The XYZ formula
Google's hiring guidance: write bullets as "Accomplished [X], as measured by [Y], by doing [Z]." Start with a strong verb, name a concrete result with a number, and say how you did it. Every example below follows it — swap in your own metrics.
Quota attainment & revenue
- Attained 135% of a $1.8M annual quota, closing $2.4M in new ARR across 42 net-new logos in fintech.
- Exceeded quota four consecutive years, averaging 128% attainment and earning President's Club twice.
- Closed the region's largest deal at $1.1M TCV, a 3x uplift over the prior territory record.
Pipeline & prospecting
- Built $6.4M in self-sourced pipeline through outbound cadences in Outreach and ZoomInfo, covering 3.2x of quota.
- Booked 46 qualified meetings a quarter via multi-threaded prospecting, lifting SQL-to-opportunity conversion to 31%.
- Grew territory pipeline coverage from 2.1x to 3.5x by systematizing discovery and MEDDIC qualification in Salesforce.
Deal execution & closing
- Shortened average sales cycle from 95 to 68 days by multi-threading to economic buyers and tightening mutual action plans.
- Raised win rate from 18% to 26% by adopting MEDDPICC qualification and disqualifying low-fit deals earlier.
- Negotiated a 3-year, $840K enterprise agreement through procurement and legal, closing 20% above list.
Account growth & retention
- Expanded three flagship accounts 3x through land-and-expand, adding $1.9M in upsell and cross-sell ARR.
- Drove 118% net revenue retention across a $4.2M book by aligning renewals to realized customer ROI.
- Sourced $1.3M in expansion pipeline by partnering with customer success on quarterly business reviews.