Victoria Villarroel
Miami,Florida
Summary
Results-driven SaaS Account Executive with proven success increasing sales and revenue through solution selling and driving business value.
Articulate communicator with exceptional negotiation skills. Known for understanding customer needs and delivering effective solutions.
Overview
5
5
years of professional experience
Work History
SMB Account Executive
Algolia
San Francisco, CA
08.2023 - Current
- Created and executed campaigns to generate leads for potential customers.
- Generate pipeline through inbound leads and targeted outbound.
- Maintained a healthy balance between upsell opportunities in current install base and net new business (7 New Logos)
- Managed client relationships, resolving customer issues in a timely manner working closely with CSM.
- Prospected in new accounts and closed business while staying multi-threaded.
- Maintained accurate records of all sales efforts and customer interactions in SFDC.
- Listened to customer needs to identify and recommend best products and services.
- Performed Search and Google Analytics Audit through out the sale process, while uncovering potential ROI to then leverage in negotiations.
- Worked closely with solutions engineering and management team.
- Prepared weekly forecasts of expected revenue based on current pipeline activity.
- FY24 63.56% Quota attainment
- FY25 H1 117.7% Quota attainment
Corporate Account Executive
Okta
San Francisco, CA
07.2022 - 07.2023
- 91% quota attainment in FY'23; Top 10% Corporate Mid Atlantic
- Successfully worked together with extended team to generate 4x pipeline coverage ratio for FY'24
- Built territory plan by vertical and geography to create a tiered approach to the business
- Lead account planning strategies to cross sell and upsell existing accounts while harvesting new business
- Collaborate with key decision makers to identify business priorities and develop programs to deliver sales results
- Leverage consultative sales strategies to effectively overcome client objections and maximize sales activity
- Nurture customer relationships with knowledgeable support for sales and service needs directly and through extended resources
- Build and deliver sales presentations, user stories, ROI analysis, and deal structure to solve customer problems
- Maintain updated knowledge of identity and security industry, standards and trends related to accounts
- Create mutual success plans with customer participation to ensure alignment on timing and execution path
Account Executive
QOMPLX
Tysons Corner, VA
04.2021 - 06.2022
- Drove new business development and client acquisition in the US Southeast Mid-market across several industries
- Tracked sales and customer information and produced reports for upper management via Salesforce and Scratchpad
- Maintained updated knowledge of IAM, security industry and trends related to accounts
- Worked closely with SDR and SE throughout the Discovery and Demo process
- Prepared sales presentations and proposals to explain product specifications and services
- Used consultative sales strategies to effectively overcome client objections and maximize sales activity
- Headed negotiations to formulate and secure contracts
Senior Sales Development Representative
QOMPLX
Tysons Corner, VA
01.2021 - 03.2021
- Developed territory strategy plan to help generate pipeline
- Trained newly hired SDR's in market research, identifying sales lead prospects and product training
- Created and deliver qualified opportunities to Account Executives
- Participated in follow up meetings and demo's to gain experience for transition into an Account Executive role
Sales Development Representative
QOMPLX
Tysons Corner, VA
06.2020 - 12.2020
- Strategically self-sourced leads via Zoominfo, LinkedIn Sales Navigator and market research
- Documented outreach calls and follow-up contacts in CRM system to establish record of interactions.
- Exceeded consistently daily, weekly, and monthly metrics working to be a consistent top performer in my company
- Booked sales meetings for Account Executives and helped with territory development
Account Executive
Centric Business. Systems, Pair
McLean, VA
01.2020 - 05.2020
- Managed a full sale cycle from prospect to close
- Identified new business opportunities
- Scheduled and attended consultative meetings to identify customer needs
- Tracked all sales and related activities via CRM (Sherpa Compass)
- Recommended and demonstrated products to customers
- Prepared weekly and monthly sales reports as requested by regional management
- Negotiated profitable pricing to achieve projected revenue
Education
Bachelor of Science - Business Administration
University of Duisburg-Essen
08.2015
Skills
- MEDDPICC and Value Selling trained
- Detailed-oriented and reliable
- Lead Development
- Pipeline Management
- Negotiation and Persuasion
- Account Planning
- Highly coachable
- Computer savvy and proficient
- Problem-solving abilities
- IAM Security knowledge
- Proficient multi-tasker and effective in time management
- Readily adapt to changes quickly and think conceptually
Languages
Timeline
SMB Account Executive
Algolia
08.2023 - Current
Corporate Account Executive
Okta
07.2022 - 07.2023
Account Executive
QOMPLX
04.2021 - 06.2022
Senior Sales Development Representative
QOMPLX
01.2021 - 03.2021
Sales Development Representative
QOMPLX
06.2020 - 12.2020
Account Executive
Centric Business. Systems, Pair
01.2020 - 05.2020
Bachelor of Science - Business Administration
University of Duisburg-Essen
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