Matthew Collins
Irvine,CA
Summary
Founding Account Executive with 8+ years of experience selling into operations and finance leaders across complex, multi-stakeholder environments. Proven track record of scaling revenue from $10K MRR to $2M+ ARR while consistently exceeding quota (120–200%) and owning full-cycle sales, pipeline generation, and GTM execution. Experienced in navigating 6–9 month sales cycles, building executive alignment, and developing ROI-driven business cases across VP–CFO stakeholders. Seeking to transition into a dedicated enterprise role where I can apply structured deal execution, multi-threaded selling, and strategic account ownership at larger deal sizes.
Overview
9
9
years of professional experience
Work History
Enterprise / Mid-Market Account Executive (Founding AE)
Car IQ Pay
San Francisco
11.2023 - Current
- As founding AE, helped scale revenue from $10K MRR to $2M+ ARR, owning full-cycle sales, pipeline generation, and early GTM execution
- Closed complex, multi-stakeholder deals ($60K–$120K+ ARR) across operations and finance, engaging VP Ops, CFO, COO, and Head of Finance personas
- Built and closed a majority self-sourced pipeline through targeted outbound and account-based prospecting
- Led structured deal execution using MEDDICC, including executive alignment, quantified business cases, and navigation of internal approval processes
- Maintained 0% logo churn by enforcing disciplined qualification and aligning on measurable ROI
- Partnered with executive leadership to define ICP, pricing strategy, and GTM motion
Mid-Market Account Executive
Rentable
11.2022 - 11.2023
- Ranked #1 AE, averaging 140% quota attainment
- Closed 4 largest deals on team within first 5 months, ramping faster than tenured reps
- Sold to executive stakeholders through consultative, ROI-driven discovery, navigating cross-functional buying groups
- Generated full pipeline through self-sourced outbound and multi-threaded prospecting
- Mentored SDRs and AEs; contributed to outbound and deal execution playbooks
Commercial / Mid-Market Account Executive
Samsara
02.2020 - 11.2022
- Averaged 120%+ quota attainment, closing 100+ net-new logos
- Sold IoT + SaaS solutions into operations-heavy businesses, engaging stakeholders across safety, operations, and finance in complex buying environments
- Managed multi-threaded sales cycles and built strategic account plans to drive expansion
- Partnered cross-functionally with SDRs, SEs, and CS to progress deals and ensure successful implementations
- Mentored SDRs and junior AEs on deal strategy and execution
Account Development Representative
Samsara
02.2019 - 02.2020
- Generated 150+ qualified opportunities totaling $800K+ pipeline through high-volume outbound (80–100 calls/day)
- Ranked Top 3 ADR; consistently exceeded activity and pipeline targets
Renewal Account Executive
Barracuda Networks
01.2017 - 02.2019
- Managed and closed $10M+ in renewal revenue in first year
- Big Fish Reward Winner (Presidents Club)
- Maintained strong retention through proactive account management and value alignment
Education
B.A. - Communication Studies, Social Advocacy
Cal Poly Humboldt
Arcata, CASkills
- Enterprise Sales & Strategic Accounts Multi-Threaded Deal Execution (VP–CFO) Pipeline Generation & Outbound Strategy
- MEDDICC / Mutual Success Plans Business Case Development & ROI Alignment Forecasting & Deal Inspection
- Contract Negotiation & Procurement Navigation
- Tech: Salesforce, Gong, Sales Navigator, ZoomInfo, Salesloft, Mixmax
Timeline
Enterprise / Mid-Market Account Executive (Founding AE)
Car IQ Pay
11.2023 - Current
Mid-Market Account Executive
Rentable
11.2022 - 11.2023
Commercial / Mid-Market Account Executive
Samsara
02.2020 - 11.2022
Account Development Representative
Samsara
02.2019 - 02.2020
Renewal Account Executive
Barracuda Networks
01.2017 - 02.2019
B.A. - Communication Studies, Social Advocacy
Cal Poly Humboldt