Jon Mathews

Experience

• 

  Thoropass

  Sr. Sales Leader - Upmarket Expansion

  Jan 2024 - Present

  We’re compliance experts, so you don’t have to be. Through easy software and hands-on services, we embed in your process to prepare you to pass any audit, every year, with flying colors. Thoropass makes it as easy to do the right thing as it is to check a box—because we want to build a world where compliance is never a barrier to progress. (p.s. We’re hiring!)

  • Responsible for driving our GTM Mid-Market & Enterprise strategy and revenue growth on net-new business. Key areas of focus are ICP identification, pricing, sales motion & positioning, driving marketing efforts on brand awareness & increase of SQLs, product roadmap design, partnerships planning, channel awareness and revenue growth.
• 

  Pavilion

  Executive Member

  Jul 2023 - Present

  Pavilion is powered by an international community of sales, marketing, RevOps, and success leaders from the world’s fastest growing companies. Together, we teach new skills, forge meaningful connections, and help our companies grow. Unlock your professional potential and level up with community-powered learning for CEOs, GTM leaders, and teams. Join today at joinpavilion.com/apply-now.

• 

  Thoropass

  Sr. Sales Leader

  Aug 2023 - Jan 2024

  We’re compliance experts, so you don’t have to be. Through easy software and hands-on services, we embed in your process to prepare you to pass any audit, every year, with flying colors. Thoropass makes it as easy to do the right thing as it is to check a box—because we want to build a world where compliance is never a barrier to progress. (p.s. We’re hiring!)

  • Thoropass is a full end-to-end compliance and security SaaS solution, driving organizations compliance program efficiencies and cost savings with quality. We have created a unique offering that emliminates the Auditor loop holes through the OrO™ Way approach.
  • What is the OrO™ Way? Ask me!
• 

  Secureframe

  Sales Director

  Apr 2022 - Jun 2023

  Secureframe is the automated compliance platform built by compliance experts. We're transforming how businesses manage risk and compliance.

  • [Impacted by Reorg Layoff]
  • Secureframe is the leader in security compliance automation, enabling organizations to scale, build trust and stay secure with their customers in the areas of SOC 2, ISO 27001, PCI DSS, HIPAA, NIST, and more.
  • Responsible for leading and overseeing the sales organization as a first / second-line level leader, obtaining net-new business and upselling current customer portfolio. Led sales across North America and EMEA, focusing on SMB, Mid-Market and Enterprise B2B software companies.
  • Accomplishments
  • 2022
  • Q2: N/A / Q3: 89% to Quota / Q4: 103% to Quota
  • Team won largest Enterprise customer to date in company history / largest ARR deal sold to date
  • Oversaw SDR team as interim Leader for 2 months production increased in booked meetings
  • Increased team win rates from 19% to 26% in 2H of 2022
  • Grew sales team in 2022 from 7 Account Executives to 23
  • 2023
  • Q1: 101% to Quota / Q2: 104% to Quota
  • 10 Rip & Replace competitive deals in 1H of 2023 (most in company history)
  • Overall
  • Took on "interim Head of Sales" for a period of 6 months
  • Developed and managed the top 2 reps in the company out of 15
  • Developed key strategies and planning on upmarket expansion in 2023, Mid-Market & Enterprise
  • Most competitive Rip & Replaces in company history
  • Implemented new sales process, such as the rollout of Command of the Message / MEDDICC company-wide
• 

  Datto, Inc.

  Sr. Manager, Regional Sales

  Oct 2020 - Mar 2022

  As a leading global provider of security and cloud-based software solutions purpose-built for MSPs, Datto, a Kaseya company, believes there is no limit to what SMBs can achieve with the right technology. Datto’s proven Unified Continuity, Networking, and Business Management solutions drive cyber resilience, efficiency, and growth for MSPs. Delivered via an integrated platform, Datto’s solutions help its global ecosystem of MSP partners serve over one million businesses around the world. From proactive dynamic detection and prevention to fast, flexible recovery from cyber incidents, Datto’s solutions defend against costly downtime and data loss in servers, virtual machines, cloud applications, or anywhere data resides.

