David
Lassen
Strategic and Technical Sales
Professional
Self-identified generalist with a founder's mind and an engineer's cognition. Technical strategic sales professional (16 years) with direct boardroom exposure and experience selling into Product, Engineering, Data, Analytics/BI and Marketing personas. 3-time founding sales hire with 2 successful exits. (acquisitions to Gainsight, Marketo)
01 PROFESSIONAL
HARD SKILLS AND MASTERIES
MULTI-THREADING
90%
TECHNICAL TOPICS
95%
SALES PROCESS & DEAL CONTROL
90%
MEDDPICC/MEDDIC
95%
COACHING & ENABLING OTHERS
95%
CROSS-FUNCTIONAL EFFECTIVENESS
85%
DEMOING
95%
ACCOUNT PLANNING
85%
FINDING PAIN
90%
PRESENTATION AND ARTICULATION
90%
NEGOTIATION TACTICS
90%
MUTUAL ACTION PLANS
95%
02 PORTFOLIO
NEW LOGO BOOK OF BUSINESS INCLUSIONS
03 Experience
08/17 – 08/23
GAINSIGHT
+ APTRINSIC (ACQ BY GAINSIGHT)
Strategic Account Executive | 08/17-02/23
Global Platform Sales Lead, PX | 02/23-Present
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Closed first 35 customers for Aptrinsic as founding sales hire representing ~$600k pre-acquisition
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161 deals closed, 131 net new logos
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$3.8M in ARR representing ~40% of the company's ARR for the PX business segment
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3x President's Club Qualifier
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#1 PX Rep by ARR in 2018, 2019, 2021, 2022
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Highest single rep annual achievement for PX at $1.3M ARR
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37 deals won vs primary competitor with 70%+ win rate
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Own 8 of top 10 highest PX ARR FQ achievements
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Presently act as the primary SME across the org and work & design the largest and most strategic deals
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Operate as my own technical resource (SC) as needed
05/16-08/17
WOOPRA (ACQ BY APPIER)
Enterprise Account Executive
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Founding sales hire at bootstrapped operation (9 EEs) responsible for building an Enterprise book of business from $0 ARR
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$780k ARR established in first 15 months which represented over 65% of company's revenue
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Notable new logos included: HTC, Vodafone, Wells Fargo, Penton, Carnegie Mellon, Telenor Group
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In addition to owning full cycle--managed inbound and outbound lead gen, technical scoping and some post-sale onboarding/support
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Primary personas include CPO/CTO, PM, BI, Analytics, Data, Engineering in high volume B2B/B2C web environments
01/15-05/16
SEARCHMETRICS
Regional Sales Manager
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Closed first net new log, Bleacher Report, in only 5 weeks (avg 3-4 months)
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Additional notable new logos include CNN Money, Bank of the West, Forever 21, Kaiser, Fandango, Revolve.com
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Closed company's first $200k+ deal and first finserv customer
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~75% of pipeline opportunities were self-generated
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Owned POCs and technical conversations
08/13-01/15
MARKETO (ADOBE)
+INSIGHTERA (ACQ BY MARKETO)
Sr. Account Executive
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Joined Insightera as founding sales hire, acquired first 9 customers and first US and enterprise logos prior to Marketo acq
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Tripled ACV from $10k to ~$30k
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While at Marketo- achieved quota in 10 of 12 monthly quota cycles and 121% of quota annually
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2014 Presidents Club Qualifier
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Closed 2nd largest deal in corporate segment ($240k)
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Trained and enabled all 40+ reps/SCs on the Insightera product (positioning, competitive, demoing etc)
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Notable new logos include- Serena Software (Micro Focus), Magento (Adobe), AppDynamics (Cisco), Bazaarvoice, BBB
10/11-08/13
DEMANDBASE
Strategic Account Development
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Highest rep total at over $3.55M in pipeline generated from Q4 2011 through Q2 2013
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Over 250 enterprise and strategic opportunities generated the same time period
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Team record $900k in pipeline generated in Q2 2012
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Excelled in high volume environment averaging over 100 activities daily (this was prior to sales automation tools like Outreach)
09/08-10/11
TRUE WIRELESS
Corporate Account Executive
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Sold 6,000+ mobile field/fleet management licenses to Enterprises like John Muir, Honeywell, Stryker
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Sold recurring Blackberry TEM Analytics services for enterprises with large mobile deployments (AHS, Siemens, Honeywell)
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Sold $600k of bi-annual contracts for BES (Blackberry Enterprise Server) endpoint management to organizations that required an increased level of security (Stryker, Blue Cross)
05/08-09/08
AMERICAN EXPRESS
Internship, Field Sales | Corporate Card Solutions
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Called on non-Amex customers to set up and attend in-field meetings for Amex spending and merchant services opportunities in the Corporate Card Solutions segment
CONTACT
I'm open to new role dialog, advising/founding opportunities and general networking. I welcome the chance to meet you!
​
m: +1.925.984.9569
Based in Dallas, TX