Kevin W. Cipollaro C: 415-***-****

San Francisco, CA ad48cr@r.postjobfree.com

B2B SaaS solutions/consulting services sales leader and individual contributor, recruit/mentor top performing sales teams, develop/execute account and vertical GTM sales strategies, with a proven track record of consistently exceeding quota targets. Implement sales tools and processes that create efficiencies and results. Demonstrated success cultivating extensive client and partner networks, based on building trust by delivering value, resulting in accelerated account penetration, sales cycles progressions and revenue growth. Deep expertise navigating core verticals and engaging LOBs/leadership in highly matrixed enterprises. Analytical thinker, breaking down complex issues, drawing insights that inform critical decisions. Strong communicator.

Key Results

Ø Individual contributor and sales leader, closed est. $227M over last 10yrs, across multiple industries in NA & EMEA. Ø Devised/executed NA sales plan, grew revenue from <$500k to $14.7M first year, selling B2B SaaS solutions. Ø Individual contributor, closed $23.6M over 3yrs. - 194% avg. over quota. Led top performing sales team in ’15 & ‘16. Ø F100 employer, closed $17M, 41% over quota in ‘13. Achieved 5 Winner Circles (min. 30% over annual quota). Ø Developed Partnerships/sales programs over the last ten years, generated est. $73M in Partner driven revenue. PrivacyHawk, San Francisco, CA 2023 - present

SVP BUSINESS & PARTNER DEVELOPMENT, NORTH AMERICA (Independent contract consultant) Sales and marketing advisor for this personal data protection automation and AI cybersecurity SaaS solutions start-up. Built enterprise sales and marketing foundation, developed affiliate and partner GTM strategies.

• Built $18M pipeline, engaging multiple LOBs and leadership roles with affiliate & enterprise accounts.

• Secured agreements with leading technology partners, designed revenue share models and co-selling strategies. West Monroe, San Francisco, CA 2021 - 2023

VP, ENTERPRISE SALES, HIGH-TECH PRACTICE DIRECTOR, NORTH AMERICA Individual contributor, developed GTM strategies, expanded territory and vertical markets and drove revenue growth. Designed/implemented sales engine/processes/playbooks for this digital agility consulting services, data platform solutions and software development services company. West Monroe delivers technology and operations analysis/recommendations focused on digital transformation, CX journey and customer success/retention enhancement, customer data platform and data/analytics development, generative AI integration, cloud platform modernization and software design/engineering.

• Closed $3.1M, 55% over quota, selling to F1000, acquired new logos (70%) and upsold client accounts (30%).

• Collaborated with Marketing, droving BD initiatives including targeted messaging/campaigns, CX/CS leadership round table engagements and implemented event participation strategy.

• Initiated cross practice collaboration, horizontal and vertical, accounted for 32% of revenue growth.

• Led multiple CX/CS client post-close projects, expanding exposure into additional LOBs. Generated additional revenue.

• Initiated revenue bearing partner programs: aws, Gainsight, Salesforce and Criteo. iProov, San Francisco, CA 2020 - 2021

VP SALES, MARKETING & PARTNER DEVELOPMENT, NORTH AMERICA Crafted/implemented NA GTM sales strategy, selling into Retail/FS/Gov/HC enterprise accounts. Established sales engine and partner ecosystem for this ID verification/biometric authentication SaaS solution and ISOC platform start-up company that uses patented technology to seamlessly and securely authenticate users, providing enhanced onboarding, channel orchestration, customer experience journey and customer retention. Automatically detects and prevents security threats in real-time. Spokesman at events, led multiple CX/CS/CISO roundtable discussions with prospects and clients.

• Launched NA business, developed/executed Sales & Partner strategy, grew revenue <$500k to $14.7M 1st yr.

• Developed/executed NA territory and revenue plans, sales and marketing GTM strategies. Developed sales engine/playbooks. Recruited/led sales, BD, CS and Marketing teams. Hired VP software architecture support.

• Pivoted from field sales to Partner driven sales. Led Customer Success practice, secured a NRR rate of 86% in ‘21.

