Max De Paoli
Vancouver
Summary
Results-driven Account Executive with 8+ years in cybersecurity and enterprise SaaS sales. Expertise in compliance, risk management, and AI-driven solutions, with a proven track record of driving net-new business and expanding key accounts. Adept at consultative selling to C-level executives and aligning solutions with customers’ security and compliance needs.
Overview
10
10
years of professional experience
Work History
Named Account Manager
Splunk
02.2023 - Current
- Managed a portfolio of high-value enterprise accounts, driving adoption of Splunk security, observability, and compliance solutions
- Focused on expanding existing accounts and aligning Splunk's AI-driven security and compliance offerings with customer objectives
- Developed executive relationships, leading to multi-year expansions and increased ARR
- Leveraged AWS Marketplace and strategic partnerships to streamline procurement and drive new business
- Closed a $1.4M deal with Avalara, increasing their contract by $500K
- Led a strategic growth initiative with DexCare, tripling their ARR to $600K in two years
- Strengthened executive engagement, positioning Splunk as a long-term strategic partner
Mid-Market Enterprise Territory Account Executive
Sophos
04.2021 - 01.2023
- Led full-cycle sales for Sophos MDR and cybersecurity solutions, managing both new logo acquisition and account expansion
- Built a strong regional cybersecurity network, engaging with ISACA chapters, industry events, and LinkedIn social selling
- Developed and executed a territory plan to drive adoption of Sophos in key verticals
Mid-Market Enterprise Channel Account Manager – Canada West
Sophos
10.2018 - 04.2021
- Managed 20+ Platinum & Gold partners to drive revenue growth across Western Canada
- Onboarded new VARs, enabled partners, and supported direct sales efforts
- 132% quota attainment ($7M booked on $5.3M target, FY22)
- 135% quota attainment (FY20/21), 103% (FY19/20)
Sales Development Representative
Sophos
01.2016 - 12.2018
Account Manager
Leavitt Machinery
01.2015 - 12.2016
Education
Management Diploma - Professional Sales
BCIT
BCBusiness Administration -
Università Cattolica Del Sacro Cuore
Skills
- Full Sales Cycle
- Prospecting
- POCs
- Negotiation
- Closing
- Expansion
- Compliance & Risk Solutions
- Security
- GRC
- AI-Driven Compliance
- Enterprise SaaS Sales
- Large Accounts
- Strategic Selling
- Cloud-Based Offerings
- Forecasting & Pipeline Management
- Salesforce
- MEDDPICC
- Territory Planning
- Executive-Level Engagement
- Selling to CISOs, CIOs, CTOs
- AWS Marketplace
- Channel Sales
Websites
Languages
English
Native or Bilingual
Italian
Native or Bilingual
Spanish
Native or Bilingual
Timeline
Named Account Manager
Splunk
02.2023 - Current
Mid-Market Enterprise Territory Account Executive
Sophos
04.2021 - 01.2023
Mid-Market Enterprise Channel Account Manager – Canada West
Sophos
10.2018 - 04.2021
Sales Development Representative
Sophos
01.2016 - 12.2018
Account Manager
Leavitt Machinery
01.2015 - 12.2016
Management Diploma - Professional Sales
BCIT
Business Administration -
Università Cattolica Del Sacro Cuore
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