Enterprise Account Executive with SaaS Revenue Growth

Rich Mazikani

Washington D.C., ***** LinkedIn Profile: www.linkedin.com/in/richmazikani

402-***-**** ****.********@*******.***

ENTERPRISE ACCOUNT EXECUTIVE – 09/2023 – Present

Bloomberg INDG Washington D.C (Hybrid)

• Closed $1.04M in new SaaS contracts across legal and tax depts to companies generating $400M in revenue.

• Managed full sales cycle from prospecting to renewal selling an integrated suite of tax, law, payroll technology solutions built to mitigate corporate risk and reduce outside counsel spend.

• Generated Created 90% of pipeline through self-sourced outreach; 25+ meetings/week with a 65% occurrence rate on net new cold-outbound scheduled meetings.

• Exceeded productivity KPIs creating $62K across 5+ net new opportunities per week at a 26% close rate with

• Led in-person and virtual consultations on Microsoft Teams and Zoom.us delivering clients an average 25% reduction in outside counsel spend.

• Achieved 100% customer retention rate against 87% target goal protecting $15.3M in existing revenue base.

• Collaborated with IT and strategic Bloomberg channel partners creating $20K in weekly pipeline for a $1M+ annual impact.

ENTERPRISE ACCOUNT EXECUTIVE – 08/2022 – 08/2023

AskWonder Los Angeles, CA (Remote)

• Closed net new business selling to Fortune 500 companies and consulting firms against $1.25M quota goal.

• Consulted C-level executives using Challenger, Strategic Selling, and GAP methodologies to drive new business and influence the decision-making process for key stakeholders.

• Demonstrated ROI of research platform solution by showcasing tool’s value on reducing R&D costs in for business optimization and technology-based innovation initiatives by an average 30%.

• Revamped outbound messaging playbook resulting in 25% TOF improvement and led performance with a 16% close rate.

• Exceeded activity KPIs by 150%+ generating 15+ SQLs per week and conducting 10+ discovery calls. ENTERPRISE ACCOUNT EXECUTIVE – 01/2022 – 07/2022

MadKudu San Francisco, CA (Remote)

• Advised CMOs, CROs, and GTM leaders on no-code PLG platform that utilizes predictive scoring and data science to help companies identify and prioritize high-value sales and marketing actions against $1M quota.

• Self-sourced pipeline development converting inbound leads into new logo acquisitions at $40K+ annual cash value with 15 discovery calls per week.

• Collaborated with engineers to develop custom data models with specified buying signals for clients to witness impact of AI prioritization by automatically ranked and segmented leads and accounts in POC’s. ACCOUNT EXECUTIVE – 12/2018 – 01/2022

ExecVision, a Mediafly company Washington, D.C (Hybrid)

• Achieved 115% of quota selling conversation intelligence solutions to enterprise sales organizations (50+ reps).

• Won flagship logo, closing Adobe to generate $85k in annual recurring revenue within 60-days of product launch by spearheading GTM strategy for a new coaching automation tool.

• Developed bundled solution strategies leveraging MEDDPICC and Command of the Message increasing average deal size by 12%.

• Closed largest deal in company history netting $145K in TCV with Internet Brands applying a suite of sales methodologies.

ACCOUNT MANAGER – 03/2018 – 12/2018

Vorsight, an Acquirent company Arlington, VA

• Attained 123% of quota managing clients by ensuring TOF campaign objectives sync with prospecting strategy built for SDR execution in junction with managing pipeline using a tactical cold outbound approach.

• Mentored 10 SDRs, improving team quota attainment by 18% through GROW coaching framework for skill development and utilizing call recordings in revenue intelligence tools daily to reinforce what ‘good’ looks like.

• Led 5+ weekly client business reviews presenting strategic insights outlined by activity and performance benchmarks from salesforce.com reporting for clients such as Blackboard, Visier, TIBCO, Axon QA Symphony. SENIOR SDR & ONBOARDING LEAD – 01/2017 – 03/2018

Vorsight, an Acquirent company Arlington, VA

• Achieved 112% quota by securing 20+ SQLs per month for 6+ SaaS clients concurrently by utilizing a highly strategic, outbound outreach process to drive business development efforts.

• 118% quota attainment and multiple winner of internal performance awards “Call of the Month” High Performer,

‘Game of Thrones Competition,’ President’s Club Trip.

• Ranked in the 95th percentile in performance by exceeding KPI benchmarks by booking 3 meetings daily through high-volume outreach (150+ calls, 100+ emails daily).

• Developed ICP playbooks accelerating new rep productivity by 32% applied against high volume of net new accounts with outbound strategies targeting Sr. Execs across SMB, Mid-Market and enterprise segments.

• Promoted within 7 months in initial BDR/SDR role after booking 60+ SQLs in 3-month period utilizing multiple cold outbound strategies.

Skills & Certifications

• Advanced Sales Certifications: Integrity Selling, Gap Selling, Sandler Sales Training, Corporate Visions Decision- Science Training, Vorsight TOF Training, Bloomberg Finance Fundamentals (Certificate ID: 81bbLYJc1t77qDemvjkHS7tF).

• Key Skills: Enterprise SaaS Sales, Strategic Prospecting, Executive Alignment, Complex Negotiations, New Logo Acquisition, Upsell & Cross-Sell, Forecasting & Pipeline Management. Account-Based Selling, Customer-Centric Selling, Virtual Selling.

• Technical Skills: Salesforce, HubSpot, Zoho, Gong, Chorus, ExecVision, Outreach, AI, CoPilot, ChatGPT, Claude, Microsoft Office Suite, Power BI, Excel (pivot tables/macros), MadKudu (predictive scoring), Loom, Vidyard, Seismic, Zapier, Marketo,

• Sales Navigator, Five9, Genesys, DialPad, SalesLoft, Mediafly, Nextiva, Slack, Zoom, WebEx, Trello, Notion, Miro, Outlook, and Power Automate, Jira, Asana, Monday.com, SharePoint, OneDrive, Box, DocuSign, CongaSign, Adobe Acrobat Pro.

EDUCATION

BA, University of Nebraska, Lincoln

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