Joshua Lacks

About Joshua Lacks

I build pipeline from nothing, run structured discovery, and close commercial SaaS deals — consistently.At Proofpoint, I worked directly with CISOs and senior IT decision-makers navigating complex, multi-stakeholder buying cycles in enterprise cybersecurity. I finished in the top 10% of the organization, averaged 150%+ quota attainment, generated $8M+ in qualified pipeline, and sourced over $500K in ARR. That environment taught me deal qualification, multi-threading, and how to operate in high-stakes enterprise sales.Today I operate as a full-cycle AE owning commercial SaaS revenue end to end — averaging 6+ new logo wins per month at $15K+ ACV, currently tracking at 130% of quota, maintaining 3–4x pipeline coverage, and keeping forecast variance in the single digits. I close multi-year agreements and manage 30–45 day sales cycles with consistency.What I bring to a team: •Full-cycle ownership: prospecting → discovery → demo → negotiation → close •MEDDIC / MEDDPICC and value-based selling frameworks •Outbound pipeline generation (cold outreach, sequencing, event-based prospecting) •Multi-threading across economic buyers, champions, and technical stakeholders •CRM hygiene and accurate forecasting (Salesforce, HubSpot, Outreach, Gong) •Commercial and mid-market SaaS deal experience ($10K–$100K+ ACV) •Cross-functional collaboration with SDRs, SEs, and Customer SuccessWhat’s driven the results:I was a competitive track and field athlete. That background built something most people can’t fake — the discipline to show up prepared, the consistency to execute under pressure, and the humility to keep improving even when the numbers are good. I apply that same framework to every quarter.I’m also someone who leads with integrity. My faith and family are central to who I am, and that translates directly into how I show up for customers and teammates — accountable, honest, and invested in long-term relationships, not just closed deals.If you’re building a high-performance revenue team and you value structured selling, repeatability, and commercial execution — let’s connect.

Experience

1. Account Executive

   Toast

   Oct 2025 — Present · Pittsburgh, PA, US

   Own full-cycle SaaS revenue across an assigned commercial territory, driving new logo acquisition and expansion across Toast’s multi-product platform — including POS, Payroll, Scheduling, Marketing, and Fintech solutions — in a high-velocity, competitive market. Revenue & Quota Attainment Tracking at 130% of MRR quota with consistent month-over-month performance Average 6+ new logo wins per month across a multi-product SaaS portfolio Close commercial SaaS deals at $15K+ ACV, including multi-year agreements Sell across the full Toast product suite: Point of Sale, Payroll & HR, Toast Capital, Marketing & Loyalty, Scheduling, and Online Ordering — demonstrating multi-product deal complexity at the commercial level Pipeline Generation & Outbound Execution Maintain 3–4x pipeline coverage entering each close period through disciplined outbound prospecting Generate net-new pipeline via cold calling, LinkedIn outreach, field prospecting, territory walk-ins, partner referrals, and email sequencing Conduct 15–25+ structured discovery calls monthly, applying MEDDIC/MEDDPICC to improve deal quality and forecast accuracy Maintain CRM hygiene and forecast integrity inside Salesforce Deal Execution & Sales Motion Own complete sales cycle — prospecting → discovery → demo → business case → negotiation → close — within 30–45 day average cycle times Translate operational pain points into ROI-driven business cases for owner-operators and multi-unit decision makers Manage 30–45 simultaneous opportunities across pipeline stages while maintaining single-digit forecast variance Retention, Expansion & Cross-Functional Collaboration Partner with Onboarding, Customer Success, and Implementation teams to drive strong post-sale outcomes and reduce churn risk Identify and surface expansion revenue opportunities within existing accounts to grow long-term ACV Reinforce value realization throughout the customer lifecycle to protect net revenue retention

Education

• Washington & Jefferson College

  Bachelor's degree, Business Administration and Management, General