Desmond Frawley, BBS

Glean is a Palo Alto–based enterprise AI platform that unifies and enhances access to a company’s internal knowledge—across apps, documents, conversations, and data—using intelligent search, AI‑powered assistants, and automated agents to boost productivity and decision-making

• Successfully positioned Glean’s AI-powered enterprise search solution with large European organizations.
• Drove strategic sales engagements from initial outreach to contract closure across multiple industries.
• Built and managed a robust pipeline, achieving consistent quota attainment in a new and highly competitive market.
• Partnered with CIOs and senior executives to uncover use cases for AI transformation within their organizations.
• Delivered tailored product demos and ROI business cases to accelerate decision-making and adoption.
• Provided feedback to product and GTM teams to influence roadmap and refine EMEA market strategy.
• Navigated complex enterprise sales cycles involving multiple stakeholders and extended procurement processes.
• Acted as a trusted advisor to prospects, helping them shape their AI strategies for knowledge management and productivity.

• Lead the regional team across the European market, reporting directly to the CRO. Q1 - 145% to target.
• Drive growth within the European market base, ensuring achievement of team targets.
• Own and execute the largest deals within the EMEA region, securing successful deal closure.
• Manage weekly forecast calls for the EMEA sales team, maintaining real-time pipeline visibility.
• Develop and implement the go-to-market strategy for the EMEA region, aligning sales efforts with evolving market opportunities. Collaborating with other departments such as Product, Marketing and Engineering
• Coach and mentor AEs and BDRs, ensuring alignment with the Sales Engagement Process and driving successful deal progression.
• Collaborate with Executives to achieve strategic alignment and secure larger deals for the team.
• Hire and recruit top talent across the EMEA region to grow our team

Totango is a CDP SaaS solution with offices across the world. Many of the world's fast-growing businesses and well-established software giants, including Tyler Technologies, Schneider Electric, and SAP, use Totango to get real-time access to customer health, stay alert to risks and opportunities, and engage proactively and intelligently with their customers to increase net revenue retention and drive productivity within their organization.

• Launched and spearheaded sales operations in EMEA as the first sales hire in Europe, driving new business opportunities valued at $1.2 million.
• Managed the full sales cycle across diverse functions, including lead qualification, technical demonstrations, proposal crafting, negotiation, and contract finalization.
• Targeted and acquired major accounts within the Supply Chain vertical, focusing on software companies exceeding $500 million in revenue.
• Cultivated champion advocates within organizations, fostering long-term partnerships and driving successful implementations.
• Mastered multi-stakeholder engagement, navigating complex decision-making processes and aligning internal objectives across various departments.
• Secured buy-in and closed deals with VP and C-level executives, leveraging compelling presentations, insightful client visits, and expert stakeholder management.
• Developed and led outreach initiatives, attending trade shows and fostering strategic partnerships to generate new business leads.
• Collaborated closely with cross-functional teams including engineering, product, marketing, customer success, and finance to ensure seamless customer journeys.
• Responsible for generating new business opportunities through outbound activities, trade shows & networking.
• Utilized a comprehensive tech stack encompassing Salesforce, ZoomInfo, LinkedIn Sales Navigator, Outreach, Chorus, Spotlight Ai, and more to boost efficiency and productivity.

Results:.

Achieved #1 ranking among all Account Executives worldwide for total revenue generated in 2023.

ReverseLogix is the only end-to-end, fully integrated returns management system (RMS) built specifically for retail, e-commerce, manufacturing, and 3PL organizations. A SaaS Supply Chain Software provider

• Spearheaded sales expansion in EMEA as the first European hire, reporting directly to the VP of Sales & CEO in San Francisco. Led strategic GTM initiatives across UK, Ireland, Netherlands, Italy, Nordics & Germany, exceeding expectations.
• Built and managed a high-performing team of BDRs & Sales Engineers, guiding them through the full sales cycle for Enterprise clients. Secured deals from large accounts with an average ARR of $100,000+, consistently exceeding quota.
• Mastered complex Enterprise sales cycles.
• Delivered compelling presentations to CEOs, VPs, and other senior executives, both on-site and remotely.
• Managed inbound leads meticulously, nurturing them through opportunities and driving outbound prospecting for expansion.
• Leveraged technology effectively: Utilized Outreach, Seamless Ai, Salesforce, LinkedIn Sales Navigator, Slack, Microsoft Teams, and Prolifque to optimize client acquisition and relationship building.
• Embraced consultative selling: Partnered with internal teams to develop customized solutions aligned with client pain points, ensuring a smooth and successful sales journey (average cycle length: 6+ months).
• Traveled extensively, attending trade shows, client demonstrations, and prospecting events to cultivate new opportunities.
• Championed data-driven decision-making: Maintained meticulous records within Salesforce, providing valuable insights for continuous improvement.

Results:

• Ranked #1 Account Executive globally in 2021, exceeding quota by 127%. Led the sales team in securing the largest deal in company history at $600k ARR.**

Truecommerce is a global provider of fully managed Electronic Data Interchange (EDI) & API Connectivity Solutions. A leader in Supply Chain connectivity solutions.

• Spearheaded new business acquisition across EMEA & APAC for a leading SaaS provider (HQ: Boston, USA), reporting directly to the VP of Sales (Rhode Island, USA).
• Managed the full sales cycle for high-end automation solutions, exceeding expectations. This included prospecting, discovery calls, demos, webinars, negotiations, proposals, and contract finalization.
• Targeted key industries: Pharma, OEMs, 3PLs, Consumer Goods, Supply Chain, E-Commerce, and Manufacturing.
• Led all EMEA partnerships: Identified, negotiated, and nurtured relationships with resellers, driving joint marketing efforts, ongoing support, and quarterly performance reviews.
• Delivered customized solutions directly to clients: Worked closely with them to understand their needs and implement fully automated solutions to reduce costs, boost productivity, and minimize errors.
• Extensive travel schedule (30%): Delivered in-person presentations, gathered RFQs, conducted workshops, presented contract proposals, collected ERP details, and verified 3PL/warehousing capabilities to ensure smooth implementation.
• Expert stakeholder management: Ensured alignment and buy-in from key decision-makers within each project.
• Active trade show participation: Represented the company at up to 8 trade shows annually, conducting live demos and addressing client inquiries.

Results:

2017 - 110% Quota attained

2018 - 122% Quota attained

2019 - 118% Quota attained

2020 - 173% Quota attained

• Accelerated sales by acquiring 52 new clients within 12 months, exceeding quota through consistent new account penetration.
• Mastered the full sales cycle: Engaged in cold calling, crafted compelling presentations, navigated negotiations with senior executives (VPs, Operations, C-Level), and secured contracts.
• Forged strong relationships: Maintained a network of over 75 active clients, ensuring their satisfaction with an impressive NPS score of 90%.
• Secured strategic partnerships: Spearheaded the negotiation of two exclusive national account contracts, driving significant revenue growth.

• Virgin Media: 2013 - 2015: Digital Marketing Account Executive
• Kilmurry Lodge Corporation: 2010 - 2013: Sales & Marketing Manager
• Glanbia Consumer Foods: 2009: University Placement