Automattic is the company behind WordPress.com, WooCommerce, Tumblr and a host of other web technology platforms. CEO Matt Mullenweg is a co-founder of WordPress which powers 43% of all websites. Automattic manages WordPress.org and dedicates more to the open source project than any other company.
Automattic is also a global leader in distributed workforce tooling and best practices before and during the global health pandemic.
I worked at the unicorn startup during an exciting phase of growth as a Senior Director account executive in the WordPress VIP division, the company’s enterprise SaaS offering.
My Role
I helped global brands making major investments in content to evaluate and adopt WordPress. My approach to solution selling concentrated on deeply understanding a customer’s business in terms of revenue growth, cost reduction, risk mitigation and innovation.
Working with executive leadership teams in all areas of the business, I navigated large organizations to craft complex deals to bring people and partners together. The role played into my strengths as a coach and teacher, as well as my experience in digital media, product development, IT, sales and marketing.
Accomplishments
- Orchestrated account-based marketing and sales activities on megadeals from opportunity to close & delivery;
- Direct contribution to 10x growth in three years to $30M ARR laddering up to $300M+ in Series D investments;
- Top Sales in 2020 at 140% OTE to beat aggressive growth targets of 50% YoY;
- Closed new business with Boeing, Eventbrite, REI, Culligan, American Eagle Outfitters and many other small and mid-size accounts. Led account relationships as well as deal flow to key agency and technical partners;
- Advised IDG, the world’s largest technology publisher of 100+ properties like Macworld.com and CIO.com on all phases of digital operations: architecture, editorial workflow, sponsor and ad revenue, events and content migration from complex bespoke systems to structured data with central governance;
- Led analyst relations presentations, research and pitch teams for Gartner Magic Quadrant, Forrester Wave and IDC special reports. Developed relationships with domain experts at industry events and led calls for business press, enterprise analysts and venture investors;
- Led agency and technical partner relations programs and go-to-market campaign strategies. Developed target lists, marcom collateral, BDR/SDR activities, and funnel development;
- Advised enterprise marketing on pricing, positioning, competitive research, channel optimization and revenue strategies. Led outbound campaigns for target industries from SDR training to dealflow;
- Established Professional Services practice for large accounts with $2.4M TCV in the first quarter of rollout;
- Force Management / Command of the Message professional sales training complementing my two decades of Sandler experience;
- Coaching / mentoring new account executives, BDRs & SDRs, which is perhaps the most fulfilling part of my role;
- Consistently recognized by leadership and colleagues for my contributions to marketing, product and customer success.