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π¦ Matt Farina π¦
Building @ Unicrn l Sales + RevOps as a Service | Ex-Miro, Seamless.AI, Gartner
Matt Farina is an Enterprise Account Executive at Miro based in Austin, Texas.1 Here are some key details about his professional background:
Experience
Current Role: Matt has been working as an Enterprise Account Executive at Miro since April 2021.1 In this role, he has consistently exceeded his sales quotas:
- FY2023 Q3: 103% quota attainment
- FY2023 Q2: 135% quota attainment (ranked #1 AMER Rep and won Grit Award)
- FY2023 Q1: 188% quota attainment (ranked #2 Global Rep)
- FY2022: Achieved President's Club with 121% quota attainment in Q4
Previous Roles:
- Account Executive at Cision (February 2020 - March 2021)
- Senior Sales Development Representative at Cision (September 2019 - January 2020)
- Sales Development Representative at Seamless.AI (September 2018 - March 2019)
- Sales Development Representative at Gartner (May 2018 - August 2018)
Other Ventures
Matt is also the founder of Fluttr, a startup he launched in January 2023.1 Fluttr aims to help burnt-out sales professionals rediscover their passion and purpose through coaching, skill refinement, and community involvement.
Education
Matt holds a Bachelor's Degree in Communication from the University of North Florida.1
Skills and Achievements
- Consistently exceeds sales quotas in his current and previous roles
- Received multiple MVP awards as a Sales Development Representative at Cision
- Achieved 245% quota and ranked in the top 5 out of 120 SDRs nationally at Gartner
- Member of Pavilion, a professional development community for high-growth operators1
It's worth noting that while the query mentions "Founding Jr. Partner at Unicrn," this information is not corroborated by the available search results. The most recent and prominent information indicates his primary role is at Miro.
Highlights
Theo Von recorded the first episode of his podcast in his kitchen.
The exact date was December 19th, 2016.
He had no money.
He had no following.
He had no future.
He was a mediocre LA comedian fighting a nasty cocaine addiction.
Fast forward to 2024 and Theo's world looks wildly different.
He's 2+ years sober.
He's amassed 15M+ social media followers.
And this week he recorded his 526th episode with Donald Trump.
In 3 days it already has 8M+ views.
Theo's journey as a founder reminds me of the old clichΓ©:
"It takes 20 years to become an overnight success."
I guess in Theo's case it took him almost 8 years.
Actually probably a lot longer than that.
But you get the point.
Every founder has to start somewhere.
It's typically from a very low place.
A place that no one wants to be.
But because they're either relentlessly optimistic...
...or just a glutton for punishment.
They start in that low place.
Laying one brick at a time.
Then eventually they stop and look up.
They realize that they've built something incredible.
Something other people stop to admire.
Not everyone wants to go on this journey.
But I have an immense out of respect for the ones who do.
What's a unique founder's story you've come across recently?
I know there's some great ones out there.
Drop yours in the comments π
"We're looking for internal sales hires so they're fully committed."
I've heard this A LOT helping build Unicrn π¦ and it's simply not true.
Specifically comparing our fractional talent to most W2 employees.
Here's an example.
I'm the acting Director of Sales for a 500-person startup.
It's been my first try at sales leadership and INCREDIBLY challenging.
I'm responsible for leading the company's 2 primary revenue functions.
Revenue Function #1 (SMB):
- We've shifted them from an all inbound to an all outbound motion
- We've researched, tested, and optimized their new ICP
- We've created their target accounts lists and messaging
- We've built their new OB sales process from outreach to close
- We've onboarded and trained two AEs who I manage
The top-line result...
π° 19 signed contracts in 5 Months π°
Revenue Function #2 (Mid Market + Enterprise):
- We've researched, tested, and optimized their new ICP
- We've created their target accounts lists and messaging
- We've built their new OB sales process from outreach to close
- We've created the proposal, pricing, and MCA structure
- We've onboarded one new Enterprise AE who I manage
The top-line result...
π° 16 SAOs and $500K+ Qualified Pipeline in 10 Weeks π°
Why am I telling you all of this?
Because in the chaos of learning how to be a sales leader...
...I also make outbound cold calls every week for both functions.
And trust me, they're NOT easy cold calls to make.
Yesterday I got chewed out by a prospect for 15 minutes straight.
He told me:
- "You're an idiot"
- "You obviously don't know business"
- "You have no place in sales"
What other sales leader do you know who will take that kind of beating?
Especially when it's not even for their own business?
Which reiterates my original point:
Unicrn π¦ fractional talent is more committed to client success...
...than 99.99% of internal W2 hires.
We don't get the luxury of:
- Comfortable base salaries
- Health + 401K benefits
- Big equity packages
We just drive INSANE results with limited resources.
Because that's what we're expected to do.
That's how we get paid.
And that's how we're growing our business + brand.
Still don't believe me?
Shoot me a DM and we can chat more ;)
