Runcie Varghese

As Sales Head for Southeast Asia at HubSpot, I lead the strategy and execution for the SMB, Mid-Market, and Enterprise segments, driving revenue growth and market expansion across the region. My role involves building and mentoring a high-performing sales team, developing strategic initiatives, and fostering a culture of collaboration and continuous improvement to achieve our ambitious sales goals.

• Led and developed a team of 1 Sales Manager and 10 Sales Reps in the SMB sales division, consistently exceeding quarterly and annual revenue targets by an average of 90%
• Spearheadded talent development initiatives, resulting in a high-performance sales team for the APAC region
• Partnerd with HRBP for Talent Calibration and team performance appraisals, ensuring the team's growth and success
• Implemented targeted coaching programs, fostering individual and team success
• Developed and executed sales strategies that resulted in a remarkable 64% increase in Key Deals year-over-year revenue growth
• Collaborated closely with Sales Development, Sales Operations, Sales Enablement and Marketing, both regionally and globally, to create and execute on the GTM strategy
• Served as the keynote speaker at all APAC-led events, contributing insights that directly impacted revenue growth and led to large wins within APAC
• Cultivated and maintained exec relationships with key clients, resulting in a noteworthy 60% increase in deals across the region
• Built and grew the partner engine for SMB APAC, achieving a substantial partner sourced contribution of 30%
• Organize and lead regular sales meetings to foster collaboration, communication, and goal alignment within the team
• Drove personalized coaching sessions, addressing skill gaps and identifying areas for improvement in sales techniques and methodologies leading to an overall improvement in sales productivity within SMB APAC
• Instituted operational rigor within the sales processes including forecast accuracy while improving overall sales efficiency
• Recognized for creating the best sales OUTBOUND motion within SMB
• Panelled Member for the October Women Month at Zendesk, focusing on future hiring, promoting employer branding, and improving female representation in the GTM team
• Achieved outstanding results in 2023 with 94% YTD and 12% YOY| 2022 with a 122% YTD and 64% YOY Growth | 2021 with 104% YTD and 70% YOY Growth
• Recognized and won the APAC Leadership Award in 2022
• Awarded the Best Sales Team in APAC 2022 and ranked 4th Globally for FY22
• Received the highest leadership contribution percentage in the Glint survey, reflecting a positive impact on team engagement and satisfaction

• Significantly expanded Coupa's footprint within Singapore-based Install Base accounts, fostering long-term client relationships
• Successfully drove new business and expanded the pipeline across Singapore and Malaysia, capturing untapped opportunities in diverse markets
• Spearheaded strategic initiatives in key industries, including Manufacturing, Oil & Gas, Retail, ITES, Energy and Minerals, and Telco, tailoring solutions to industry-specific needs
• Collaborated with prestigious partners such as McKinsey, Accenture, Deloitte, KPMG, in crafting winning RFPs and seamlessly implementing joint ventures
• Achieved a milestone by closing the largest deal for COUPA in the APAC region, totaling $1.4 million USD, showcasing exceptional negotiation and deal-closing skills
• Worked closely with the Business Strategy team to develop and implement value-selling strategies for top accounts, ensuring alignment with organizational objectives

• Positioned TABLEAU solutions through strategic value-based selling, business case definition, ROI analysis, references, and analyst data
• Played a pivotal role in the hiring and interviewing process, contributing to the recruitment of high-caliber professionals
• Took charge of the training and ramp-up of new team members, ensuring a smooth transition and quick assimilation into their roles
• Managed the entire sales funnel, overseeing leads from initiation to closure, and instituted metrics to continually enhance team performance
• Successfully streamlined the sales process, resulting in improved efficiency and increased deal closure rates
• Mentored and coached sales representatives during their 30-60-90-day program, accelerating their learning curve and contributing to individual and team success
• Enabled sales reps to perform at their best, providing guidance on effective sales strategies and methodologies
• MVP for the Year 2019 | Presidents Club - 2020

• Established and nurtured C-level relationships with various business stakeholders
• Managed the oracle cloud business for applications business across CX, ERP & HCM
• Closed first Sales Cloud deal in the FSI sector for 120K USD
• Closed the first CPQ deal in the MRD sector 140K USD
• Closed the first Master Data Management Deal South Africa
• Best Marquee Deal - Sales Cloud FY17
• Grew the business YoY with 105% Achievement FY17
• Managed and closed large deals across BFSI, Retail, MRD accounts in India
• Hired, Mentored, Trained, Interview new hires: Part of Mentor- Mentee program
• Accelerated sales pipeline by 6x of sales budget
• Mentor the team to set goals, plan activities, drive demand generation
• 100% Achievement - FY14, 114% Achievement FY15

• Orchestrated sales strategies for targeting key customers specifically in mid-market accounts in India, identifying key decision makers and leverage opportunities to promote and sell Quest Software products and services
• Lead a team of 5 Inside Sales Reps in India to achieve maximum business growth, focusing on people development and motivating and enabling the team to be successful
• Hire, coach and drive a high-performance team to work towards business goals and prioritize an outstanding customer experience to customers
• Implemented a customer-centric approach, resulting in an increase in customer satisfaction scores
• Conducted bi-weekly team development meetings, daily team huddles on day-to-day execution
• Partner with Marketing to leverage existing campaigns and execute creative lead generation phone and web based activities within the defined territory to increase awareness and interest
• Presidents Club FY13|117% Budget FY13
• Awarded Dell Software - Presidents Club for High Achievers - 2012

• Increased Oracle Technology Footprint within US and Canada East and Central for Small and Mid-Size Businesses and oversee account management for 120+ accounts and aggressively pursue net new business
• Promoted as Team Lead for mentoring and guiding 3-4 reps
• Managed accurately and timely completion of all reports and forecasts
• Secured 2nd position in the NAT EMO Elite Club
• Awarded Business Development Catalyst Award 2011
• Awarded Winner of BI Campaign across the North America and India Hub
• Nominated for Management Development Programme
• Awarded Business Development Hall of Fame 2011
• 132 % Budget FY11, 142 % Budget FY12

• Managed a Team of 5 Business Development Executives for lead generation and market research
• Contribute to territory strategy in generating and developing business growth opportunities
• Exhibit knowledge of industry value chains, business performance, key trends, and investment drivers
• Accountable for accurate and on-time reporting essential for the effectiveness sales organization
• Hire, train and manage ISR's and ensure they are informed of company and regional initiatives
• Attained110% of Budget FY09

• Sold Sales Compensation Management Software to the North American Market
• Performed heavily prospecting through cold calling, market research and campaigns
• Greater exposure to business functions and learning opportunity in how to deal with executives from multiple areas and how to adjust your messages accordingly Responsibilities are around sales with medium and large Inc's in US States mainly in Pharma, Healthcare and Insurance
• Awarded OPTIC award for innovation and closing a deal in first 3 months

• Managed a Team of 6 Business Development Representatives
• Headed the entire Business Development Unit directly reporting to VP - Sales
• Collaborated with cross-functional teams to drive product enhancements based on customer feedback, resulting in 30% increase in product adoption
• Perform a monthly performance appraisal for all sales personnel and administer performance improvement plans for any under performance
• Owned overall ownership of the Deal Model process for assigned clients
• Including responsibility for proposals, contracts and pricing approval for licenses
• Sold Medical Transcription Services to US Based Clinics and Hospitals
• Awarded Best Sales Manager for 2005, 2006, 2007
• Won Largest Account for e-Dictate in 2006 (Trenton Orthopedics)