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Mike "Cubbs" Cubberly
Sales & Business Development Manager • Sales Operations Manager • Sales Strategy Manager • Chicago, IL, US
Top Earner
Business Operations
Business Strategy
Business Development
Growth
Sales Management
B2B Marketing
GTM Builder & Leader: Guided by the data, Driven by the story.
Based in Chicago, IL, Mike Cubberly is a creative, data-driven, high EQ B2B GTM builder & leader with 10 years in the B2B tech space helping build, grow, and scale GTM teams.
Obsessing over the story - front to back - Mike's been successful at helping organizations reach and convert their ICP at levels leading to significant and dependable pipeline attribution.
Projects
Glencoco SDR Marketplace
Initially hired as a contractor, my mission was to develop the "SDR Marketplace" envisioned by Glencoco. My responsibilities encompassed crafting enablement materials and coaching our early adopter Users, who aimed to secure qualified meetings for our platform's early adopter B2B companies. I systematized User onboarding and recruitment processes, contributing significantly to the growth of the community and marketplace to over 4000 Users in under 8 months. The next challenge was building out the customer side of the marketplace, leading to my promotion to Head of Customer Success. In this role, I managed over 20 customers at any given time, each with unique needs and at different growth stages. This role diverged from traditional customer success responsibilities as it did not focus on cross-selling, up-selling, retention, or renewal metrics like Customer Lifetime Value (CLV), Customer Retention Cost (CRC), or Net Dollar Retention (NDR). Instead, it was a dynamic "build the airplane while flying it" type of position, centered on customer and process obsession. Head of Customer Success - Ran 40+ Sales Cycles with B2B Startup companies - Built out, 30+ customer campaigns - Built full enablement training material/courses - Consulted on and built out process for consistent ICP list pulls - Managed 20+ customers at any given time - Streamlined ‘time-to-launch’ (customer onboarding) from 45 days to just 7 - Recruited and onboarded a skilled customer success teammate, bolstering our team's capabilities leading to more beneficial outcomes for both our Customers and Users. - Empowered 60% of my customers to utilize contact data resources such as Apollo, ZoomInfo, and Seamless, guiding them in refining their Ideal Customer Profiles (ICP) and ensuring consistent, targeted contact lists for our callers. This strategic move was pivotal in securing marketplace success for all parties.See MoreVerkada MDR Program
I relocated to San Mateo, CA, and became part of a future unicorn company as the 120th employee. I was pulled over by Marketing to pioneer a program that would obsess over top-of-funnel representatives, leading to the creation of the Marketing Development Representative (MDR) Team. This team, a demand generation-focused version of traditional BDR teams, aimed to skyrocket efficiency and become a significant driver of pipeline for the marketing department. After proving-out the program, I was given the green light to build my team. Fast-forward to 2021, I hired over 40 MDRs each responsible for a quota of 140 SQLs and 70 SALs, pulling in ~$3.75m in pipeline per rep, quarterly. The MDR program - attributed with over 50% of Marketing’s pipeline generation - was a force to be reckoned with. We had created a hyper-efficient top-of-funnel team that could be a true contributor to pipeline alongside an A+ resource of future sales reps for the organization as a whole. See MoreWork History
C
Growth/GTM Consultant
coLABContract EmployeeMay 2024 - Present • 5 mosR
Growth/GTM Consultant
RigilityJul 2024 - Sep 2024 • 3 mos- Built ToFu Team (9 SDRs) - Led multiple tooling initiatives - Led data migration - Built/Led data segmentationL
Advisor
Lab8FreelancerAug 2024 - Present • 2 mosR
B2B RevOps Community Manager
RevGeniusFeb 2024 - Present • 8 mosPart-Time: I've become an integral part of one of the largest and most esteemed RevOps communities, transitioning from a member to a trusted leader solely responsible for a community of over 45,000 RevOps/GTM members. - Systematized internal growth motions - Built and a managed team of 6 moderators - Built and ran engagement/growth community programs - Provided consulting services for numerous projects focused on building BDR organizations, marketing strategies, and customer success frameworks. - Temporary, Part-time engagementS
GTM Consultant
Sales Acceleration GroupFeb 2024 - Present • 8 mosG
Head of Customer Success
