JOE MALVESTUTO
Emmaus
Summary
Consultative sales professional with over 7 years of experience in driving territory growth and delivering impactful product demonstrations. Expertise in training customers on technical solutions and fostering strong relationships. Proven track record of exceeding revenue targets and providing exceptional onboarding and support services.
Overview
7
7
years of professional experience
Work History
Director of Sales
AllWork
06.2024 - Current
- Selected by the CEO to open new markets and build the company's first expansion strategy outside of beauty/luxury.
- Led weekly executive team sessions, presenting market research, competitive analysis, and product recommendations used to shape AllWork's product roadmap.
- Key member of the core team developing AllWork 2.0, transforming the platform into a universal, multi-industry EOR and workforce management solution.
- Built the complete go-to-market motion for a brand-new industry AllWork had never pursued, including segmentation, messaging frameworks, ICPs, and outbound sequencing.
- Conducted deep, first-hand discovery with 300+ prospects across multiple industries; findings informed product design, pricing updates, and new feature development across scheduling, payroll, and compliance workflows.
- Identified and selected all major industry conferences for the year; partnered with Marketing to design booth presence, collateral, field messaging, and event execution.
- Onboarded and trained a team of 6 SDRs, 1 campaign manager, and an external marketing firm-collectively targeting 3,000+ companies and nearly 10,000 decision-makers.
- Designed and deployed a structured 4-step outbound sequence that became the standard for the entire organization.
- Served as admin owner of Amplemarket; identified workflow inefficiencies and led the search for a more advanced platform.
- Evaluated multiple vendors and negotiated a full-stack ZoomInfo contract, reducing proposed pricing from $21,000/month to $14,000/month while securing maximum seats and features.
- Successfully onboarded the sales org to ZoomInfo-within the first 90 days, the platform contributed to closing one of the three largest clients in AllWork history.
- Secured 20 net-new clients across untapped markets, generating $650,000 in new annual recurring revenue in 2025.
- Surpassed 100% of $200K ramp quota in 2024, exceeding expectations within the first year.
Senior District Manager - Major Accounts
ADP
12.2023 - 06.2024
- Manage a portfolio of 300 clients, exceeding quota by 266%.
- Develop and maintain strong relationships with clients, understanding their needs and providing customized solutions.
- Conduct product demonstrations to showcase ADP's payroll, HR and benefits solutions.
- Upsell additional products and services to new and existing clients, resulting in increased revenue and client retention.
- Utilize Salesforce CRM to track client interactions and manage pipeline.
- Conduct business in person and virtually.
Strategic Sales Executive
Andela
07.2022 - 11.2023
- Promoted from Enterprise team (Global 2000) to Strategic team (Fortune 500).
- Drove strategic growth and cultivated relationships as an Account Executive at Andela.
- Utilized expertise in technology and talent solutions to understand and address client business needs.
- Articulated Andela's value proposition effectively, positioning the company as a leader in innovative workforce solutions.
- Collaborated with key stakeholders to seamlessly integrate top-tier global talent into clients' engineering teams.
- Navigated complex sales cycles and nurtured long-term partnerships, consistently exceeding client expectations.
- Contributed to Andela's position as a transformative force in shaping the future of technology teams.
- Played a pivotal role in driving client success and maintaining Andela's leadership in the global tech talent landscape.
Senior District Manager
ADP
Allentown
07.2018 - 07.2022
- Promoted to Sr. District Manager after 18 months. 125% over plan.
- Conducted over 50 cold calls per day.
- Negotiated long term contract renewals with franchise and small business owners.
- Generated over $300,000 new business in 2018 - 2021.
- Prospected and acquired new business clients, showcasing the value of ADP's payroll and HR bundle, while effectively upselling additional services such as workers' compensation, retirement plans, and health and benefits solutions.
- Calculated comprehensive needs analysis to understand clients' requirements and tailored customized solutions to address their payroll and HR challenges.
Education
Bachelor of Arts - Business Management
DESALES UNIVERSITY
Center Valley, PA05-2018
Bachelor of Science - Marketing
DESALES UNIVERSITY
Center Valley, PA05-2018
Skills
- Account retention and customer success
- Go-to-market strategy
- Upselling and renewals
- SaaS solutions
- Strategic partnerships
- Client engagement
- Executive business reviews
- Revenue forecasting
- Workforce management
- Market analysis
- Sales forecasting
- Team leadership
- Networking skills
Accomplishments
- Allwork, $650,000 Net Revenue
- ADP 23'-24', 266% Quota attainment
- Andela, Promoted in 7 months, Rep of the Year 22'
- ADP 2018-2021, 2x Presidents Club, 3x 100% Club, 14x Rep of the Month, 8/12 months over plan in 19' & 20'
Timeline
Director of Sales
AllWork
06.2024 - Current
Senior District Manager - Major Accounts
ADP
12.2023 - 06.2024
Strategic Sales Executive
Andela
07.2022 - 11.2023
Senior District Manager
ADP
07.2018 - 07.2022
Bachelor of Arts - Business Management
DESALES UNIVERSITY
Bachelor of Science - Marketing
DESALES UNIVERSITY