Joshua Baldridge

About

Sales leader who builds mid-market segments from zero: ICP, territory design, comp structure, partner channel, and the team to run it. 15 years across Cloud Infrastructure, Networking, Security, and Telecom. Currently leading Alkira's founding mid-market GTM motion with $5.2M pipeline generated and 4x coverage in year one. Former SDR Manager of the Year at Tanium. Marine Corps Intelligence Analyst and OIF combat veteran.

Builds mid-market segments from zero.

Highlights

• $5.2M Pipeline · FY26

  Alkira

  108 opportunities sourced. $2M+ in mid-to-late stage. Founding year on $1.2M NACV target.

• SDR Manager of the Year

  Tanium · FY24

  Built Public Sector BDR team of 8. Generated $50M in qualified pipeline.

• 100% Seller Participation

  Alkira · FY26

  Every founding AE hit logo targets in inaugural mid-market quota year.

• AI-Driven Sales Workflows

  Alkira · Ongoing

  Territory prioritization, technical enablement, per-deal intelligence — integrated with CRM and call recording.

Experience

1. Alkira — Sales Director, Mid-Market

   Nov 2024 – Present · Dallas, TX

   FY26 — Founding Year

   Nov 2024 – Present

   Built segment GTM from zero on top of existing Enterprise motion. Defined ICP, territory structure, sales process, and comp framework. Hired and developed the founding 3-AE team with LATAM expansion. Logo-only quota, 100% seller participation.

   FY27 — First NACV-Quota Year

   In progress

   $1.2M segment target. $5.2M total pipeline generated to date, $2M+ in mid-to-late stage. 4 logos closed. 4x pipeline coverage.

   • Built partner-sourced channel motion across NA and LATAM. Embedded MEDDPICC as stage-gating mechanism in Salesforce, tying qualification criteria to pipeline progression and forecast categories.
   • Designed and deployed AI-driven sales workflows across the funnel: automated territory prioritization, technical enablement tooling, and per-deal intelligence systems integrated with CRM and call recording platforms.

2. Tanium — Inside Sales Manager, Public Sector

   Sept 2022 – Oct 2024 · Dallas, TX

   Inside Sales Manager, Public Sector

   Sept 2022 – Oct 2024

   • SDR Manager of the Year, FY24. Built and led Public Sector SDR team of 8, generating $50M in qualified pipeline.
   • Identified a gap in the government sales motion, pitched leadership on a dedicated Government AE role, and promoted BDRs from the team into it.
   • Partnered with regional sales directors and field marketing on cross-functional demand generation across key accounts.

3. AT&T — AT&T National Business

   June 2015 – Sept 2022 · Dallas, TX & Denver, CO

   Sales Manager, Mid-Market Mobility (Mfg. & Transportation)

   2022

   Sales Manager, B2B Development Program

   2021–2022

   Technical Sales Consultant II, Mobility (Enterprise)

   2020–2021

   Sales Executive, Federal Acquisition

   2019–2020

   Client Solutions Executive, Small Business

   2017–2019

   Account Executive, Business in Retail

   2015–2017

   Recognition

   • 2022 Q1 MVP — selected to lead pilot program for Mid-Market Mfg. & Transportation division.
   • National Business Champion — August 2020 and March 2021.
   • Rocky Mountains Business Champion — Q4 2019.

Resume

Service