  • World’s leading provider of cloud-based security & technology software in the areas of SaaS PSA/RMM, Unified Continuity and Networking. Overseeing the Southeast Region territory of 250+ Enterprise and Mid-Market Current Customers and New Business as a 2nd line-level leader.
  • 2nd line-lever leader responsible for the growth of Enterprise / Mid-Market net-new logos and current customer expansion: (2) Sales Manager & (16) Indirect AE's
  • 2021 Quota of $5M Net-New (100% to Quota) / $2M Expansion (99% to Quota)
  • Team sold biggest RMM software deal in NA for $1.2M TCV
  • Achieved/Exceeded monthly/quarterly quotas for pipeline and reoccurring revenue bookings, minimizing churn/loss and delivering on net bookings
  • Provided sales/leadership Training and Coaching in the areas of net new business sales cycle, along with up-sell/cross-sell within existing business
• 

  Optomi Professional Services

  Sr. Director of Strategic Sales

  Jul 2018 - Sep 2020

  Optomi Professional Services (OPS) was born out of a passion for making a meaningful impact and positively influencing the lives of those we touch and the communities we call home. Guided by unwavering core values, OPS is dedicated to building a genuine connection with partners to fuel technology initiatives and remains committed to transforming the technology landscape of tomorrow with innovative solutions. We are purpose-driven. We offer skillset-focused technology support through three service channels: Talent Services: Contract, Contract-to-Hire, and Permanent Professional Services: ServiceNow, Cyber Security, Software Solutions, and Program Management Managed Services: Business Optimization, Cloud & Infrastructure, Data Analytics & Intelligent Automation, Cyber Security, and Application & Product Development Optomi is an official ServiceNow®️ partner.

  • OPS is a full-service technology organization focused in the areas of Technology Professional Services, Domestic BPO/Outsourcing, Talent Solutions and Software. Responsible for the growth of National Enterprise Sales New/Existing business, along with mid-market sales.
  • Responsible for leading (6) National Enterprise Sales Directors, along with (1) Sales Manager working with our Current Enterprise Customer base, along with developing net New Business
  • Developed GTM strategy for our SaaS Workforce Management platform for new/existing customers
  • Managed National Enterprise Strategic / Regional Market sales strategy
  • Defined field sales metrics and developed new sales processes, along with the rollout of a consultative sales methodology (Command the Message)
  • Drove monthly account reviews within the national sales team, along with the support of our regional Mid-Market / SMB
• 

  Optomi Professional Services

  Director of Sales

  Feb 2018 - Jul 2018

  Optomi Professional Services (OPS) was born out of a passion for making a meaningful impact and positively influencing the lives of those we touch and the communities we call home. Guided by unwavering core values, OPS is dedicated to building a genuine connection with partners to fuel technology initiatives and remains committed to transforming the technology landscape of tomorrow with innovative solutions. We are purpose-driven. We offer skillset-focused technology support through three service channels: Talent Services: Contract, Contract-to-Hire, and Permanent Professional Services: ServiceNow, Cyber Security, Software Solutions, and Program Management Managed Services: Business Optimization, Cloud & Infrastructure, Data Analytics & Intelligent Automation, Cyber Security, and Application & Product Development Optomi is an official ServiceNow®️ partner.

  • Managed, strategized and trained in the areas of IT BPO (Business Process Outsourcing) and Human Capital Management (Staffing) within National Enterprise and Regional Market sales
  • Created entire Sales Training program, new and existing hires, from ground up
  • Increased ramp-up time for new Account Executives in their first 4 months vs 7 months
• 

  Kforce Inc

  Regional Sales Director

  Apr 2016 - Jan 2018

  Kforce is a solutions firm specializing in technology and other professional staffing services. Each year, we provide career opportunities for approximately 20,000 highly skilled professionals on a temporary, consulting or direct-hire basis. These experts work with approximately 2,500 clients, including a significant majority of the Fortune 500, helping them conquer challenges and meet their digital transformation goals. Together, we reimagine how business gets done. For more than 60 years, we’ve achieved our clients’ objectives by combining a KNOWLEDGEforce®—our namesake—with flexibility and an unmatched drive for excellence.

  • As a 2nd line-level leader, I was responsible for the sales growth and management of the North Texas region, through Technology Talent Solutions, IT Outsourcing and Professional Services within Enterprise and Mid-Market sales
  • Grew and managed a $37.5M P/L region, from $26M, along with two offices
  • Managed Delivery Director, (2) Market Managers, (3) Strategic Enterprise Sales Directors, along with (31) indirect reports (consisting of Recruiters, Sales Executives and back-office)
  • Trained employees, across the nation, on MEDDIC, a Consultative Sales Framework
  • Maintained top margins of 27.5% amongst 16 other offices two consecutive quarters
  • Responsible for the oversight and direction of top National Enterprise Customers; AT&T, Microsoft, NTT Data, Cisco, Toyota North America, Southwest Airlines, Allstate, Verizon, USAA, 7-Eleven, and more
• 