GlencocoAug 2023 - Jan 2024 • 6 mos- Ran 40+ Sales Cycles with B2B Startup companies - Built out, 30+ customer campaigns - Built full enablement training material/courses - Consulted on and built out process for consistent ICP list pulls - Managed 20+ customers at any given time - Streamlined ‘time-to-launch’ (customer onboarding) from 45 days to just 7 - Recruited and onboarded a skilled customer success teammate, bolstering our team's capabilities leading to more beneficial outcomes for both our Customers and Users. - Empowered 60% of my customers to utilize contact data resources such as Apollo, ZoomInfo, and Seamless, guiding them in refining their Ideal Customer Profiles (ICP) and ensuring consistent, targeted contact lists for our callers. This strategic move was pivotal in securing marketplace success for all parties. Tools/Technologies: Omni, Amplitude, Migadu, Seamless, Lemlist, Attio, Customer.io, Apollo, Woodpecker, Retool, Dialpad, Intercom, Proposify, Stripe, Segment, Salesforce, Smartlead, Teachable, Twilio, Vocal VideoG
Community & Platform Manager - Engagement & Enablement
GlencocoJan 2023 - Aug 2023 • 8 mosInitially hired as a contractor, my mission was to develop the "SDR Marketplace" envisioned by Glencoco. My responsibilities encompassed crafting enablement materials and coaching our early adopter Users, who aimed to secure qualified meetings for our platform's early adopter B2B companies. I systematized User onboarding and recruitment processes, contributing significantly to the growth of the community and marketplace to over 4000 Users in under 8 months.P
Full-Cycle B2B Sales/Account Executive
PrimerApr 2022 - Oct 2022 • 7 mosV
Expansion Marketing Development Manager (SLC)
VerkadaAug 2021 - Apr 2022 • 9 mos- Goal: 9 SLC hires, in total - 90% attainment - Goal: 60% of team hitting quota (140x50SAL) - 100%+ attainment - Recruited 3 MDRs from HQ to help open SLC Expansion officeV
Marketing Development Manager
VerkadaDec 2020 - Aug 2021 • 9 mos- Goal: 20 hires, in total - 150% attainment - Goal: 60% of team hitting quota (140x50SAL) - 100%+ attainment - Hired 6 MDR Support Staff: - 1 Recruiter - 2 Marketing Operations Associate - 3 Demand Generation Marketers (1 internal, 2 external) Tools: Looker, Gong, Outreach, Ring Central, Notion, SFDC, GlockappsV
Marketing Development Team Lead
VerkadaAug 2020 - Dec 2020 • 5 mos- Hired and Managed Founding 3 MDRs - All 3 hit quota (140 SQLs and 70 SALs) - Hired 1 MDR Support Staff: - 1 Recruiter Tools: Looker, Gong, Outreach, Ring Central, SFDC, GlockappsV
Founding Marketing Development Representative (MDR)
VerkadaDec 2019 - Aug 2020 • 9 mos- Recruited by Idan Koren (VP of Marketing, Co-Founder) - Proved out the program by generating 140+ SQLs that attributed to $1.5m in pipeline, month 1 Tools: Outreach, Ring Central, SFDCK
Growth Consultant
KKJContract EmployeeFeb 2024 - Present • 8 mos- 6 Growth Strategy/Implementations for NFG-focused tech org - Led hiring for SDR leadership role (283 apps, 16 interviews, 1 hire)K
Growth/GTM Consultant
KKJContract EmployeeFeb 2024 - Present • 8 mos- Growth Strategy/Execution for multiple clients - Recruitment/hiring for 1 clientReviews
Exceeds ExpectationsRecommended by clients 1 times.
Reliability (1)
Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed do eiusmod tempor incididunt ut labore et dolore magna aliqua.
Education
DePaul University
BA, Marketing & Communications2009 - 2012University of Wisconsin-Whitewater
BA, Marketing & Communications2007 - 2009How Pangea Works
Effortlessly discover top talent
We’ve distilled the candidate search from endless hours down to just a few minutes. Using Pangea’s AI-powered search tools, you can find top fractional talent able to take on your next project. Our system looks at your company’s niche and your needs to find the perfect match faster than any traditional hiring platform.Start working with talent today
The top talent on Pangea is ready to get started with you right now. You can message or hire a candidate right from their profile page and start assigning work as soon as they respond. And the best part? Pangea’s fractional contract structure lets you start small and ramp up as your needs change, keeping your costs manageable and your team’s capabliities flexible.Track work and invoices in one place
Assign tasks, track progress, and complete invoices all on Pangea. We’ve combined every part of the hiring process into one platform to eliminate the miscommunication that’s unavoidable on other freelance platforms. We even send out 1099s to your contractors at the end of the year!Talk with a Talent Expert
Members of our team are available to help you speed through the hiring process.
Available NowBook a Call
GTM Builder & Leader: Guided by the data, Driven by the story.
