Erik de Monchy

Formed a small, senior team specializing in acquiring new business within the increasingly competitive EMEA Strategic segment (10k+ staff).

Created a sales motion that successfully balanced high-velocity and big deal hunting.

Highlights:

• Overachieved on revenue and logo quotas in all quarters
• Won multiple competitive deals as well as four critical rip & replace deals
• Got one Account Executive elected for presidents club

Formed the Benelux, Nordics and Emerging Markets sales organisation, driving new business and expansion for all 1k+ employee organizations.

Highlights:

• Quadrupled ARR in two years to almost $50m and grew team from 6 to 20+ staff
• Overachieved on quota in 9 out of 10 quarters, global #1 performing team in 2 quarters.
• Made Miro market leader in Nordics and Benelux markets and expanded into new markets in South-Africa, Israel, Spain
• Build leadership relations with major clients and negotiated multiyear, seven figure plus ARR deals with high community engagement (advisory roles, speakers at events and customer stories)

Formed EMEA sales organization for Miro, took over two account executives generating <$100k ARR per quarter mostly from UK, Benelux and Eastern European markets.

I transformed this into a 25+ sales, high-velocity sales organization covering each European market generating nearly $5m ARR per quarter. Led from the front by owning Benelux and DACH markets for almost 9months until we had roles filled.

Highlights:

• Grew organization from 2 to 25 people almost exclusively through external recruitment, while offices were closed due to COVID.
• Opened new markets fro Miro in France, Germany and Spain
• Led EMEA GTM hiring and retention throughout pandemic
• Personally closed Miro's first $1m+ ARR new business deal with Swiss Pharmaceutical multinational.

• As Head of Sales my role was to build a sales team, design and implement the sales process and drive global expansion to meet aggressive ARR numbers expected by the investor
• Expanded team from 1 to 5 including first US based hire of the company
• Doubled ARR throughout tenure
• Signed two leading Medical Universities in Europe and quadrupled logos and revenue in US
• Part of team that designed and rolled out new pricing structure.

• Drive the established European Enterprise Sales team to continued success and further expansion
• The team consists of 6 FTE’s and annual turnover has grown to 8 figures
• Outside of the daily management of the team I am part of the worldwide Growth Management, work closely with our other global offices to plan and execute our Enterprise Growth Strategy, as well as lead the rollout for Europe
• Consistently drove 40% growth QoQ and overachieved on regional goals 8 quarters in a row
• Driver behind successful execution of Atlassians Enterprise Strategy in EMEA
• Lead cross-functional “Alles fur das DACH” campaign in FY17 doubling

• Build an Enterprise Sales Team in EMEA
• Within two years had a 4 FTE team running covering all major European Markets and driving $5m+ revenue / year as well as fitting into Atlassians unique culture
• Build and ramped team of 5 EA’s while working as surrogate Account Executive
• Missed 1 quarter, hit remaining 5
• Personally closed largest deal in Atlassian history.

• Commercial lead for the Progress Software engagement and owner of the working relationship
• Direct management of sales team of 12 FTE’s with $100m revenue under management
• Hit or overachieved quarterly goals and drove 2% increase in Annual Renewal Rate
• Able to reduce FTE from 12 to 7 over the course of 12 months
• Managed EMEA transition of customer base belonging to 7 product groups that our client (Progress) divested
• Partnered with Collections to reduce unpaid renewal invoices by 60%.

• Managed EMEA customer renewal teams up 10 FTE for clients including Progress, Symantec and Siemens.
• Delivered 90%+ renewal rates and overachievement on targets

Awards

• 4x quarterly EMEA Stars
• 2011 - Sales Team of the year (Progress Software)
• 2012 - Most valuable Team EMEA of the year (ServiceSource)

• Responsible for maintenance renewal revenue from Benelux and UK regions for Novell (’07-’08) and Siemens (’08-’09) teams
• Overachieved on target every quarter
• Winner of four quarterly ‘Stars’ awards for MVP.