Jacob Irizarry

Welcome, and thank you for visiting! I created this site to provide a comprehensive overview of my personal and professional journey as you consider my application for the Corporate Account Executive - North Atlanic position at Chainguard.

Explore the content at your convenience, and feel free to reach out with any questions.

Kind Regards,
Jacob

Career Journey

  • After stepping into the AE role at Deel, I immediately focused on mastering complex global payroll, EOR, and contractor compliance use cases to add value in every discovery call.

    Highlights:

    • Created $482K+ in pipeline in first 90 days

    • Closed my first deal within 3 weeks of onboarding

    • Sourced opportunities by leveraging, LinkedIn video outreach, TikTok and strategic targeting of venture-backed companies

    • Selected to launch Deel’s crypto vertical based on consistent performance

    • Q4 FY24: 87% to quota (Ramp)

    • Q1 FY25: 102% to quota

    • Q2 FY25: Currently pacing at 120%+ to quota

  • Promoted to SDR Manager just 10 months into the role after consistent top performance. I inherited a team that hadn’t exceeded 43% to quota in the past 1.5 years.


    Highlights:

    • Q2 FY25: Team hit 122% of quota

    • Q1 FY25: Team hit 90% of quota (first quarter in role)

    • 6 of 7 reps hit quota for the first time in their careers

    Focused on developing individual rep playbooks, building culture through 1:1 coaching, and revamping weekly team workflows to drive consistency.

  • Took on the SDR role to break into SaaS sales and advance my career. I quickly ramped and became one of the top-performing reps in the Workday SDR org.

    Highlights:

    • FY24 Attainment:
      ▪ Q1: 191% to quota (Ramp)
      ▪ Q2: 165% to quota (Top Performer)
      ▪ Q3: 156% to quota (Top Performer)

    • Created and led “Roadmap to Quota” onboarding for all new hires

    • Received the CORE4 Award for Mentorship & Collaboration

  • VP of Sales for a fast-growing home services company. Led both B2C and B2B sales functions, scaling the company to $5M in ARR. Oversaw a team of 30+ across:

    • Field Sales (B2C)

    • Inside Sales & Customer Experience

    • Commercial Sales (B2B) Personally closed over $500K in new commercial contracts.

    Spearheaded the adoption of key software solutions to improve performance and visibility, including:

    • HubSpot

    • Samsara

    • FieldRoutes

    • Applause

Feedback

30 Days

  • Ramp quickly on Chainguard's solutions through enablement, internal resources, and shadowing top-performing AEs.

  • Meet with product, sales engineering, and customer success teams to understand the value prop, security differentiators, and key use cases.

  • Map out target accounts in my territory and begin strategic outreach with value-based messaging.

  • Take intentional action daily to fill pipeline through thoughtful outbound.

  • Begin building trust with internal and external stakeholders by leveraging my experience as a software seller and buyer.

30-60-90

60 Days

  • Build and manage a healthy pipeline of qualified opportunities, while moving early-stage deals through the funnel.

  • Learn the ins and outs of Chainguard’s space so I can speak confidently with technical stakeholders and build credibility.

  • Leverage my professional network and former leadership roles to uncover new opportunities and connect with champions across my territory.

  • Use strong discovery to identify key pain points around software vulnerabilities and compliance, and align Chainguard as the solution.

  • Continue proactive collaboration with RevOps and product marketing to refine messaging, outbound plays, and positioning against competitors.

90 Days

  • Exceed ramp quota by closing initial deals and consistently demonstrating pipeline progression and deal velocity.

  • Establish myself as a top contributor and trusted partner to my customers.

  • Drive expansion and multi-threading efforts within landed accounts, setting the stage for long-term growth.

  • Partner closely with sales leadership to win strategic deals and deliver value across the entire sales cycle.

  • Continue leveling up with a sales coach/mentor while contributing back by sharing successful tactics with the team. Live Chainguard’s value of trusting and learning from each other.

I’m originally from Ft. Lauderdale, FL but grew up moving between Texas, Arizona, and Utah. I love to swim laps, hike, and snowboard. In my free time, I enjoy traveling with my wife, playing the guitar, baking and being outdoors.

Languages are a huge passion of mine. Most people don’t know this, but I speak Mandarin, Papiamento, and Spanish.

I come from a Hispanic family. My dad is from Puerto Rico and my mom is from Bolivia. They’ve taught me the importance of chasing my dreams and persevering through whatever obstacles we encounter. These lessons have driven me to become a top performer in every role I’ve held. I’m excited to bring this determination and experience to Chainguard, where I aim to excel as a top-performing AE.

About Me