Based in Chicago, IL, Mike Cubberly is a creative, data-driven, high EQ B2B GTM builder & leader with 10 years in the B2B tech space helping build, grow, and scale GTM teams.
Obsessing over the story - front to back - Mike's been successful at helping organizations reach and convert their ICP at levels leading to significant and dependable pipeline attribution.
Talk with a Talent Expert
Members of our team are available to help you speed through the hiring process.Available NowBook a Call
Top talent is on Pangea
You are viewing Mike "Cubbs"'s profile as a guest. Book a free call with our team to discuss your options for hiring fractional workers on Pangea's industry-leading talent marketplace.Mike "Cubbs" Cubberly
Sales & Business Development Manager • Sales Operations Manager • Sales Strategy Manager • Chicago, IL, US
Top Earner
Business Operations
Business Strategy
Business Development
Growth
Sales Management
B2B Marketing
Projects
Glencoco SDR Marketplace
Initially hired as a contractor, my mission was to develop the "SDR Marketplace" envisioned by Glencoco. My responsibilities encompassed crafting enablement materials and coaching our early adopter Users, who aimed to secure qualified meetings for our platform's early adopter B2B companies. I systematized User onboarding and recruitment processes, contributing significantly to the growth of the community and marketplace to over 4000 Users in under 8 months. The next challenge was building out the customer side of the marketplace, leading to my promotion to Head of Customer Success. In this role, I managed over 20 customers at any given time, each with unique needs and at different growth stages. This role diverged from traditional customer success responsibilities as it did not focus on cross-selling, up-selling, retention, or renewal metrics like Customer Lifetime Value (CLV), Customer Retention Cost (CRC), or Net Dollar Retention (NDR). Instead, it was a dynamic "build the airplane while flying it" type of position, centered on customer and process obsession. Head of Customer Success - Ran 40+ Sales Cycles with B2B Startup companies - Built out, 30+ customer campaigns - Built full enablement training material/courses - Consulted on and built out process for consistent ICP list pulls - Managed 20+ customers at any given time - Streamlined ‘time-to-launch’ (customer onboarding) from 45 days to just 7 - Recruited and onboarded a skilled customer success teammate, bolstering our team's capabilities leading to more beneficial outcomes for both our Customers and Users. - Empowered 60% of my customers to utilize contact data resources such as Apollo, ZoomInfo, and Seamless, guiding them in refining their Ideal Customer Profiles (ICP) and ensuring consistent, targeted contact lists for our callers. This strategic move was pivotal in securing marketplace success for all parties.Verkada MDR Program
I relocated to San Mateo, CA, and became part of a future unicorn company as the 120th employee. I was pulled over by Marketing to pioneer a program that would obsess over top-of-funnel representatives, leading to the creation of the Marketing Development Representative (MDR) Team. This team, a demand generation-focused version of traditional BDR teams, aimed to skyrocket efficiency and become a significant driver of pipeline for the marketing department. After proving-out the program, I was given the green light to build my team. Fast-forward to 2021, I hired over 40 MDRs each responsible for a quota of 140 SQLs and 70 SALs, pulling in ~$3.75m in pipeline per rep, quarterly. The MDR program - attributed with over 50% of Marketing’s pipeline generation - was a force to be reckoned with. We had created a hyper-efficient top-of-funnel team that could be a true contributor to pipeline alongside an A+ resource of future sales reps for the organization as a whole.Work History
C
Growth/GTM Consultant
coLABContract EmployeeMay 2024 - Present • 5 mosR
Growth/GTM Consultant
RigilityJul 2024 - Sep 2024 • 3 mos- Built ToFu Team (9 SDRs) - Led multiple tooling initiatives - Led data migration - Built/Led data segmentationL
Advisor
Lab8FreelancerAug 2024 - Present • 2 mosR
B2B RevOps Community Manager
RevGeniusFeb 2024 - Present • 8 mosPart-Time: I've become an integral part of one of the largest and most esteemed RevOps communities, transitioning from a member to a trusted leader solely responsible for a community of over 45,000 RevOps/GTM members. - Systematized internal growth motions - Built and a managed team of 6 moderators - Built and ran engagement/growth community programs - Provided consulting services for numerous projects focused on building BDR organizations, marketing strategies, and customer success frameworks. - Temporary, Part-time engagementS
GTM Consultant
Sales Acceleration GroupFeb 2024 - Present • 8 mosG
