Michael DelVecchio

EVP, Sales at Accent Technologies

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About

Senior SaaS sales leader with experience managing teams in fast-paced, high-growth companies. Extensive experience with CRO's, CMO's, CFO's, and CIO's in large, complex, enterprise accounts. Results-driven and consistent over-performer relative to target. Skilled in building, developing, and inspiring sales and account management teams, working closely with product and services teams to shape and deliver content, building consistent pipeline, maximizing deal size, and driving forecast accuracy.

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SalesLoft
Work experience

Mar 2020 - Present

Revenue Collective

Member, Revenue Collective

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Feb 2020 - Present

Accent Technologies

EVP, Sales

Leading the sales, sales engineering, and business development teams. Accent is a cloud-based sales enablement company helping customers sharpen sales execution and improve win rates. We combine precise content delivery with data-driven sales performance management to paint a clear picture of sales activity levels and their effectiveness--enabling more efficient sales rep execution, coaching, pipeline management, and forecasting. We help marketing teams increase their impact on sales by enabling them to manage content with great efficiency and deliver content and sales resources with high precision and relevance to the sales situation. In short, Accent represents the convergence of traditional, content-based sales enablement and sales performance management.

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Mar 2018 - Feb 2020

SalesLoft

RVP, Enterprise Sales

SalesLoft is a system of execution for sales teams, giving them the ability to reach more customers, have better conversations, and drive more revenue. As the RVP of Enterprise Sales, my role includes: Providing coaching, advice, deal strategy, and motivation to help AE's exceed quota Building a world-class Enterprise sales team - went from 4 AE's to 18 in first 12 months Leading sales-wide weekly team meetings and QBR sessions Closing some of the largest, most complex deals in company history with F500 companies In the last 18 months: Redesigned hiring profile to attract top talent Created regional account-based model and new AE:SDR structure to maximize pipeline Helped form pricing strategy, onboarding program, and new sales process Worked closely with the Services team to create implementation scoping and SOW process Designed detailed project plan to support top 20 strategic Enterprise deals Company Accomplishments: - 7th Fastest-Growing, Deloitte’s Fast 500 rankings - Series A funded ($10+ M), Series B funded ($15M), Series C funded ($50M), Series D funded ($70M) - 2019 Winner, Best Place to Work (Inc. Magazine) - 4.9/5.0 Glassdoor Rating

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Feb 2017 - Mar 2018

Xactly Corp

Enterprise Sales - Player/Coach

As a player/coach, I carry an Enterprise quota and I'm also responsible for managing a team of experienced Enterprise Account Executives. Reporting directly into the VP, Sales, I divide my time between managing my individual sales pipeline and guiding my direct reports to overachievement. 2017 Performance: Hit 100% of Team Annual Quota 173% of Personal Annual ARR quota President’s Club Award Winner Top Enterprise Account Executive of the Year

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Sep 2015 - Jan 2017

Xactly Corp

Account Executive, Enterprise Sales

With Xactly, companies of all sizes and industries can unleash the motivational power of their incentive compensation programs to inspire better employee performance and business results. Xactly’s secure, cloud-based incentive compensation and performance management solutions enable emerging businesses to Fortune 100s to easily design, manage and optimize incentive programs that save time, cut costs, reduce risk and align employee behaviors with corporate goals. 2016 Performance: Reached 143% of Annual Quota in 2016 President's Club Award Winner Top Enterprise Account Executive Q4 2016

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