Travis Galdieri
America - Acquisition and Customers at LinkedIn
Travis Galdieri
America - Acquisition and Customers at LinkedIn
San Francisco Bay Area
Overview
Work Experience
Senior Director of Sales North America - Acquisition and Customers
2023 - Current
Currently leading Account Executives (new business acquisition) as well as our SMB Account Directors (existing customer) across North America for both Hiring and Learning solutions. The team consists of 5 Directors, 24 front line managers, and roughly 200 individual contributors. We are responsible for over $300m in revenue. Our Account Executive team spans from small business to mid market to enterprise. Our Account Directors cover small to medium sized customers.
Senior Director of Sales - New Business for Hiring, Learning, and Engagement
2021 - 2023
In July of 2021, LinkedIn reorganized our teams to better align with customer needs. In this role, I was responsible for driving ~$300m in new business bookings across our Hiring, Learning, and Engagement solutions.
Senior Director of Sales - Acquisition and Customers
2020 - 2021
In early 2020, I was promoted to the Senior Director title and continued my role and scope of responsibility across our new business acquisition teams (SMB through ENT) as well as our customer expansion and renewal teams (small business to mid market). Aside from the required partnerships across marketing, customer success, and operations to deliver over $300m to the top line, I worked closely with our product teams to pilot and iterate on new product GTM strategy. As LinkedIn combined business lines, my segment was the first in North America to pilot selling our Talent and Learning solutions together. In 2020, LinkedIn went through layoffs due to the macro impacts of COVID-19. Obviously, this was a challenging time that required strong change management and inspiration for the remaining members of our org. A highlight during this time was being able to play a global sales sponsor role in launching a fee jobs initiative to companies hiring healthcare and frontline workers during the peak of COVID. 2021 Presidents Club winner (#6)
Director of Sales - Acquisition and Customers
2018 - 2020
Near the start of our new fiscal year, I was promoted to lead both our Acquisition teams as well as our Small & Medium Business customer teams for North America’s Talent Solutions business. Our New Business Acquisition (Account Executive) team included small business, mid-market, and enterprise sellers. Our SMB Customer (Relationship Manager) team was responsible for onboarding, renewing, and growing the existing customer relationships. With the added responsibility, I focused on building out a better process for new customer handoffs, ensuring that we had strong account payback ratios for our SMB customers, healthy margin profiles for our sellers, rolled out Gong for sales coaching, and most importantly created a winning locker room with world class sales coaching and professional development. I also took on an online number as we tested a new sales motion with our online jobs product. At our peak, the team consisted of over 200 individual contributors, 25 front line leaders, and 4 senior leaders across our North American offices in: San Francisco, Sunnyvale, Chicago, Detroit, Omaha, and New York. We were responsible for delivering over $200m to the top line. 2019 Presidents Club winner
Director of Sales - New Business Acquisition
2017 - 2018
After being a Head of Acquisition role under the “Senior Manager” title, I was promoted to the Director title in 2017. It was also at this time we combined our Acquisition and Small & Medium Business customer teams under one new leader and organization. For acquisition, I was responsible for co-authoring our annual plans, building out and executing on our strategic vision, and leading a group of a dozen frontline leaders and nearly 100 sales reps towards a $100m acquisition target. I helped roll out Sendbloom this year to help automate our prospecting efforts.
Senior Sales Manager - New Business Acquisition
2015 - 2017
Stage: scale. Under this title, I was a second line leader (managing managers) for 2+ years, before becoming a Head of Acquisition for our Talent Solutions North American business. Aside from leading multiple teams, the focus during this stage was to continue to build out new processes and growth strategies. A few examples include bringing in external training partners such as Sandler and John Barrows, creating a leadership development program titled EmergIn Leaders, and building and scaling out a customer facing pricing calculator to speed up our deal velocity. July 2016 - July 2017: I led New Business Acquisition (Account Executive) segment for North America. My main responsibility was our go-to-market strategy to bring new customers onto the LinkedIn Talent Solutions platform. I partnered closely with our marketing, sales development, operations, and sales effectiveness teams to build a segment that brought in over $70M to LinkedIn. 2017 Presidents Club winner 2016: Co-led our New Business segment with 7 teams and over 50 sales professionals in San Francisco, Sunnyvale, and Chicago. 2015: I was responsible for onboarding 5 new Sales Managers and their respective teams to our New Business segment. #1 Sr. Manager globally for Talent Solutions. 2015 Presidents Club winner.