  BridgePoint Technologies

  Director of Sales

  Mar 2013 - Apr 2016

  BridgePoint Technologies, LLC is an Information Technology consulting firm that delivers innovative, scalable business solutions to help our clients reduce costs, increase revenue and gain competitive advantage through technology. We work closely with clients to understand their unique business needs and then develop a roadmap on how best to achieve those goals utilizing best-of-breed technologies. Our team is divided across three strategic business units within the organization - Project Solutions, IT Managed Services, and Strategic Staffing - that specialize in custom application development and integration solutions, mobility strategies, business intelligence solutions, information worker and collaboration solutions, and Networking / Infrastructure services. BridgePoint has recently developed a product called Digital Workorder, and mobility solution designed specifically for the mobile workforce. Digital Workorder is a mobile application that allows employees the ability to digitally capture their work, complete custom forms, take pictures, perform status updates and send it to the back office for recording and processing, making documenting off-site work virtually seamless, paperless, and worry-free. So whether we're building a web application, deploying a custom mobile app to a smart phone or tablet, or designing a network, we'll be there to do the heavy lifting and deliver reliable, scalable IT solutions to help make your job easier.

  • Driving profitability and strategically steering all aspects of sales and operations across BridgePoint’s Information Technology Professional Services, Business Solutions/Software Development, Managed Services and SaaS Work Order / Procurement platform portfolios.
  • Oversaw and managed company revenue of $26.5M+ across all business units $21M+ Services / $3.8M ARR Software
  • Grew sales from $9.5M to $14M+ in 1st year, 65% first-year growth
  • Oversaw (2) Managers, (10) Sales Executives and (6) recruiters, along with indirect reports
  • Trained and coached consultative sales in the areas of ITO, BPO, Managed Services and Software Work Order platform solutions
• 

  Aerotek

  Sr. Sales Manager

  Jan 2012 - Mar 2013

  We know you’re looking for more than just a job or a worker. As a job seeker, you’re looking for work that makes a difference and as an employer, you’re looking for people who deliver. Aerotek’s people-focused approach connects great people and great organizations and has been recognized year after year with ClearlyRated's Best of Staffing® Client and Talent awards. For more than 35 years, Aerotek® Inc. has built a reputation for providing the highest-quality staffing and workforce management solutions. Carrying our reputation forward, Aerotek has focused its deep expertise in connecting light industrial and skilled trades talent with clients in the manufacturing, logistics, construction, aviation and facility management industries across North America. Aerotek’s 2,400 internal employees serve more than 200,000 contract employees and 13,000 clients every year. When you work with Aerotek, you’ll understand why we say: Our People Are Everything.™

  • Responsible for overseeing 5 new Account Managers within the Chicagoland area within Engineering, Professional Services, and LI.
• 

  Aerotek

  Sr. Account Executive

  Sep 2010 - Jan 2012

  We know you’re looking for more than just a job or a worker. As a job seeker, you’re looking for work that makes a difference and as an employer, you’re looking for people who deliver. Aerotek’s people-focused approach connects great people and great organizations and has been recognized year after year with ClearlyRated's Best of Staffing® Client and Talent awards. For more than 35 years, Aerotek® Inc. has built a reputation for providing the highest-quality staffing and workforce management solutions. Carrying our reputation forward, Aerotek has focused its deep expertise in connecting light industrial and skilled trades talent with clients in the manufacturing, logistics, construction, aviation and facility management industries across North America. Aerotek’s 2,400 internal employees serve more than 200,000 contract employees and 13,000 clients every year. When you work with Aerotek, you’ll understand why we say: Our People Are Everything.™

  • Responsible for the growth of new and existing Enterprise / SMB business within Engineering and Professional Services.
  • 2-time year-end sales contest winner
  • Million Dollar Club winner, driving over $1.5MM in sales profit
  • 2012 year-end total revenue of $9.5MM
  • Consistently ranked within top 15 over a period of 2 years out of 150 producers
• 

  Aerotek

  Senior Recruiter

  Jan 2010 - Sep 2010

  We know you’re looking for more than just a job or a worker. As a job seeker, you’re looking for work that makes a difference and as an employer, you’re looking for people who deliver. Aerotek’s people-focused approach connects great people and great organizations and has been recognized year after year with ClearlyRated's Best of Staffing® Client and Talent awards. For more than 35 years, Aerotek® Inc. has built a reputation for providing the highest-quality staffing and workforce management solutions. Carrying our reputation forward, Aerotek has focused its deep expertise in connecting light industrial and skilled trades talent with clients in the manufacturing, logistics, construction, aviation and facility management industries across North America. Aerotek’s 2,400 internal employees serve more than 200,000 contract employees and 13,000 clients every year. When you work with Aerotek, you’ll understand why we say: Our People Are Everything.™