Ryan Da Costa
Burnaby,BC
Summary
An award-winning, Enterprise Account Executive with extensive experience in SaaS and services sales. Primary focus and skill have been on acquiring new business and growing existing accounts. A team player who works with and coordinates with internal teams and partner ecosystem to sell software and services that map back to the customer’s needs.
Overview
15
15
years of professional experience
Work History
Enterprise Account Executive
Trulioo
01.2024 - Current
- Increased territory pipeline from $0 to 3.25 million through targeted prospecting and strategic account development.
- Leading a $1 million + deal with Costco, actively negotiating the terms of a Global Master Services Agreement (MSA).
- Selected by leadership to join the sales optimization team, driving improvements in sales technology and process efficiency.
Enterprise Account Executive
Productboard, Inc
05.2022 - 06.2023
- Ranked #1 in attainment percentage out of 13 Enterprise AEs with 128% of quota.
- Secured two net-new six-figure deals in the first year, both of which have earned a place on the list of the top 30 deals of all time.
- Top Enterprise AE for self-generated outbound opportunity creation with over $4 million in the pipeline.
- Sold Product Management software and services to Product, Engineering, IT Executives and LOB.
- Hired to go upmarket and grow the Enterprise market share and brought in key logos: Ameriprise Financial, Tanium and Lithia Motors.
- Collaborated closely with cross-functional teams, sales engineers, legal, executive team, IT security, product, professional services and customer success to drive net new business and expand existing customers.
Enterprise Account Executive (Founding AE)
Traction Guest, Inc
02.2016 - 05.2022
- Quota carrying Enterprise AE who exceed quota targets:
- 2021 - 120% of plan, grew revenue 60% year over year.
- 2020 - 148% of plan, grew revenue 98% year over year.
- 2019 - 130% of plan, grew revenue 35% year over year.
- 2018 - 110% of plan, grew revenue 124% year over year.
- 2017 - 101% of plan, grew revenue 210% year over year.
- 2016 - 105% of plan.
- The first salesperson at Traction Guest, selling Visitor Management software and services to Security, Facilities, HR, Workplace, Compliance, and IT Executives.
- Selected by leadership to work in Californian Territory to gain market share from the incumbent, and I brought on these key logos: Twitter, eBay, Twilio, Square (Block) and Flexport.
- Chosen to go upmarket and brought Fortune 100 & 500 key logos: Charles Schwab, WestRock, News Corp, Berkshire Hathaway, and Ecolab.
- Hold 10 of the 20 largest deals in company history.
- Mentored new sales team members through shadowing and coaching Account Executives (10+) and Business Development Representatives (10+), accelerating ramp-up periods by up to 20%. Additionally, I actively participated in the hiring process, conducting interviews to onboard new team members.
- Coordinated with cross-functional teams, sales engineers, legal, executive
team, IT security, product, professional services and customer success to
drive net new business and expand existing customers in the sale cycle. In
the first few years, we did not have a solution engineer; therefore, I did
my product demos.
Business Development Manager
Traction on Demand
05.2014 - 01.2016
- I surpassed quota and landed 108% of plan during my first full year and 120% in my second year.
- Closed $705,000 in Q1 of 2015 and hit 235% of plan for the quarter.
- Closed $355,000 in Q2 of 2015 and hit 117% of plan for the quarter.
- Key Logos acquired included Republic Services, Shutterfly and Sonos.
- Sold Salesforce implementation services to Sales, Marketing, Operations and IT Executives. Partnered with Salesforce Account Executives.
District Manager
ADP
07.2013 - 05.2014
- Achieved 125% of quota.
- Cultivated and expanded relationships with RBC Bank, Canada's largest bank, led to a remarkable 100% growth in channel lead flow within my assigned territory.
- Sold ADP payroll and human resources management solutions to net new companies.
Account Manager
Telus
10.2012 - 05.2013
- Achieved exceptional performance by surpassing monthly quota, closing a significant $130,000 deal within just three months of joining the company.
- Successfully identified, prospected, and closed a significant $295,000 deal for Optik TV, a strategically prioritized product.
- Effectively managed and expanded an account base of 200 clients within Greenspace, including both existing customers and new acquisitions.
Sales Executive
SAP
01.2010 - 05.2012
- Won top Sales Executive in Q3 2010 and Q2 2011 out of a team of 20.
- Closed a $117,000 deal in the first year.
- Closed a $235,000 deal in the second year, the largest net new deal.
- Selling to CEOs, CFOs, CIOs, CTOs, and COOs and mapping their business needs through the complex sales cycle.
- Developed strong channel partner relationships to achieve sales while meeting customer requirements and ensuring seamless implementation of the SAP software.
Education
Business Management Diploma -
Douglas College
New WestminsterSkills
- 2022 - 128%
- 2021 - 120%
- 2020 - 148%
- 2019 - 130%
- 2018 - 110%
- 2017 - 101%
- 2016 - 105%
- 2015 - 120%
- 2014 - 108%
- 2013 - 125%
- 2009 - 117%
Exceeded Quota:
- 2008 - 116%
- Won #1 account rep of the year in 2020, 2019, 2017, 2016, 2009 and 2008
- #1 Enterprise Account Executive for net new pipeline creation for the last 7 years
- Hit and exceeded quota 12 of the last 16 years with average attainment of 119%
- MEDDIC
- Challenger Sale
- Solution Selling
- BASHO
- SPIN Selling
- Complex Selling
CAREER HIGHLIGHTS
SALES TRAINING
Timeline
Enterprise Account Executive
Trulioo
01.2024 - Current
Enterprise Account Executive
Productboard, Inc
05.2022 - 06.2023
Enterprise Account Executive (Founding AE)
Traction Guest, Inc
02.2016 - 05.2022
Business Development Manager
Traction on Demand
05.2014 - 01.2016
District Manager
ADP
07.2013 - 05.2014
Account Manager
Telus
10.2012 - 05.2013
Sales Executive
SAP
01.2010 - 05.2012
Business Management Diploma -
Douglas College
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