Mark LaRosa

About

With over 20 years of experience as a growth and revenue consultant, Mark LaRosa helps startups achieve explosive growth and find an exit. He is the founder of QuotaCrush, a consulting firm that partners with founders and investors to serve as an interim or fractional head of sales and business development. Mark has a proven track record of delivering results in multiple industries, including HRTech, CryptoCurrency, AI, and MarTech. He builds and mentors sales teams, develops and executes sales strategies, and sells alongside reps to generate revenue. He has helped more than a dozen companies reach profitability, explosive growth, and even exit. Mark is passionate about helping startups succeed and grow through sales.

Experience

• SVP of Sales · USREM2023-08-01 –
• Head Of Investor Relations · Burlwood Capital2021-05-01 –
• Growth and Revenue Consultant · QuotaCrush2008-01-01 –

  Thirteen companies have found explosive growth and/or found an exit. By partnering with founders and investors, and serving as an interim or fractional head of sales and business development, companies find success through revenue. Strategies include team building, mentoring, coaching, as well as active selling alongside reps. Clients include startups with founder sales only, those looking to grow beyond initial success and find the repeatable sale, foreign companies looking to establish a US presence, and companies with general sales blockage that need fresh ideas from someone who has worked in multiple industries with success. Experience crosses multiple industries including CryptoCurrency, AI, MarTech, Sales Tech, HR Tech, Insurance Tech, Fleet, IoT, and more. Notable clients who continue to thrive (and/or found an exit) due to foundation established include FalconX, Convene, Collective[I], Sched, Monetate, Panjiva, StellaService, Parsely, Gust, ScoopSt, Diopsys, and Perpetually. Select Accomplishments: • FalconX: CryptoCurrency platform: Created sales playbook and GTM strategy • Convene: Hybrid Meeting Platform: Established sales playbook for mid/post-COVID sales strategy & Interim SDR manager • OpenWorks: Platform for outsourced janitorial services: Created sales playbook and rearchitected sales stack • ConveyIQ: HR Tech SaaS company: Grew company from $3.1M to $5.5M ARR: Grew pipeline 400%, Rebuilt AE and SDR team from scratch, Raised AVC from $15k to 50k, Brought company to acquisition • SightCall: Remote Assistance Software: Established US market for French company • Enhatch: Mobile tablet-based ERP solution for medical device reps: Built the initial growth sales pipeline, Closed $4M in bookings in first 10 months, more than doubling MRR from $60K to $160K. • CollectiveI: Sales Intelligence AI / ML software company: Established and hired an inside sales team, designed metrics, call plans, and scripts.

• Interim VP of Sales (USA) · iMocha2023-02-01 – 2023-08-01

  • Launched US sales effort and handed over to full-time head of sales in the USA • Serve as initial US sales rep, manage and build BDR and AE functions • Manage sales reps in India • In first 5 months, created $2MM of pipeline and closed $750k of US-based business – 45% of annual goal of $1.7M • Develop strategy and manage outsourced BDR agencies for lead generation

• Interim VP of Sales · ProjectManager2022-02-01 – 2022-12-01

  • Establish initial outbound Enterprise and SMB B2B sales function including hiring, defining, training SDRs & BDRs and establishing entire playbook for success. Hired 2 SDRs (to handle inbound MQLs) and 1 BDR (to handle outbound dialing). All 3 hitting $250k in pipeline per month in 60 days. • Re-train nascent outbound sales team in proper sales methodology and create playbook, workflows, and functions to ensure success for both new logo and expansion business. Expansion business exceeded targets by 150%. New Logo at 60% after 2 months. Outbound team grown to 4. Closed $2.5MM in new ARR first 9 months plus $6MM in Expansion ARR. • Design and oversee all revenue operations functions within the CRM (Hubspot) and oversee building and implementation of processes for forecasting, quoting, billing, reporting and payment. • Served as key member of management team in turning around the company. • Presented to board and investors monthly.

• Interim Head of Inside Sales · Collective[i]2019-10-01 – 2020-02-01

  AI Software provider for Sales Intelligence. Established and hired an inside sales team, designed metrics, call plans, and scripts. Increased pipeline by 200%.

• Interim SVP of Sales · ConveyIQ2018-12-01 – 2019-09-01

  Doubled sales, 5x pipeline increase, and re-built the sales team to get the company to an acquisition. Company was acquired by Entelo in August 2019 as a result of the actions taken.

• Interim Vice President, Sales - Americas · SightCall2017-01-01 – 2018-01-01

  - Established US market for French company (now SF-Based) - Closed and Managed accounts including CCC, AmDocs, Comcast, AmFam, Chubb, AMIG, Durst, Gerber Technology, Dominion Energy. - Grew region to $1M ARR.

• Interim EVP of Global Sales · enhatch2015-01-01 – 2016-01-01

  Company focused on medical device sales reps. - Built the initial growth sales pipeline. - Identified/hired/trained four new sales reps and moved inherited sales representative into sales operations role. - Closed $4M in bookings in first 10 months, more than doubling MRR from $60K to $160K. - Secured major customers including Integra LifeScience, Corin, GE Healthcare.

Education

• Stevens Institute of TechnologyBachelor of Science - BS, Management Information Systems, General

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