Hunter Shults
Indianapolis,IN
Summary
Professional sales leader with strong record of driving revenue growth and expanding market presence. Skilled in strategic planning, team leadership, and customer relationship management. Known for adaptability in dynamic environments and delivering consistent results. Proficient in leveraging data-driven insights and collaborative approaches to exceed targets.
Overview
7
7
years of professional experience
Work History
Large Enterprise Regional Sales Manager
Zscaler
01.2024 - Current
- Elite Sales Performance & Presidents Club Trajectory: Achieved 113% of quota for FY24 and on pace to exceed 120%+ for FY25, delivering consistent over performance in a competitive enterprise cybersecurity market.
- Market Expansion & Brand Authority: Transformed an underdeveloped territory into a high-performing region by building an executive network, driving strategic partnerships, and establishing a trusted presence in the Indianapolis IT community.
- High-Impact Revenue Generation: Uncovered and advanced over $3.5M+ in net-new pipeline, leveraging innovative sales strategies to penetrate key enterprise accounts and create multimillion-dollar growth opportunities.
- C-Level Engagement & Enterprise Account Expansion: Developed and executed strategic account plans that deepened executive relationships, expanded deal sizes, and secured high renewal confidence through QBRs, workshops, and multi-threaded engagements.
- Strategic Customer Retention & Competitive Wins: Turned at-risk accounts into long-term advocates by orchestrating high-touch executive alignment and delivering white-glove support, preventing churn and solidifying brand loyalty.
- Relentless Execution & Sales Excellence: Mastered complex enterprise sales cycles, leveraging data-driven strategies, exclusive events, and tailored prospecting techniques to accelerate deal velocity and dominate the cybersecurity market.
Large Enterprise Account Director
MongoDB
04.2022 - 01.2024
- Managed the expansion of MongoDB's existing footprint within 6 large enterprise ($10B+) organizations with an annual quota of $1M
- Secured $1.2M of net new business with 1 net new Enterprise Client and 2 existing clients.
- Generated $675K worth of growth within 6 months of taking over the territory by standardizing MongoDB Atlas (MongoDB's open source, cloud agnostic, managed database service) for new application development and/or migration opportunities
- Established the MongoDB AE Mentor Program for Business Development Representatives (BDRs), which aims to create a repeatable Sales Development methodology resulting in increased lead velocity; lead-demo conversions; qualification parameters and overall productivity of the SDR/BDR team
- Utilized Salesforce CRM, Clari, and Tableau to collect, organize and manage sales data to accurately roll up forecast to Regional VP
Enterprise Account Executive
Gartner
09.2020 - 04.2022
- Responsible for expanding the Gartner footprint within organizations who exceed $1B+ of annualized revenue
- Promoted and sold product concepts and offerings to multiple stakeholders across different IT departments
- Collaborated with sales support, product delivery and customer service departments to manage service delivery and build client retention (Achieved 97% over tenure)
- Used effective communication and interpersonal skills with clients, promoting long-lasting relationships
- Prepared sales presentations or proposals to explain product specifications or applications
- Used consultative sales strategies to effectively overcome client objections and maximize sales activity
- Remained up-to-date on emerging industry and product standards and trends to reinvigorate accounts
Account Executive, Marketing Cloud
Salesforce
04.2018 - 09.2020
- Manage Northeast territory overseeing New York and New Jersey - currently on pace to grow patch by 120%+ with monthly quota of $75K
- Effectively engage, qualify, and align C-Suite, VP, and Director level through discussing business goals/objectives and working through pain funnel to uncover needs leading to superior AE Alignment, consistent 4x pipeline coverage, and accurate sales forecasts
- Top performer in generating new business opportunities to drive revenue growth, achieving 165% to quota in FY20 and 164% to quota in FY19 of stage 2 opportunities
- $13.6M of Enterprise pipeline in FY20 (340% to goal) and $9.2M of Key-Select pipeline in FY19 (146% to goal) generated through developing strategic relationships within prospective and client organizations
Education
Bachelor of Science - Telecommunications
Indiana University at Bloomington
Bloomington, IN05.2012
Personal Information
Title: Enterprise Sales Director
Timeline
Large Enterprise Regional Sales Manager
Zscaler
01.2024 - Current
Large Enterprise Account Director
MongoDB
04.2022 - 01.2024
Enterprise Account Executive
Gartner
09.2020 - 04.2022
Account Executive, Marketing Cloud
Salesforce
04.2018 - 09.2020
Bachelor of Science - Telecommunications
Indiana University at Bloomington
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