SHANE COONEY
Chestnut Hill
Summary
Enterprise Software Sales Professional and 2X Founding AE, I have spent the last 8 years selling cloud infrastructure and open source database as a service solutions to fortune 500 companies and fast growing digital natives. As the first sales hire and employee number 28 at Aiven, I helped the company grow from 10 Million to 50 Million ARR, and from 28 employees to 500 in three incredible years. As the founding Sales hire at Zilliz, a leader in vector database services for AI applications, I helped the company grow from 0-8 million.
Career Highlights:
- While at Aiven, I exceeded quota 120 % or better all three years at the company
- While at Zilliz, I sold the largest deal in company history ($724,000 ARR)
- While at Aiven, I sold the largest deal in company history ($866,000 ARR)
- Went through a successful Acquisition at Actifio (Acquired by Google in 2020)
Overview
8
8
years of professional experience
Work History
Senior Account Executive (Founding AE)
Zilliz
05.2023 - Current
- Joined Zilliz as the first sales hire at the beginning of their commercialization journey to build the sales GTM strategy
- Responsible for managing current customer base (100+ clients) as well as bringing on our first Enterprise customers.
- 14 total net new logos, $644,000 Net New ARR generated in year 1.
- 80% Quota Attainment Year 1 with no ramp.
Strategic Account Director
InfluxData (InfluxDB)
04.2022 - 04.2023
- #1 rep in the company in total pipeline generated (FY2022)
- Responsible for generating revenue for both net new accounts as well as revenue growth for three of our strategic customers - Capital One, Discover Financial and JP Morgan Chase
- Expanded JP Morgan Chase business footprint to their developer tooling team, resulting in $670,000 in net new ARR.
- Landed PTC as a new new business deal / OEM agreement based model where InfluxDB is the new storage layer sitting underneath all new PTC Thingworx customers behind the scenes. Initial land deal was $125k,000 but is expected to 6x in coming years
- Net New Logo's - United Rentals, PTC, JPMC (New Business Unit)
Strategic Account Executive
Aiven
05.2019 - 04.2022
- Promoted from AE to Strategic AE after 1 year. I was the number one rep in the company in both 2020 and 2021
- Presidents club in 2019, 2020, 2021
- Recruited as the first AE in America and employee number 41, at a now 600+ global software unicorn valued at over 3B with over 2,000 customers
- Responsible for growth and expansion of 10 named strategic accounts, as well as net new logo customer acquisition.
- Met or exceeded sales quota throughout my entire tenure. Quota started at 1 Million ARR and grew to 1.6 ARR after surpassing revenue targets
- AE of the year award in 2021
- Quota Attainment 2020 = 120% (Annual Quota)
- Quota Attainment 2021 = 184% (Quarterly Quota)
FQ1- 175%
FQ2 - 219%
FQ3 -136%
FQ4 - 207% - Notable net new logos -
- Tempus Labs (Healthcare) - $375k ARR
- Teikametrics - Landed small in 2019, grew them into a $61,000 per month customer ($732,000 ARR). This was executed by enabling Teikametrics to standardize on our managed open source services. Where Aiven's database as a service is being used in the backround for every new customer implamentation.
- Wex = 600k ARR
- StockX = 300k ARR
- PetSmart = 120k ARR
- Priceline = 800k ARR
Partner Business Manager, Google Cloud
Actifio (Acquired By Google)
07.2017 - 05.2019
- Managed partner relations and joint Enterprise sales opportunities with strategic partners, and led global execution of cloud marketplace offerings for GCP. Actifio's first complete SaaS offering (Actifio GO). Actifio was acquired by Google in 2020
- This was a new role developed to run and manage our strategic relationship with Google Cloud.
- Lead on joint co-sell Enterprise Sales opportunities. Notable wins with McKesson, Schlumberger, Keurig Dr Pepper, and HCL - Total of 1.6 Million ARR
- Other activities included joint GTM planning with Google Cloud partners, working with partner engineering teams to educate them and evangelize Actifio GO
- Also helped with managing our cloud marketplace ecosystem outside of GCP (Azure and AWS).
Inside Sales
Actifio (Acquired By Google Cloud)
01.2017 - 07.2017
- Immediately into this role I was the top performing inside sales rep at the company two consecutive quarters and was quickly promoted to Partner Business Manager, a new role run by the SVP and GM of Actifio Cloud products
- Most generated pipeline - 1.4 million
- Most net new logos on the inside sales team
Education
Bachelor of Science - Operations Management & Information Systems
University of Massachusetts Dartmouth
South Dartmouth, MA2017
Skills
- Data Driven Sales Strategy
- Product Led Sales Growth
- Technical Sales
- Enterprise Sales
- Consultative Selling
- GTM Planning
- Ideal Customer Profile (ICP)
- Prospecting and Lead generation
Timeline
Senior Account Executive (Founding AE)
Zilliz
05.2023 - Current
Strategic Account Director
InfluxData (InfluxDB)
04.2022 - 04.2023
Strategic Account Executive
Aiven
05.2019 - 04.2022
Partner Business Manager, Google Cloud
Actifio (Acquired By Google)
07.2017 - 05.2019
Inside Sales
Actifio (Acquired By Google Cloud)
01.2017 - 07.2017
Bachelor of Science - Operations Management & Information Systems
University of Massachusetts Dartmouth
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