Orlando (Randy) Yabes
San Francisco
Summary
- 20+ Years Sales Experience with 10+ as a Sales and Business Development Leader. Results-driven Sales Leader who has created and scaled teams in Early Stage companies as well as newly established teams in Enterprise sales. HCM, SaaS, and Marketing Technology.
- Scaled 3 different teams and sales departments, with the latest growing from $1M ARR in 2016 to $23M+ ARR in 2020 and another with a revenue increase of $3.0M+ in 2022.
- Deep Mid-Market and Enterprise SaaS HCM expertise.
Overview
17
17
years of professional experience
1
1
Certification
Work History
Consultant
Guidepoint
05.2021 - 01.2024
- Designated Subject Matter Expert (SME) for contracts and over 25+ projects
- Specialized subjects were HCM, Benefits Technology, HRIS, Digital Marketing, ABM, and Email Marketing
- Clients ranged from seed-funded startups to later Series C/D/E funded companies
Head/Sr. Manager - Enterprise Sales Team
RollWorks, A Division Of AdRoll Group
03.2022 - 02.2023
- Tasked with creating and leading newly formed Enterprise Sales team, establishing early benchmarks and best practices.
- Monitored customer buying trends in Account Based Marketing (ABM), market conditions, and competitor actions to adjust strategies and achieve FY22 sales goals.
- For FY22, lead acquisition of New Logo sales to $3.0M ARR, setting successful policies to achieve sales objectives and related metrics within first 6 months.
- Managed and motivated sales team of 10 to increase revenue 125% in first 6 Months. Overall, FY21 Enterprise revenue grew from $800K to $3.8M ARR in FY22.
Head - Marketplace Sales and Partnerships
Ease (Online Benefits Administration Platform)
08.2016 - 12.2021
- Pioneered sales strategy at Ease (Online Benefits Admin Platform) as 1st Sales Manager and Interim Director, scaling team up to 17 AE's.
- Managed and created New Business Sales, Inside Sales, and Sales Development Team 2016-2020
- Finished Fiscal 2017-2019 at 119% of Plan, $8.3 Million in New Sales.
- Finished Fiscal 2020 at 120% of Plan and 35% increase in Partner Logos.
- Established and Lead partnership strategy of Ease Marketplace, a division that ultimately generates $5.0+ Million of ARR in 2021.
- Drove Channel Sales by establishing key partnerships with Heartland Payroll, HealthEquity, WageWorks, ADP, Allstate ID and others.
Head of Sales
OneMob
03.2015 - 07.2016
- Created Sales Department and GTM plan for this Sales Enablement platform.
- Sold SaaS Sales Enablement tool, utilizing Videomail, Landing Pages, and Video Delivery Platform for B2B selling.
- Increased account base from 35 to 125+ accounts, which included Yelp, JAMF Software, and Essilor USA. Resulting in $750K ARR.
Regional Sales Manager
Experian Marketing Services - Data Quality
11.2013 - 12.2014
- Managed team of 9 AE's, Sr. AE's, and Sales Ops Coordinator.
- Sold SaaS and On-Premise Marketing Data Validation Software to Enterprise, Mid-size, Corporate Accounts and Agencies.
- Grew Q1 team quota to 211% year over year growth, Q2 team quota to 75% year over year growth with $2.0 Million team quota.
Director of Sales
Nimble Commerce (acquired By Blackhawk Network)
01.2012 - 10.2013
- Established Go-To-Market plans, including an Offer Product Real-Time analyzer and NimbleCommerce’s Deal Network Marketplace.
- Lead 3 Direct Reports and generated $1.5M in 2012-2013 revenue
Account Director
International Data Group, IDG
10.2010 - 09.2011
- Sold Lead Generation and Lead Nurture to Fortune 500 Tech Companies.
- Generated over $1.1 Million in sold revenue for 2011.
Senior Account Executive
Topica, Inc
09.2006 - 09.2010
- Sold SaaS Hosted Email Service Provider Programs, specializing in Behavioral Targeting and Lead Gen Campaigns.
- #1 Ranked Sales Executive, YTD 2007-2010, resulting in $2.7 Million in company revenue and 120% of Quota
Education
Bachelor of Science - Marketing, Minor in Music (Vocal Performance)
Santa Clara University
Santa Clara, CASkills
- Online Benefits Administration
- HCM
- Business Development
- Sales Management
- Direct and Inside Sales
- Payroll
- Strategic account development
- Solution selling
Certification
- CEB (Challenger Sale) Certified, September 2013
- STRONGMAN Selling Certified, June 2014
- Sandler Sales Methodology Certified, August 2016
- MEDDIC Sales Methodology Academy Certified, September 2018
Timeline
Head/Sr. Manager - Enterprise Sales Team
RollWorks, A Division Of AdRoll Group
03.2022 - 02.2023
Consultant
Guidepoint
05.2021 - 01.2024
Head - Marketplace Sales and Partnerships
Ease (Online Benefits Administration Platform)
08.2016 - 12.2021
Head of Sales
OneMob
03.2015 - 07.2016
Regional Sales Manager
Experian Marketing Services - Data Quality
11.2013 - 12.2014
Director of Sales
Nimble Commerce (acquired By Blackhawk Network)
01.2012 - 10.2013
Account Director
International Data Group, IDG
10.2010 - 09.2011
Senior Account Executive
Topica, Inc
09.2006 - 09.2010
Bachelor of Science - Marketing, Minor in Music (Vocal Performance)
Santa Clara University
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