High-growth sales leader with a strong track record of building, managing and scaling high performing sales teams in Media, Marketing, and Adtech companies. The ability to consistently drive corporate success by conceiving, developing, and executing strategies to drive revenues, growth, and competitive market positioning.


Head of Sales at BuySellAds - CURRENT

BuySellAds is a leader in the online Adtech space, we specialize in uniting brands, agencies and tech companies with millions of hard to reach software developers, designers and cryptocurrency enthusiasts.

  • Sales Forecasting and Budgeting.
  • Implementation and execution of sales policies and practices.
  • Manage, develop and execute a multiple channel selling strategy.
  • Develop annual sales plan in support of organization strategy and objectives.
  • Meet and exceed all assigned revenue targets for profitable sales volume.
  • Quote, negotiate, and assist sales reps in closing complex transactions through the development of executive-level relationships with key prospects.
  • Provide leadership to the sales organization’s management team, while fostering a culture of accountability, professional development, high performance, and ethical behavior.
  • Attract, hire, coach, on-board and retain top sales talent.

 

Vice President of Sales at SitePoint  - 2013-2017

SitePoint/Learnable.com Connects Leading Technology Brands With An Audience Of Web Developers, IT Professionals And Technology Business Decision Makers.

  • Developed quarterly and annual sales department budgets.
  • Developed a comprehensive training program for new sales associates.
  • Planned and directed staff training and performance evaluations.
  • Reviewed operational records and reports to project sales and determine profitability.
  • Approved all sales staff budget expenditures.
  • Created and launched new online sales strategies that resulted in 200% sales increase.
  • Exceeded annual sales target by 150%.
  • Built relationships with customers and the community to establish long-term business growth.
  • Developed department's first incentive performance plan which motivated staff and resulted in 23% increase in sales.
  • Surpassed revenue goals in four consecutive quarters.
  • Developed and strengthened relationships with key strategic accounts and enterprise partners. including Atlassian, Microsoft, New Relic and Adobe.
  • Member of Executive Management Team.

 

Regional Vice President of Sales at Gilt Groupe  - 2011-2013

BuyWithMe (Acquired by Gilt Groupe) was the premier social shopping network that offers a daily deal from the best local merchants. The advertising platform is a win-win solution for both clients and consumers by encouraging mass trial of products and/or services with low risk, low cost, and high brand visibility.

  • Achieved 350% revenue growth in first 6 months by growing the National Sales team from 10 to 65 representatives to expand existing markets and develop new ones.
  • Built partnerships with major brand advertisers such as Allergan, Murad, De Beers Diamonds and Marriott Hotels in an effort to localize their national message.
  • Managed all sales divisions for West Coast markets. Approved all sales staff budget expenditures.
  • Developed quarterly and annual sales department budgets.

 

Vice President of Sales at WebVisible - 2009-2011

WebVisible is Software as a Service (SaaS) company and a worldwide leader in local online advertising.

  • Lead the National and Enterprise Sales team to successfully market advertising solutions across various sales channels, including Franchise, Co-op, Advertising Agencies, Publisher/Resellers and multi-location (regional) accounts.
  • Built partnerships with major brand advertisers such as BMW, Mazda, Jaguar, Husqvarna and Invisalign in an effort to localize their national message.
  • Improved revenue over $5 million by providing effective leadership and training, specifically implementing co-op strategies to both manufacturers and dealers that were geared towards acquiring dollars allocated towards print and converting the funds to online advertising.
  • Grew the National Sales organization from 0 to 18 people in a 6-month period through effective hiring techniques.
  • Pioneered product positioning strategies and marketing plans that included Franchise, Co-op, Agency, Reseller and Large Direct Businesses.
  • Implemented on-site sales training, policy formulation, goal setting, incentive programs, product promotions, lead generation and competitive sales commissions.
  • Exceeded goals by performing monthly sales forecasting and analysis to determine product performance, new product development and/or modifications on an ongoing basis.
  • Successfully grew sales from $2m ARR to $30m+ ARR.

ADDITIONAL QUALIFICATIONS:

