David B. Graf

Founded in 1963, Danhard manufactures made-in-USA HVAC systems and components for specialty vehicles. Danhard provides expertise and custom system engineering for ambulances, fire trucks, military, police, aviation, and other applications.

I lead strategy and operations for a ~$140M global revenue line. [1] Partner with Global Head of Sales and leadership team to set strategy, plan, and execute [2] Inspire, lead, and develop a large, high-performing matrixed team [3] Define GTM models, develop new sales initiatives, and shape product incubation plans [4] Establish and execute a proactive operational cadence to ensure the health of the business (forecasting, pipeline generation, business reviews, etc.) [5] Lead various complex cross-functional initiatives aimed at driving growth, increasing productivity, and/or more efficiently scaling the business [6] Own annual planning activities including org structure, growth projections, headcount, territory & quota setting, and coverage [7] Collaborate across Business Units, GTM Strategy, FP&A, and Marketing to ensure alignment & successful execution of strategic initiatives [8] Provide strategic insights based on sales employee knowledge, business trends, market dynamics, and synthesized data to improve the sales GTM motion [9] Drive operational excellence to help exceed sales goals [10] Deliver executive presentations to President and other C-Suite members to provide insights, recommend actions, and influence decisions

(Performed concurrently with Principal Sales Engineer role) [1] Completed final pre-acquisition due diligence and gap analysis between Qualtrics and Clarabridge Sales Engineering organizations in preparation for post-acquisition merger of the teams [2] Modeled headcount needs for cross-training and hiring of SEs, based on forward sales goals and available data from due diligence [3] Designed and executed ongoing Clarabridge cross-training and certification program for ~25 Qualtrics SEs around the globe, in collaboration with the global head of Clarabridge SEs [4] Prepared and presented in-person enablement session to ~200 Enterprise sales reps from Qualtrics and Clarabridge to bring our selling motions together, in collaboration with Sales Enablement and global head of Clarabridge SEs [5] Vetted and successfully recruited four Qualtrics SEs for a voluntary transfer program, allowing Qualtrics SEs to become Clarabridge SEs, learn both sides of the business, and lead key joint deals [6] Designed and communicated Rules of SE Engagement for joint deals

(Covering large enterprise / Fortune 100 accounts) [1] Hit 291% of quota in 2021, exceeding quota in all four quarters [2] #1 in total revenue contribution globally for 2021 (out of 100+ SEs) [3] Win rate of 64% vs. goal of 40% [4] Conducted one to two candidate interviews per month in support of our team hiring goals [5] Improved win rates, deal sizes, and ramp time of teammates through two formal mentorships lasting three to six months each

(Covering Enterprise and large mid-market accounts) [1] Last-8-Quarters #1 in total revenue contribution at-level and #9 including all higher-level SEs (out of 43 SEs in North America) [2] Win rate of 45% vs. goal of 35% [3] Improved ramp time and early win rates of 3 new hires through formal onboarding mentorship lasting six to twelve months each [4] Scripted, configured, and recorded 5 product demo showcases for 2020 and 2021 digital customer conferences during Covid-era, in collaboration with Product Marketing team. Customer survey data indicated product demos were a top driver of overall event satisfaction. [5] Led 1-week, 40-hour training for SAP (parent company) Pre-Sales employees to enable independent Qualtrics sales motions within SAP [6] Created reusable demo assets for the Quick Serve Restaurant (QSR) vertical used to win our first major global QSR customer, winning against our #1 competitor head-to-head. Hosted 7 training sessions to share these best practices across the Qualtrics sales teams.

(Covering mid-market accounts) [1] Last-4-Quarters hit 175% of quota [2] Last-4-Quarters highest win rate on North America team (45% vs. 36% avg.) [3] Developed sales and demo assets for B2B Software vertical, estimated addressable market of listed accounts $355M, in collaboration with a partnered SE [4] Piloted AE training program for new templated solutions, attendee satisfaction score of 4.7 out of 5.0 [5] Created Salesforce integration demo guide, enabling sales reps to demo the solution to customers without SE support. Used approximately 12 times per month by sales reps across the region.

[Business sold to new owner] Triad Micro Farms grows up to 12,000 annual pounds of premium hydroponic lettuces, herbs, and microgreens, providing year-round, hyper-local produce for farm-to-table restaurants and farmers markets. Utilizing a containerized Cropbox growing environment, this entrepreneurial pilot program allows for small-scale testing of the hydroponic farming concept within the Dallas/Ft. Worth market in advance of a potential warehouse production scale-up.

Project experiences span the full lifecycle of Technology Consulting (pre-sales, requirements gathering, development, testing, delivery, training) [1] Pre-sales, requirements gathering, and stakeholder buy-in generation for Commanche Peak Nuclear Power Plant rollout of IBM Maximo Asset Management software [2] SQL development and SSRS automated report creation for Bank of America mortgage division [3] Testing and delivery of Blackrock Aladdin platform for Fannie Mae; staffing 24/7 hotline during go-live to triage urgent issues [4] Creation of train-the-trainer materials for IBM Maximo Asset Management software rollout at Energy Futures Holdings