Head of Customer Success
GlencocoAug 2023 - Jan 2024 • 6 mos- Ran 40+ Sales Cycles with B2B Startup companies - Built out, 30+ customer campaigns - Built full enablement training material/courses - Consulted on and built out process for consistent ICP list pulls - Managed 20+ customers at any given time - Streamlined ‘time-to-launch’ (customer onboarding) from 45 days to just 7 - Recruited and onboarded a skilled customer success teammate, bolstering our team's capabilities leading to more beneficial outcomes for both our Customers and Users. - Empowered 60% of my customers to utilize contact data resources such as Apollo, ZoomInfo, and Seamless, guiding them in refining their Ideal Customer Profiles (ICP) and ensuring consistent, targeted contact lists for our callers. This strategic move was pivotal in securing marketplace success for all parties. Tools/Technologies: Omni, Amplitude, Migadu, Seamless, Lemlist, Attio, Customer.io, Apollo, Woodpecker, Retool, Dialpad, Intercom, Proposify, Stripe, Segment, Salesforce, Smartlead, Teachable, Twilio, Vocal VideoG
Community & Platform Manager - Engagement & Enablement
GlencocoJan 2023 - Aug 2023 • 8 mosInitially hired as a contractor, my mission was to develop the "SDR Marketplace" envisioned by Glencoco. My responsibilities encompassed crafting enablement materials and coaching our early adopter Users, who aimed to secure qualified meetings for our platform's early adopter B2B companies. I systematized User onboarding and recruitment processes, contributing significantly to the growth of the community and marketplace to over 4000 Users in under 8 months.P
Full-Cycle B2B Sales/Account Executive
PrimerApr 2022 - Oct 2022 • 7 mosV
Expansion Marketing Development Manager (SLC)
VerkadaAug 2021 - Apr 2022 • 9 mos- Goal: 9 SLC hires, in total - 90% attainment - Goal: 60% of team hitting quota (140x50SAL) - 100%+ attainment - Recruited 3 MDRs from HQ to help open SLC Expansion officeV
Marketing Development Manager
VerkadaDec 2020 - Aug 2021 • 9 mos- Goal: 20 hires, in total - 150% attainment - Goal: 60% of team hitting quota (140x50SAL) - 100%+ attainment - Hired 6 MDR Support Staff: - 1 Recruiter - 2 Marketing Operations Associate - 3 Demand Generation Marketers (1 internal, 2 external) Tools: Looker, Gong, Outreach, Ring Central, Notion, SFDC, GlockappsV
Marketing Development Team Lead
VerkadaAug 2020 - Dec 2020 • 5 mos- Hired and Managed Founding 3 MDRs - All 3 hit quota (140 SQLs and 70 SALs) - Hired 1 MDR Support Staff: - 1 Recruiter Tools: Looker, Gong, Outreach, Ring Central, SFDC, GlockappsV
Founding Marketing Development Representative (MDR)
VerkadaDec 2019 - Aug 2020 • 9 mos- Recruited by Idan Koren (VP of Marketing, Co-Founder) - Proved out the program by generating 140+ SQLs that attributed to $1.5m in pipeline, month 1 Tools: Outreach, Ring Central, SFDCK
Growth Consultant
KKJContract EmployeeFeb 2024 - Present • 8 mos- 6 Growth Strategy/Implementations for NFG-focused tech org - Led hiring for SDR leadership role (283 apps, 16 interviews, 1 hire)K
Growth/GTM Consultant
KKJContract EmployeeFeb 2024 - Present • 8 mos- Growth Strategy/Execution for multiple clients - Recruitment/hiring for 1 clientReviews
Exceeds ExpectationsRecommended by clients 1 times.
Reliability (1)
Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed do eiusmod tempor incididunt ut labore et dolore magna aliqua.
Education
DePaul University
BA, Marketing & Communications2009 - 2012University of Wisconsin-Whitewater
BA, Marketing & Communications2007 - 2009How Pangea Works
Effortlessly discover top talent
We’ve distilled the candidate search from endless hours down to just a few minutes. Using Pangea’s AI-powered search tools, you can find top fractional talent able to take on your next project. Our system looks at your company’s niche and your needs to find the perfect match faster than any traditional hiring platform.Start working with talent today
The top talent on Pangea is ready to get started with you right now. You can message or hire a candidate right from their profile page and start assigning work as soon as they respond. And the best part? Pangea’s fractional contract structure lets you start small and ramp up as your needs change, keeping your costs manageable and your team’s capabliities flexible.Track work and invoices in one place
Assign tasks, track progress, and complete invoices all on Pangea. We’ve combined every part of the hiring process into one platform to eliminate the miscommunication that’s unavoidable on other freelance platforms. We even send out 1099s to your contractors at the end of the year!Talk with a Talent Expert
Members of our team are available to help you speed through the hiring process.Available NowBook a Call
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