  • Successfully advised on strategic development, corporate activity, and key planning issues; skilled at capitalizing on opportunities and recommending solutions to organizational problems.
  • Adept in conducting and overseeing sales within traditional and emerging markets; leverages outstanding consultative selling, presentation, and negotiation skills to close complex, multi-million dollar contracts with C-level executives.
  • Analytical skill set with the ability to define problems, assess small and large-scale implications, and implement viable solutions; devoted to detail and complete customer satisfaction.
  • Proven leadership experience; adept at strengthening and maintaining organizational momentum through the development of teams that are operationally excellent.
  • Expertise in cultivating and fostering external business relationships in support of corporate goals coupled with excellent product and program management capabilities.
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Do or die. Find a way. Whatever it takes. Failure is not an option. These are the phrases that come to mind when I think of Natalie. If pitbulls were stylish, witty, charming and petite - while ripping their competitors to shreds - they’d still be unremarkable compared to Natalie.”
— Carla Fitzgerald - VP, Marketing at Smith Micro Software
Natalie is a strong leader in sales. With a very strong “can do” attitude she is not afraid of taking a challenge heads on in a fast pace environment. Her skill set includes a combination of strong sales skills, business acumen and people leadership. During her tenure at BuyWithMe she was able to deliver strong results in the markets she was managing.”
— Pedro Martins - Vice President of Operations at Salesforce.com
Natalie is an fantastic sales leader. She made an immediate impact on our West Region, driving improved performance from her team from day one. Natalie has also provided significant strategic contributions to the sales organization, finding new ways to help us improve activity and penetrate difficult customer categories. Natalie’s unique ability to combine solution selling methodologies with creative problem solving makes her an invaluable member of any executive team.”
— Dan Gill - Head of Enterprise Sales at Leap Motion
Natalie is a highly motivated, results-oriented sales executive. She constantly strives to push her teams to think strategically and deliver the most value to all parties from every partnership deal. She possess a deep understanding of the advertising industry which allows her to bring new and creative opportunities to the company. Natalie’s leadership is founded on her integrity and strong relationships across all departments of the company. She is a true professional.”
— Amar Jani - Director, Sales Analysis at YP (Formerly AT&T Interactive)
If you were stuck in a cubicle laden with landmines and bombshells exploding all around you; reinforcements on resource and business objectives are scattered to the floor and the phone are ringing like sirens….there is only one heroine I would call to harness the bearing, tact, initiative, eagerness, understanding, courage and forward thinking to get the job done. Her name is Natalie Tarpinian—— ALIAS: Best In Tha Biz.”
— Dan Lougheed - National Account Manager at Yodle
Natalie is one of the most professional Sales Executives I have worked with. She understands business and the bottom line therefore making decisions that are best for the company as well as the employee. She can be strategic one moment and a hands mentor the next. She is a team player who always looks out for the best of all, not just herself. It was a pleasure to work with Natalie.”
— Veena Dua-Chillar - Senior Vice President, Global Human Resources at Myspace/Specific Media
Natalie is one of the best managers I have ever worked for, and with. She excels at inspiring and motivating, she is tough but fair, and she knows when and how to say the right thing at the right time to close a deal. I will run through a brick wall for Natalie and know the rest of her team would do the same thing.”
— Jason Nyhan - Client Development Specialist LexisNexis
Natalie is the consummate sales professional as she is forever looking out for the next new sales opportunity. She continually works on productive programs to improve the sales development of each individual on her team. Her passion and drive are relentless and a pleasure to have on the team.”
— Lisa Keogh - Director, Partner Management at Yahoo!
Natalie is a dedicated and detail-oriented manager with many years of experience in Advertising/Media Sales. Since becoming Director of Sales at Spot Runner, she has demonstrated leadership through her actions and sales strategy. It’s apparent to the team that she’s prepared to invest her time and effort to ensure that every Account Executive at Spot Runner surpasses their sales objectives time after time. This is why she has been the number 1 sales manager for the past 2 years at Spot Runner.”
— Azat Aslanyan - Vice President of Engineering at AEG
Natalie was a big reason why I came over to Buy With Me, if not the primary and lone reason. She saw something in me and I saw something in her leadership that few understand and look for. She is a hands off leader and lets her team roll with the punches. She is loyal and puts a lot of trust into her reps. She has stood up and been the face for her team like a true leader should. She listens and says the right things at the right time. I would love to continue to work with her in the future and I certainly plan on it.”
— Josh Racicot - Digital Specialist at CBS Digital
Natalie is the total package. She is an incredible leader, intelligent, sharp and personable. She has the experience and know how to motivate her sales team and deliver results as well. I have enjoyed getting to know Natalie and find her to be the consummate professional, loyal and dedicated to her team, her customer and her company. Natalie will be an incredible asset to any organization .”
— Lauren Hirsh - Business Development at Mingle, LLC
Natalie has consistently exceeded her goals while helping the company build it’s business and understanding of the market. Natalie manages several individuals ranging from senior to junior sales execs and does a great job of coaxing business and growth from both groups. I would highly recommend Natalie in any capacity of media Sales Management and Sales.”
— Jon Rosen - Executive Vice President at WirelessWERX
Working with Natalie was a great experience. Natalie always has a positive attitude and can find a solution to any problem. Natalie’s work ethic is unparalleled, she never stops working. Her reps love her and want to be successful for her. Natalie knows how to build a great team and an environment for success. Natalie is an asset for any organization.”
— Troy Steen - Senior Search Marketing Specialist at Dell
Working with Natalie was a great experience. Natalie always has a positive attitude and can find a solution to any problem. Natalie’s work ethic is unparalleled, she never stops working. Her reps love her and want to be successful for her. Natalie knows how to build a great team and an environment for success. Natalie is an asset for any organization.”
— Shawn Fago - Western Regional Sales Manager at Booker Software
Natalie was a breath of fresh air for the Buywithme sales team. A leader who understood the “killer” mentality that is essential for success in sales and also had an incredible understanding of what it is like working in the trenches in an extremely competitive space. The take aways that I received from Natalie will benefit me throughout my career and I would gladly welcome the opportunity to work with her again.”
— Christopher Curtis - New Business at Amazon
Natalie is one of those rare people - someone who manages a large number of diverse personalities each of whom are constantly demanding her attention - without losing her cool and also always seeking to grow and develop her direct reports. She has a wicked sense of humor as well as a great deal of business acumen - and knows how to strategically direct a sales organization.”
— Seth Baum - Managing Director at SoundView Media Group
In my work with Natalie, she has demonstrated incredible managerial skills by turning poor performers into successful salespeople in very short time frames. She is available to her staff and knows how to offer constructive input. She also knows when it’s time to manage someone out and handles it with incredible grace and dignity. I highly recommend Natalie for any Sales Management position and would be honored to work with her again.”
— Lori Dorn - Head of Human Resources at Fab.com
As a research scientist, I had great experiences working with Natalie because she was willing to fully utilize our technologies and analytical resources to make sure that we have competitive advantage and close the deals. There were many occasions when clients asked for information that would require advanced analysis and she has been a highly effective communicator between clients, our sales team and analytics team.”
— Mark Kimura, Ph.D, Postdoctoral Researcher at the University of Hawaii at Hilo