Summary
Overview
Work History
Education
Skills
Websites
Timeline
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Thomas Heckel

Hermosa Beach

Summary

Performance-oriented Sales Leader offering exceptional record of achievement over [Number]-year career. Tenacious manager with strategic and analytical approach to solving problems, bringing in customers and accomplishing profit targets. Talented in identifying and capitalizing on emerging market trends and revenue opportunities.

Overview

17
17
years of professional experience

Work History

Enterprise Sales

ngrok
04.2022 - Current
  • First sales rep hired at ngrok
  • There was no marketing team so built out initial pitch decks, value props, BVA/ROI Calculator and renewal deck while also cold calling and creative outbound efforts to build pipeline
  • Net new logos closed included: Expedia Group ($97K) Block (Square, CashApp & Tidal) ($87K), Dropbox ($88K), Adobe
  • Top Sales Rep on the team of 6 reps leading in closed business, net new logos and new customer testimonials on the website.

Regional Sales Manager (Enterprise)

Okta
04.2014 - 04.2022
  • Moved to Los Angeles so join the SoCal Enterprise team
  • Ended year at 135% of quota
  • Net new logos closed included LoanDepot ($1M ARR, $3M TCV), Guitar Center ($255K ARR, $675K TCV)

Regional Sales Manager (Enterprise)

Okta
02.2017 - 02.2021
  • Prompted to the Enterprise Team in 2017
  • 2017 quota retirement – 96%, 2018 quota retirement– 108%, 2019 quote retirement – 153%, 2020 quota retirement – 201% (Top 5 Rep in the Company in closed business in 2020)
  • Presidents Club 2019, 2020
  • Net new logos included Guaranteed Rate ($265K, $795 ARR) CCC Intelligent Solutions ($1M ARR, $3M ARR), True Value Hardware, RSM US, Sidley Austin.

Majors Account Executive

Okta
04.2015 - 01.2017
  • Moved to Chicago in 2015 to be the first Okta employee and Sales Rep in Chicago
  • Helped build out the team which ended up being over 100 employees
  • Onboarded Sales Engineers and new Reps by shadowing my deals
  • Organized the first Okta User Group meet ups in Chicago which leaded to upsells and net new business
  • Okta now incorporates Okta User Group meet ups in all markets after the success in Chicago
  • 2015 Achieved 91% of Quota, 2016 Quota retirement – 115% - Presidents Club 2016
  • Net new logos included Perkins + Will ($227K ARR, $681K TCV), Weber Stephens Products, Winston & Strawn, Lawson Products, Citadel, Shure Incorporated, CDW.

Majors Account Executive

Okta
04.2014 - 04.2015
  • Territory was Minnesota, Wisconsin, Michigan and Ohio
  • Flew into territory for a week per month for onsite meetings with customers and prospects
  • 2014 quota retirement – 84%
  • Net new logos included Code42, SPS Commerce, Milwaukee Tools, Motorist Insurance (now Encova Insurance)

Majors Account Executive

Box, Inc.
07.2012 - 03.2014
  • Achieved 107% of 2012 quota and 92% of 2013 quota - business sourced through outbound calling, independent marketing campaigns and workshops
  • Built out a completely new territory in Houston with self-promoted marketing events and onsite meetings with CIO’s, VP of IT’s and Directors
  • New logos include Cameron Oil, Nexen, Helix Energy, Hines Interest and Camden Real Estate
  • Strategic approach to building out territory (Houston, TX) – prospecting into specific verticals and lines of business.

Strategic Account Executive

MindJet
05.2011 - 07.2012
  • Focused on selling desktop software, cloud-based collaboration tools, SharePoint collaboration and document storage products as SaaS for Commercial and Enterprise clients
  • Responsible for a geography territory as well as 20 strategic accounts
  • Quota of $130,000 a quarter and the average deal size is $20,000
  • Achieved 104% in Q2-'11, 135% in Q3-'11, 123% in Q4-'11 and 105% in Q1-'12 for a total of 116% of quota for the year.

Regional Account Executive

MyNewPlace.com (Acquired by RealPage)
04.2009 - 05.2011
  • Responsible for Northern California and Las Vegas Markets
  • Focused on setting meetings with potential clients, meeting them in the field, presenting the product to a group of decision makers and closing the sale
  • Responsible for 35 apartment advertising quota per month and 105 per quarter
  • Achieved 115% in Q2, 105% in Q3, 110% in Q4 and 115% in Q1
  • Had top sales numbers in Account Executive team for 2009
  • Promoted to Outside Rep and closed 101% in Q2-'10, 105% in Q3-'10, 115% in Q4-'10 and 103% in Q-'11.

Account Executive

Coit Staffing
12.2006 - 04.2009
  • Closed 19 fulltime employee deals bringing in total revenue of $304,200 for the firm since starting
  • (2007/$141K, 2008/$163K)
  • My first year at Coit I brought in the second most business and my second year I brought in the most revenue in the company besides the Principles
  • 2008 we were awarded as #18 100 Fastest Growing Companies in the Bay Area by the San Francisco Business Times.

Education

Bachelor of Arts- Media Studies -

University of San Francisco
San Francisco, CA
05.2005

Skills

  • Annual Sales Planning
  • Sales Analysis
  • Rate Analysis
  • Organizational Change Management
  • Sales Lifecycle Management
  • Partner Relationship Management
  • Account Management
  • New Hire Onboarding
  • Sales Targeting
  • Strategic Planning
  • Competitor Analysis

Websites

Timeline

Enterprise Sales

ngrok
04.2022 - Current

Regional Sales Manager (Enterprise)

Okta
02.2017 - 02.2021

Majors Account Executive

Okta
04.2015 - 01.2017

Regional Sales Manager (Enterprise)

Okta
04.2014 - 04.2022

Majors Account Executive

Okta
04.2014 - 04.2015

Majors Account Executive

Box, Inc.
07.2012 - 03.2014

Strategic Account Executive

MindJet
05.2011 - 07.2012

Regional Account Executive

MyNewPlace.com (Acquired by RealPage)
04.2009 - 05.2011

Account Executive

Coit Staffing
12.2006 - 04.2009

Bachelor of Arts- Media Studies -

University of San Francisco

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Thomas Heckel