• Identified and secured technology and managed services partnership agreements, including co-marketing, sales program development and product pricing tiers, resulted in generating 75% of annual revenue in first year. Rimini Street, San Francisco, CA 2018 - 2020

SENIOR DIRECTOR, ENTERPRISE SALES – WEST REGION

Refined/instituted core vertical sales strategy for this ERP support services, security software solutions and cloud migration consulting services company. Established Partner ecosystem to accelerate vertical market penetration (High-Tech/HC/SLED).

• Recruited/mentored hunter sales team (12 reps/2 mgrs.), sold complex services/SaaS solutions, developed GTM strategies, leveraged internal resources (marketing, consulting, customer success & software/support engineers). Closed $26M/54% over quota ‘18 and $48M/87% over quota ‘19.

• Refined/enhanced business development and sales ops frameworks: BD qualified lead generation increased by est. 60% and increased pipeline growth by factor of x3, accelerated sales cycles (28%) and forecast accuracy (96%).

• Created ROI sales tool, adopted company wide, leveraged cost vs savings model, targeting CFOs & CIOs.

• Team led NA sales in security software sales (application/middleware/database) in ’18 and ‘19. Quantifind, San Francisco, CA 2017

SALES STRATEGYADVISOR (Independent contract consultant) Revenue driver and data evangelist for this e-customer data platform and SaaS solutions innovator that delivers consumer and brand insights, reveals buying signals and brand preferences, derived from unstructured data extraction across social media platforms. As a result, Marketers create more informed brand development strategy, marketing campaigns and cross-selling strategies. Product management leverages insights to enhance software features and product design/enhancements.

• Engaged senior marketers, identified/ supported multiple projects, generated seven figure agreements. Avention, Boston, MA & San Francisco, CA (Acquired by Dun & Bradstreet in ‘17) 2014 - 2017 VP, ENTERPRISE SALES, AMERICAS

Developed and executed sales, vertical and partner GTM strategies for this data/analytics SaaS, automation and cloud platform solutions company. Provided unified marketplace for data, analytic and AI, open/scalable customer data platform development, orchestration, data strategy/governance/warehousing/migration, BI & visualizations, MDM, software development and professional services. Engaged CMO and CDO, building data strategies serving interdependent objectives.

• Individual contributor and team lead, consistently surpassed quarterly/annual quotas and KPI targets, expanded territory, penetrated new verticals. Closed $5.4M/176% over quota (’14), $7.8M/161% over quota and $10.4M/246% over quota.

• Enhanced sales framework/processes/training, applied prospecting and client engagement strategies/tactics, accelerating qualified pipeline growth and sales cycles progressions, consistently delivered on quarterly revenue commitments. Expanded territory and vertical account penetration. Rep quota attainment 63% in ‘15, increased to 88% in ’16.

• Developed more robust partnership strategies with leading tech partners, including leading MSPs and System Integrators. Partner revenue contributed $3M+ in ’15 and $8M+ in ‘16. Partnerships with Sitecore, Criteo, 6sense & Salesforce. Gartner, Boston, MA 2006 - 2013

GLOBAL CLIENT DIRECTOR, TECHNOLOGY RESEARCH, ADVISORY & CONSULTING SERVICES Individual contributor, responsible for driving client revenue growth through account management, selling to global F500 accounts in core verticals including High-Tech, Financial Services and Healthcare. Expanded existing client footprints selling technology research, advisory and consulting services. Grew business in highly matrixed organizations, building relationships as a trusted advisor to CIO/CFO/CTO/CMO/CISO/CPO/CSCO/CDO.

• Closed $17M, 44% over quota final year. Achieved 5 Winner Circles (min. 30% over quota), during tenure.

• Led Sales and Partner development strategy and tactical services, identifying opportunities, driving business negotiations for services that mapped to client needs, priorities, gaps and strategies.

• Promoted to Sales Enablement/Business Development and Partner Strategy leadership teams, contributed to enhancing sales and partner operations. Received CRO recognition award in ’12 for contributions made. EDUCATION

BA; Political Science, University of Maryland, Baltimore County, Maryland

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