Marta Lupparelli
Strategic Account Executive
LONDON
Summary
I am Marta! I have been working in Saas sales in different markets and cultures. I speak fluently 4 languages, enjoy consistently achieving aggressive goals, coaching, attracting talent, traveling and building strong relationships with businesses across the world. In my free time I teach yoga, love surfing, and I am the founder of a sustainable surf brand.
Overview
10
10
years of professional experience
6040
6040
years of post-secondary education
3
3
Languages
Work History
Strategic Sales
Figma
London, England
01.2024 - Current
- Manage and grow the partnership between Figma and its strategic customers - annual ARR 3.4 M. Attainment 100%.
- Partner with selected group of customers over 100k employee size
- Managing cross-functional teams involved in winning the deal (legal, solution engineers, CS, marketing, BDR)
- Experience in handling competitive RFP processes, security due diligence as well as RFP in the public sector
- Forecast accuracy by 100%
- Pipeline generation via self-prospecting 50k/week
- Lead cross-functional teams to meet customer's objective and strategic partnership
- Drive company culture: wellness lead for EMEA
- Recruiting AE, AM and BRDs
Senior Enterprise Account Executive
Figma
12.2020 - 08.2023
- Landing large enterprise customers across EMEA
- Generating yearly 2M ARR
- Working closely with cross-functional partners
- EMEA Wellness community lead: Drive company culture
Enterprise Account Executive Southern Europe
Asana
Dublin
04.2019 - Current
- Net new business acquisition on Enterprise segment in Southern Europe securing 120% of annual quota
- Generate 1.2M in revenue per year and 4M pipeline
- Handling complex sales cycles with accounts over 100k employees
- Managing cross-functional teams involved in winning the deal (legal, solution engineers, CS)
- Experience in handling competitive RFP processes, security due diligence as well as RFP in the public sector
- Managing the forecast for the territories or France, Iberia & Italy
- Leading and representing Asana during events
- Pipeline generation via self-prospecting, partnering with BDRs
- Developing and sourcing in country partners
Enterprise Account Manager - Africa
LinkedIn
04.2018 - 04.2019
- Drive customer acquisition across the African territory
- Acquired USD 2.1 million in sales revenue in 9 months
- Manage a portfolio of 36 large African accounts (over 9k employee size) totaling USD 1.5 million in sales
- Drive revenue by prospecting and building 4 million USD pipeline while building strong personal relationships with clients
- Lead a cross-functional teams supporting my customers
- Lead client events, executive dinners and awards in country
- Responsible for biweekly forecasting call for the African Region
- Consistently meeting sales objectives, sales KPIs and forecasting metrics
Mid-Market Account Manager France
LinkedIn
04.2017 - 10.2018
- Acquired USD 1Million in sales revenue in 12 months
- Managed a portfolio of 64 clients in France
- Lead several sales strategic projects alongside leadership to increase efficiency and revenue of our business line such as geo-model for book of business, pilot strategy
- Top sales rep in all Mid-Market region overachieving consistently my quota by 150%
- Recognized as the MVP of the year and Club winner
- Lead the organization quarterly clients events
- Consistently overachieved sales quota, KPIs and forecast accuracy
SMB Account Manager - France
LinkedIn
04.2016 - 04.2017
- Acquired USD 500k in sales revenue in 12 months
- Managed a portfolio of 110 clients in France
- Consistently overachieved sales quota BY 160%, KPIs
- Lead weekly team meetings and territory planning
- Organized activities promoting healthy and mindful lifestyle for all SMB line of business
Enterprise Business Development Representative
Oracle
06.2015 - 04.2016
- Prospecting across new businesses and existing clients and qualifying potential buyers using a variety of tools such as social media, internet, web-based tools & outbound calling
- Exceeded target pipeline goals and sales by 120%
Start-up Account Executive
Google
09.2014 - 06.2015
- Prospected new potential buyers in the Italian, French, Spanish and US markets
- Achieved over 600k in new business during the first 3 quarters
- Surpassed annual quota by 145%
Education
M.Sc. - Corporate & Financial International Law
LSE - London School of Economics
01-2014
LLM - Master of Laws - European & International Business Law
TCD - Trinity College Dublin
01-2013
Undergraduate Law Degree - Law
Université Sorbonne Paris 1
01-2009
Skills
- Full sales cycle large customers
- Sales Strategy
- Territory & Account Planning
- Forecasting
- Pipeline Generation
- Deal management (security, legal, commercials)
- Professional proficiency in 4 languages (French, English, Italian and Spanish)
Timeline
Strategic Sales
Figma
01.2024 - Current
Senior Enterprise Account Executive
Figma
12.2020 - 08.2023
Enterprise Account Executive Southern Europe
Asana
04.2019 - Current
Enterprise Account Manager - Africa
LinkedIn
04.2018 - 04.2019
Mid-Market Account Manager France
LinkedIn
04.2017 - 10.2018
SMB Account Manager - France
LinkedIn
04.2016 - 04.2017
Enterprise Business Development Representative
Oracle
06.2015 - 04.2016
Start-up Account Executive
Google
09.2014 - 06.2015
M.Sc. - Corporate & Financial International Law
LSE - London School of Economics
LLM - Master of Laws - European & International Business Law
TCD - Trinity College Dublin
Undergraduate Law Degree - Law
Université Sorbonne Paris 1
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