Justin Darcy

Director - Global GTM Sales

2021 - Current

Responsible for driving $300M+ in ARR across Salesforce's most strategic software integration partners on AppExchange. - Manage a team of 10 go-to-market sellers in the US and Europe - The team is responsible for co-selling with Salesforce's top 30 strategic software partners, including DocuSign, OwnBackup, Honeywell, nCino, and Copado. - Operationalized the global function using Salesforce reporting and Opportunity management, providing visibility into partner pipeline, sales, and marketing KPIs. - Onboarded and operationalized an off-shore contact center of 20 BDRs - Execute global marketing Campaigns and events that generate an incremental $10M in partner ARR on an annual basis - Responsible for developing and executing go-to-market strategies with Chief Revenue Officers across our partner ecosystem.

Product Owner - AppEinstein

2023 - 2024

With no prior product management experience, I was given ownership of an internal product called AppEinstein, Salesforce's application recommendation tool. Working with Salesforce's data science and analytics teams and UI/UX designers, built a working product in under six months and marketed it internally to over 60,000 employees. - Increased monthly active users by 10x in twelve months - Generated over 500+ leads for Salesforce's partner ecosystem, up from zero the prior fiscal year - Built an integration to Slack to automate critical functions and increase adoption - Using OpenAI/ChatGPT's LLM, developed a next-generation prototype training an Agent on partner solutions fully integrated into Slack - Executed paid digital marketing campaigns leveraging LinkedIn ads that increased MAUs 10% MoM - Conducted ongoing user feedback interviews to inform the product roadmap - Achieved an NPS score of 80, considered World-class

Partner Account Director

2019 - 2021

Senior Principle Account Manager - Rockies

2014 - 2019

FY17 Results: 106% Revenue attainment FY16 Results: 240% Revenue attainment; 115% YoY Growth FY15 Results: 459% Revenue attainment Executive relationship development, strategic planning, program development and field channel engagement. Work cross-functionally managing projects across a broad constituency ranging from customers, channel partners, sales, marketing, and technical management. Facilitate quarterly technology reviews to ensure ISV partners and Salesforce are sharing joint roadmaps, milestones and deliverables. Develop a deep understanding of the partners' products, strategies, customer value, and go-to-market approaches.

Partner Account Manager

2012 - 2014

Executive relationship development, strategic planning, program development and field channel engagement. Work cross-functionally managing projects across a broad constituency ranging from customers, channel partners, sales, marketing, and technical management. Facilitate quarterly technology reviews to ensure embedded OEM partners and Salesforce are sharing joint roadmaps, milestones and deliverables. Develop a deep understanding of the partners' products, strategies, customer value, and go-to-market approaches.

Advisor

2016

Caliber is a SaaS platform using natural language processing and machine learning to build psychographic profiles on buyers (buyer needs, personality type, risk perceptions, negotiating style) that accelerate big and complex B2B deals. Caliber's proprietary persona modeling tech gives actionable insights on how to best communicate with buyers based on their persona - what content, writing style and tone-of-voice to use. Caliber is a graduate of the Boomtown Accelerator Program.

Angel Investment Panel Member

2013

Advisory role providing ongoing feedback on potential platform investments, value-add introductions to startup founders and mentorship.

Director - Network, Cloud and Applications

2011 - 2012

Managed all of the VAR's in the Bay Area with a focus selling within AT&T's Network, Cloud/Hosting and Application portfolios. Cloud solutions include Storage as a Service (SaaS), Compute as a Service (CaaS) and Platform as a Service (PaaS).

Co-Founder

2010 - 2011

Regional Sales Director - Silicon Valley and Los Angeles

2004 - 2010

Responsible for all sales and business development opportunities in the Silicon Valley and Los Angeles markets.

Senior Major Account Manager

2002 - 2004

Promoted from Account Executive. Responsible for identifying and closing key accounts/prospects that have significant revenue potential. Allegiance/XO is a telecommunications company specializing in high-speed voice and data T-1 lines, Fractional T-1's, Point-to-point, VPN, DS3, OC-48 and other ancillary services.

Director of Sales

2001 - 2002

Highsoft was a platinum reseller of Adobe software and Sun workstations.

Head of Merchandising - Minneapolis Market

1997 - 1998

Turned a summer internship at the age of 19 into managing the entire Minneapolis market for Snapple. Responsible for product placement, point of sale marketing and introducing new products to grocery story chains throughout the Minneapolis metropolitan market.