George Jones

Midmarket Account Executive September 2023 - Current

After achieving more than 110% of target for six months I was fast tracked a promotion into the UKI Midmarket team. I now look after our largest clients with a focus on outbound revenue.

Concentrating on my positioning as a seller and incorporating MEDDPICC & Selling by numbers into my sales cycles has allowed me to carry the highest value pipelines within the wider MM team. I have also seen great success in working closely with our SDR team and personally training the rep that works directly for me. Both increasing my pipe to over 3.6X of target but enabling her to over achieve within the last 4 months.

I achieved 160% in my first quarter within the midmarket team and set a record closing the largest deal in Pleo's history (380k ACV).

My current focus is to progress into the strategic enterprise team by the end of this financial year and join the recently launched "Champions club".

Senior Hybrid Account Executive

As a senior I now carry the one of the highest quotas while being in the SMB team. Other than ensuring a reliable forecast at a higher value as a senior you are encouraged to mentor and help other members of the team to also achieve their's. I'm currently working with two colleagues, one from the SDR team and one who has recently joined the UK AE team. I meet with both regularly where we dissect a chosen theme and then set KPI's for the following week. In my first month as a senior I achieved 111% of my new higher quota and are set to hit target by the start of week 3 in March. My current goal within this role is to attain over 110% and prepare for the early move into the mid market segment come September. Im especially focusing on increasing my average deal size, stakeholder management & ensuring a consultative personalised sales experience for prospects.

Month on month performance : 2023

January - 208% 🎯

February - 141% 🎯

March - 198% 🎯

April - 125% 🎯

May - 116% 🎯 >20% budget increase

June - 130% 🎯

July - 106% 🎯

Hybrid Account Executive

Within the newly created role as AE's we would look after the full sales cycle including both new business and growth MRR. The role consists of managing and getting to grips with, prospecting, closing, onboarding as well as post sale through the growth and expansion of accounts after passing key health score milestones (90 in 90). While in the role it became very clear new business is my strongest skill out of the two revenue streams. This showed when I achieved 100% of my full quota (no ramping period) within the first month in the role. For the next two quarters I achieved 65% (August - October) and 106% (November - January) this included hitting 207% in January which was the highest recorded MRR generated out of the entire SMB team 50+ Reps. After this performance I was promoted 3 months early to Senior Hybrid Account Executive.

June - August 2022 SMB Account Manager

I join a new team that was created to generate revenue from Pleo's existing book of business within the UK market. Making the move into a quota carrying role there was a lot to learn and implement in a short space of time. My role consisted of engaging with admins and account stakeholders, driving home the value of core solutions to make a case for the expansion of users within the company. Focusing on consolidating spend across accounts into Pleo increased both our MRR as well as transactional revenue. Due to the change of pace within the SMB sales org I did not complete my ramping period as I was promoted into a newly created role.

I joined the newly formed North EMEA SDR team after the success and rapid growth of the French and central EMEA teams. My role was to prospect, educate and create qualified enterprise new business opportunities with C-level ICP's. Working closely with AE's and regional managers on targeted accounts through using multiple channels including video to ensure a predictable pipeline for the team of AE's.

During the ramping period I quickly realised how crowded and competitive the market is and the only way to earn time in prospects calendars was to learn the pain points and triggers that ICP's are being affected by daily. In Q1 and while ramping (two months of activity) I recorded the highest percent of target out of any new hire. I achieved this by recording the highest level of activity out of the global SDR team and went on to exceed targets in Q2 and brought in one of the largest ARR valued deals in company history.

After relocating to Portugal in October I needed to join a Portuguese company in order to get the residency visa. I chose to join a fast growing startup who develop and manufacture hardware and software for the smartlocker industry. Going straight into a focused closing position I work closely with large corporations and digital transformation teams to develop and deploy complex locker networks. As the second member of the sales team I have had the chance to implement my own strategy into the sales process including automating and outsourcing prospecting tasks as well as integrating video (vidyard) into each stage of the sales process which has increased prospect interaction and decreased the time to take to close. In less than 2 months I managed to build the highest value pipeline in the company (seven figures) and brought to close several deals in less than a third of the average close time.

Part of the founding new business team at Mayku with a focus on building a strong pipeline for the Partnerships Managers to convert.

My role is to develop relationships with prospects from the leads I am provided with as well as the new opportunities I create myself through high volume campaigns.

In my first quarter (ramping) I hit 85% of the OKR that was set, which I managed to achieve through the high KPI's. The KPI's consisted of a minimum of 100 calls/50+emails and 15+ new prospects added to the funnel.

My first full time role post university working at a disruptive startup in the public funding niche tax sector focussed on improving the process of claiming back annual R&D credits. My role was to make connections and prospect potential clients in order to set up sales meetings for members of the sales team. There was a strong focus on data gathering from potential clients including the evaluation process of potential sales size to pass on to the most appropriate person in the next stage of the process.

My daily activities were to push out put down the relevant channels including high number of calls, emails, video, Linkedin and inbound marketing channels. Within the first two months my results were significant and I set several company records (most meetings booked in a day and most in a week).