Sales Manager
2012 - 2014
Stage: hypergrowth to a billion in revenue For three years, I was a frontline sales manager of new business Account Executives selling our Talent Solutions product line. LinkedIn was going through a tremendous amount of growth during these years with our focus on becoming a billion dollar startup. As a frontline leader, I was responsible for the basic blocking and tackling of the job such as building a winning team through recruiting, hiring, and developing talent, forecasting, bringing new products to market, and delivering on our number. But at this stage of our business, there was also an opportunity to build new processes that scale. A few examples include: creating equitable geographic territories by analyzing account qualities and previous performance, building new pitch decks that were used across the segment and later fed into our product marketing narrative, creating rep scorecards to track KPIs vs segment averages that became the basis for promotion, and building a program where reps could learn about various roles in our organization to spur talent movement. Earned President’s Club honors in 2014. Some of the day to day activities included career and sales coaching, forecasting, territory planning, turning data into insights, and project management. We focused on coaching around Sandler sales methodology, Basho prospecting techniques, and executive level conversations. 2013 Presidents Club Winner
Team Lead
2011 - 2012
Stage: hypergrowth, pre-IPO to IPO Midway through my first year as a sales rep we thought we ran out of accounts to sell. I had a choice to move into enterprise sales, or give up half of my accounts and be a team lead responsible for my own number as well as the combined quota of 3 other reps. I came to LinkedIn thinking I wanted to get into leadership, so I took the team lead option and became a “player coach.” While I closed the biggest deal of my life to a Fortune 500 company that year, I also helped a rep get off a performance plan and hit their quota. It was that latter experience that gave me the most satisfaction and ignited my leadership career.
Senior SMB Account Executive
2010 - 2011
Stage: hypergrowth, pre-IPO to IPO. $66m to $185m in Talent Solutions bookings. I joined LinkedIn when it was at 87 million members, less than 1000 employees, and less than $250m in total revenue. LinkedIn’s Talent Solutions had a strong product market fit, but proactive passive candidate recruiting was still new to much of the industry. It was an evangelical sale as we were asking prospects to try a new way of recruiting. As an inside sales rep, I was responsible for hunting for new business logos. It was a wild year as we doubled our sales team, doubled our revenue, brought new products to market, and had to do so with little process or structure. I finished the year as the #1 inside sales rep in the segment and earned 2011 President’s club honors.
Limited Partner
2022
Early stage venture
Member, Executive Program
2021
Certificate of Completion: CRO School (Summer 2022)
Territory Account Manager
2008 - 2010
My first corporate job. I was an inside sales rep selling Cisco WebEx SaaS collaboration solutions to both new and existing business. Think Zoom but 10 years earlier. I quickly learned a formula for success that worked for me. By leveraging my relationship skills from my previous experience along with learning the power of process, I became a consistent top performer with a 1st place finish in our entire segment in 2010. This job taught me that I was motivated by helping clients, leader board competition, and uncapped commissions. I also was given the opportunity to be a team lead which started my interest in leadership. While thriving in my role, I ended up getting an InMail from an up-and-coming company called... LinkedIn!
Mortgage Planner / Real Estate
2006 - 2008
My attempt at being an entrepreneur. 100% commission only job where I was responsible for my own marketing, lead generation, and closing. Between cold calling out of essentially a phone book, networking and forming relationships with local real estate agents, and creating my own craigslist ads for listings (this was before the Zillow, Redfin days), I was able to build a budding business… then the financial crisis and great recession hit. Bad timing…
Insurance & Financial Services Sales
2004 - 2006
First gig post college. Similar to a Sales Development rep, I was responsible for cold calling, qualification, and appointment setting. I also helped manage client relationships and partnered with the business owners to create new marketing strategies for our financial workshops. Skills developed: perseverance, thick skin, rapport building, and connecting client goals with solutions. By working closely with the partners of the business, this job is what ultimately sparked my interest in a sales career.
Education
B.A.
1999 - 2003