Neema Zarrabian 🤝

- H2 - 118% to quota - H1 player: 167% to quota + closed biggest ARR deal in company history, then broke that record on the same day (LDOQ) - H1 coach: 163% to quota + laid foundation of a team - Led from the front by carrying a personal quota while building and scaling the sales team - Increased average contract value (ACV) by 83% in the first 90 days through adoption of a value-selling framework - Reduced sales cycle by 23% in the first 90 days by implementing structured BANT qualification - Partnered with RevOps to roll out SPICED methodology and overhaul forecasting as the company scaled from Seed to Series B in under a year - Drove CRM discipline and AI adoption, ensuring pipeline accuracy and enabling predictive insights - Scaled the team from 2 to 10 reps in 6 months while consistently delivering 100%+ attainment month-over-month - Pioneered new sales segmentation. I focused high-velocity growth (0–75 employees), shaping company strategy

- Closed $1.36M+ in revenue in under 12 months, ranked #1 on sales leaderboard at 189% to quota (had a ramp and de-ramp since I was a player-coach at the end). - Won the largest new logo ACV in company history, setting a record for land deals. Broke that record by $XXX,XXX+ 5 months later. - Scaled beyond pure closing: laid foundations for enablement, coached RevOps on GTM workflows, and partnered with post-sales to ensure adoption and expansion. - Stepped into sales leadership responsibilities, including onboarding, training, and hiring of new reps - Partnered cross-functionally (RevOps, Marketing, Product) to define outbound plays, improve signal-based prospecting, and build repeatable motion for scaling Growth and Enterprise teams - Acted as a strategic advisor in customer evaluations, helping prospects like Perplexity AI, Spellbook Legal, Island.io, and SoFi consolidate their GTM stack against competitors

- 123% to Quota in 2023 (Qualified for PClub). - Created SDR <> AE mentor program to allow teams to collaborate and help create promotion paths. - Had fastest sales cycle, win rate, and highest ACV on the team.

• Conducted 55 thirty-minute empathy interviews with study abroad students to research if school should build a new student center • Concluded that the student center should replace the library • Designed a new student center

• Oversaw all operations of a team of 30 which was focused on generating sales, and providing the best bicycle tours/rentals in Boston • Developed new sales with corporate clients and expanded current sales through partnerships • Created individualized plans for employees to increase morale, which led to the most profitable summer in company history • Conducted a cross-department analysis leveraging schedule and cost data to increase revenue by pursuing more private opportunities and daytime tours.

• Increased TripAdvisor ranking by using Constant Contact and personalized outreach • Created a weekly marketing plan to interact with hotels and attend events • Rewrote the employee manual to accelerate training for the 25+ seasonal employees.

• Doubled camp size by creating "Bring-a-friend" Wednesday • Planned activities for children between the ages of 3 and 12 • Promoted to Head Camp Counselor

• Competed with 20 other salesman for 3-4 hours before Red Sox home games • Finished in the Top 3 in sales each summer

Junior Spring study abroad program Courses: Design Thinking, Positive Psychology, Organizational Psychology, Psychology of Peak Performance, Danish Language and Culture

Took online courses on Business Analytics, Economics for Managers, and Financial Accounting taught by Harvard professors that translated to 20 hours of weekly assignments.