Maddie Kessel

• Acquired by Braze (June 2025); maintained continuity of accounts, forecasts, and in-flight deals during integration.
• Enterprise sales ownership: full‑cycle management from prospecting to close and expansion; sourced pipeline; MEDDPICC discipline; clean forecast hygiene and multi‑threading across sales, marketing, analytics, and IT (IC-exec).
• Pipeline generation: 25+ qualified opportunities and $8.15M pipeline within five months (each opportunity ≤ $1.2M).
• Agency‑partner co‑selling: worked with Applied Digital and Ragnarok to warm and progress pursuits at Porters, Rooms To Go, and Allegiant.
• Braze field alignment: collaborated with Braze AEs on account plans, territory mapping, and two‑way intro SLAs across the Braze customer base.
• Executive discovery and value case: led senior stakeholder discovery and ROI modeling to position OfferFit AI decisioning; quantified CMO/CFO-level value.
• Technical and commercial validation: partnered with Solutions to deliver targeted demos and proofs of value, with clear success criteria and pull-through to production.
• Technical & commercial validation: partnered with Solutions to deliver targeted demos and proofs of value with clear success criteria and pull‑through to production.

• Led partner-driven growth in the U.S. and Canada with agency (ABMA, Inverta, Well Planned) and tech alliances (Aprimo, Adobe, Demandbase, 6sense).
• Orchestrated partner-sales GTM; owned the quarterly calendar and KPI dashboard (pipeline, attach rate, win rate).
• Kept executives engaged via quarterly reviews to unblock issues and greenlight next-wave plays.
• Built partner BD programs and packaged services (managed, implementations, advisory); ran co-branded campaigns and field events.
• Standardized execution and messaging with playbooks and QA reviews.
• Set partner-sourced and influenced targets; enforced weekly forecast hygiene with Sales, Marketing, and SE.
• Ran a quarterly macro-signal scan to refresh overlap lists and focus ABM on high-propensity accounts.
• Synchronized with overlay AEs (territory maps, weekly reviews, 24-hour intro SLAs) to lift meeting conversion +15–25% and shorten cycles 10–20%.

Metrics: $1.5M–$2.0M partner-sourced and $1.5M–$2.5M partner-influenced pipeline per quarter; 115–135% of quota; ~$1.8M partner-influenced pipeline per quarter.

Results: booked ~$1.6M ARR (~$700K sourced, ~$900K influenced); 120–135% of quota; meeting conversion +15–25% and cycle time 10–20% faster on partner-engaged deals; attach ~45%; avg opp up to $1.2M.

• Owned Publicis 1T account and the Publicis Sapient relationship to drive strategic partner growth at Citi Bank.
• Maintained executive engagement with the Publicis SVP and Industry Growth Lead; co-ran quarterly reviews with Citi’s champion (Editor-in-Chief, Life & Money) to align OKRs, GTM, and co-sell.
• Led partner BD for Knotch One’s consulting (agency) arm; packaged advisory, implementation, and managed services for repeatable selling and delivery.
• Held pipeline and performance accountability with Sales and P1; set sourced and influenced targets and enforced attribution and forecast hygiene.
• Championed the partner voice into GTM and product to remove friction and scale delivery.
• Served as liaison between Sales and Knotch One across leading financial institutions and digital real estate accounts.
• Held independent Sales and Retention quotas as IC.

Metrics

• Quarterly averages: partner-sourced pipeline $0.6–0.8M; partner-influenced pipeline $1.0–1.2M; attach ~45%; average opportunity up to $1.2M.
• Tenure totals: ~$2.0M partner-sourced pipeline; ~$3.2M partner-influenced pipeline.
• Booked: ~$700K partner-sourced ARR; ~$900K partner-influenced ARR; win rate 28% on partner-engaged deals; cycles 10–20% faster than non-partner.

Results

• 120–135% of quota across active quarters; higher lead-to-op conversion from partner-led programs; consistent attach at ~45% with average opportunity up to $1.2M.

Promoted: Senior Enterprise Account Executive (Partnerships – ERPs, Adobe), Sept 2021 – Feb 2022; previously Enterprise Account Executive, Aug 2020 – Sept 2021.

• Pipeline strategy: set a long-term plan for sustainable growth via partner business development and self-sourced opportunities.
• Led full-cycle enterprise deals, partnering with clients, agencies, and tech/service partners to build and maintain exec relationships, exceed quarterly goals and deliver measurable outcomes.
• Aligned Sales, Marketing, and Product priorities with partner objectives; operated to an OKR/QBR cadence (pipeline & performance accountability).
• Expanded relationships through ERP/Adobe integrations that opened new revenue streams and accelerated adoption.
• Built and executed territory and partner account plans focused on high-impact initiatives and long-term value creation for strategic accounts.
  

Results: outsold the ENT team by ~4× in Q3 FY21; re-engaged closed/lost to generate $915K and close $583K in Q4 2021; self-sourced 5 of 11 SALs (~45%), contributing to ~50% of Q1/Q2 pipeline; awards include A+ Award and Top-selling Rep recognition.

• Drove partner-led growth by leading co-branded campaigns & strategic events with agency & tech partners, generating awareness and new pipeline.
• Built and executed GTM strategies in collab with Product & Marketing, aligning partner enablement with revenue goals.
• Led webinars & tailored partner training for enterprise accounts, increasing engagement and adoption.
• Sourced $450K/Q pipe via co-branded initiatives & webinars with 6Sense, Bombora.
• Generated $198K in ARR from agency-driven events, securing 4 opportunities and closing 2 high-value deals average/Q.
• Created 8 opps (4 partner-attached) worth $1.8M, closing $398K in ARR through partner-driven strategic events during ramp.

Results

• Consistent $450K pipeline per quarter from co-branded programs; $198K ARR per quarter from agency events; ramp delivered $1.8M pipeline and $398K ARR across 8 opps.

• Conducted disco and qual calls, led software demos, and developed ROI-focused materials to secure executive buy-in.
• Collaborated with Marketing and Delivery teams to create and distribute assets aligned with client needs, ensuring seamless implementation.
• Built long-term client relationships by identifying and executing cross-sell and upsell opportunities.

Key Achievements:

• Achieved 156% of quota during the first (partial) year, earning Rookie of the Year recognition.
• Increased cross-sell opportunities by 20% within 6 months.

Promoted from Customer/Product Marketing into Wholesale Partner Management to own Canadian telecom wholesale partnerships with Beanfield, Rogers, and Bell.

• Led partner GTM and day-to-day relationship management; territory and account mapping, offer packaging, pricing approvals, and SLA-aligned escalation paths.
• Negotiated and governed partner agreements and MDF; aligned Sales, Provisioning, and Support on install targets, service credits, and change management.
• Ran a shared operating cadence with wholesale partners (QBRs, pipeline reviews, install and credits tracking).
• Coordinated pre-sales design and post-sale delivery with Network Engineering to accelerate on-net and near-net solutions for enterprise reseller sites.

Quarterly averages: partner-sourced pipeline $500K–$800K; partner-influenced $300K–$600K; on-time install 90–94%; cycle time reduced 10–15% through standardized order packs and joint install plans.

Results: exceeded wholesale bookings targets four consecutive quarters; expanded footprint via Beanfield/Rogers/Bell interconnects; improved partner NPS through faster installs and clear escalation ownership.

Prior Role: CUSTOMER/PRODUCT MARKETING (pre-promotion)
Built demand programs and product collateral for connectivity and managed services; launched reseller (Canada) enablement one-pagers and pricing calculators that improved Sales productivity and accelerated reseller handoffs.