Global Accounts, 2019-2022 ($150M VC funding)
- Leading the approach for strategic accounts and expanding global selling capabilities with large enterprises
- Conducted in-depth presentations showcasing product capabilities, resulting in increased client engagement.
- Mentored junior account executives on best practices for relationship management and sales strategies.
Strategic Account Executive
Sword-Ciboodle
Chicago, IL
01.2008 - 01.2014
- CRM, Customer Care and Engagement, Multiple GTM roles, 2008-2014
- Acquired by Verint Systems ($514 million transaction)
- Hired as first sales executive for North American market entry
- Built and expanded relationships by delivering customer insights to drive sales, repeat business opportunities, and increase market share.
- Negotiated agreements to develop and execute profitability strategies for key accounts.
Strategic Account Executive
Salesforce
Chicago, IL
01.2003 - 01.2008
- Pre-IPO, growing from $50M ARR to $750M)
- 500th employee
- Hired to sell into large enterprises and move the customer base beyond mid-market focus and curate adoption of the new SaaS delivery model
- Cultivated strategic relationships with key clients to enhance account growth and retention.
- Developed tailored solutions leveraging identity security tools to meet client needs effectively.
- Built extensive networks within target industries, securing valuable referrals and expanding the company''s presence in key markets.
Education
Bachelor of Science - Accounting/Finance
Indiana University
Bloomington, INExecutive Programs - Business Transformation, Security and Artificial Intelligence
Northwestern University, Kellogg School of Management
Evanston, ILSkills
- Forecasting, account planning, lead generation
- Complex deals and contract negotiations
- Internal partnership with leadership, SE, BDR, marketing, partners, customer success, profession services
- Expertise selling to stakeholders (CISO, CIO, CTO, Head of Engineering, DevOps)
- Use sales methodologies (MEDDPICC, Challenger, Sandler)
- Develop key territories and use cases
- Achieve quarterly goals, metrics and objectives
- Building pipeline
- Working with external partners
- Exceptional problem solving and analytical skills
- Strong communication active listening
- Defining enterprise requirements
- Prospecting/hunter/new logo roles
- Upsell, cross-sell
Timeline
Strategic Account Executive
Okta
01.2022 - 01.2022
Strategic Account Executive
AuthO
01.2019 - 01.2022
Strategic Account Executive
Introhive
01.2019 - 01.2022
Strategic Account Executive
Sword-Ciboodle
01.2008 - 01.2014
Strategic Account Executive
Salesforce
01.2003 - 01.2008
Strategic Account Executive
Ping Identity
2023 - 2026
Bachelor of Science - Accounting/Finance
Indiana University
Executive Programs - Business Transformation, Security and Artificial Intelligence
Northwestern University, Kellogg School of Management
GAP YEAR
- Indiana University Football, 2025-06, Present, Assisting athletic department leadership with name image likeness, fundraising, recruitment, and marketing strategies, The Bottom Line: Indiana has proven that the right leadership and culture can flip the "losingest program in CFB history" into a dominant financial powerhouse in three seasons., Called the biggest turnaround in sports history, college football national champions. First 16-0 season in 131 seasons and Indiana University’s first-ever Heisman Trophy winner - Fernando Mendoza, 2-time national coach of the year (2024, 2025) - Curt Cignetti, The valuation explosion - In 2023, IU Football was valued at $94M, ranking #96 nationally. Today, that valuation has surged to $648M, Ticketing demand - Season ticket sales increased 50% YoY (2024-2025). IU is positioned to deliver one of the most valuable ticket packages in college sports through premium "seat equity" and waitlist models.
- Giving, 2025-06, Present, Assistance for those in need., 50 family dinners donated for each holiday, Mentorship and tutoring, Big Shoulders Fund, I Have a Dream Foundation, United Way, PAWS
CONSULTING & ADVISORY SALES
- KPMG, Partnership (sell to & with) + independent advisory sales
- Deloitte, Sales/Consulting (Private Equity and Venture Capital Advisory)