Gregg Stone
About
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VP of Sales
San Francisco, California, United States
Résumé
Jobs
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VP of SalesBuilderioApr 2024 - Current (2 years 6 months)- SVP of SalesMEDALLIONJan 2023 - Oct 2023 (10 months)Medallion is a software platform that automates credentialing, licensing and compliance for your provider network.
We've raised $50M from some of the best investors like Sequoia Capital, Spark Capital, Optum Ventures, Elad Gil, Peter Reinhardt and many others. - VP of Sales at SourcegraphSourcegraphAug 2020 - Oct 2022 (2 years 3 months)- Grew ARR 9x in 2 years, driving Series C and D rounds with a 20x+ increase in company valuation
- Increased ARPU by over 2x
- Drove world class NDR (>175%) and GRR (95%+)
- Helped recruit and scale the business from sub 50 to 280 employees in 2 years
- Established a strong enterprise sales team and motion
- Grew the sales org from 2 AEs, 2 SDRs to roughly 22 AEs and 15 SDRs, across US, EMEA, and APAC
- Established net-new functions in Sales Enablement & Value Engineering to support revenue growth, rep onboarding, and improve win-rate + avg deal size
- Built out Revenue Operations team to build and scale numerous systems: Forecasting, Operating Cadence, CPQ, Salesforce, Outreach, etc. - Head of U.S. SalesSegmentJul 2017 - Apr 2020 (2 years 10 months)Responsible for our Growth Business, Mid-Market, and Enterprise sales teams who drove a majority of company revenue as we successfully hit quarterly/annual bookings targets and scaled above $100M in ARR
- Sales Manager - MM & ENT AE TeamsSegmentOct 2015 - Jun 2017 (1 year 9 months)Responsible for company revenue target as we scaled 2x YoY from 2016-2018
Hired and managed a team of ~30 AEs and SEs across the US - Sr. Manager, GrowthSegmentApr 2015 - Oct 2015 (7 months)Enterprise AE covering the West Coast:
- closed $900k in ACV during first 6 months, including net new enterprise wins with IBM, Xero, Fender, and Rakuten
- promoted to manage the existing sales team - Director of SalesCommandIQJun 2014 - Apr 2015 (11 months)• First sales hire and head of sales, I led the company from $0 to $429k in Annual Recurring Revenue in 6 months
• Deployed an aggressive demand-generation effort resulting in 53 opportunities, totaling $2.6M in pipeline
• Drove the strategic and tactical execution of overall sales effort
• Cultivated strategic relationships with industry partners including Dyn and SendGrid, resulting in 9 referral opportunities and 2 closed-won customers
• Developed multi-edition pricing model, broadening our addressable market and setting up future upsell opportunities
• Disseminated learned customer needs and key market trends to entire company, which directly drove the product roadmap for the following 3 quarters
Our - Enterprise Sales DirectornewBrandAnalyticsJan 2013 - Jun 2014 (1 year 6 months)newBrandAnalytics, the global leader in Social Market Intelligence, helps service-focused industries extract intelligence from online conversations in order to drive customer loyalty, operational improvements, and monitor competition.
In this role, I'm working with enterprise companies on the west coast. - Account Executive - Financial ServicesSalesforceApr 2010 - Jan 2013 (2 years 10 months)- Started as an ESB AE and was promoted 2x times ultimately into the Mid-Market Fins Team
- Made Presidents Club every year as an AE - Enterprise Business RepresentativeSalesforceNov 2008 - Apr 2010 (1 year 6 months)
- Sales RepresentativeSalesforceNov 2007 - Oct 2008 (1 year)
- Sr. Financial AnalystThe Home DepotJul 2007 - Oct 2007 (4 months)
- Financial AnalystThe Home DepotJan 2006 - Jul 2007 (1 year 7 months)
Education
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- NBS, FinanceNorth Carolina State University College of ManagementJan 2001 - Jan 2005 (4 years 1 month)
- BS, FinanceNorth Carolina State UniversityJan 2001 - Jan 2005 (4 years 1 month)