# HR Record

# Michael O'Brien

## Summary
- **Date of Birth:** May 20, 1984
- **Job Title:** Account Executive
- **Location:** Chicago, Illinois
- **Current Salary:** $95,000

## Insurellm Career Progression
- **January 2017 - Present:** Account Executive
  - Manages enterprise sales for Midwest territory
  - Focuses on reinsurance and large insurance carrier accounts
  - Generated $8.2M in new business over past 3 years
  - Maintains book of business worth $12M ARR

- **June 2014 - December 2016:** Senior Sales Representative at InsureTech Partners
  - Sold insurance software solutions to mid-market companies
  - Consistently exceeded quota by 30-50%

- **August 2010 - May 2014:** Sales Representative at Business Solutions Inc.
  - B2B software sales for various industries
  - Developed foundational sales skills and territory management

## Annual Performance History
- **2023:** Rating: 3.4/5
  *Meets expectations but below peak performance. Hit 92% of quota. Faced headwinds in reinsurance market. Need to diversify pipeline.*

- **2022:** Rating: 3.8/5
  *Good performance with solid quota attainment at 105%. Some key deals slipped to next quarter affecting timing.*

- **2021:** Rating: 4.5/5
  *Excellent year. Exceeded quota at 142%. Closed two major enterprise deals. Strong relationship building.*

- **2020:** Rating: 3.6/5
  *Challenging year with pandemic impact. Hit 88% of quota but showed resilience and adapted to virtual selling.*

- **2019:** Rating: 4.2/5
  *Strong performance at 125% quota attainment. Expanded territory successfully.*

- **2018:** Rating: 4.0/5
  *Solid year with 110% quota achievement. Building strong pipeline in new territory.*

- **2017:** Rating: 3.5/5
  *Good onboarding year. Learning curve with insurance industry specifics but showed promise.*

## Compensation History
- **2023:** Base Salary: $95,000 + Commission: $48,000
- **2022:** Base Salary: $92,000 + Commission: $62,000
- **2021:** Base Salary: $88,000 + Commission: $88,000
- **2020:** Base Salary: $85,000 + Commission: $42,000
- **2019:** Base Salary: $82,000 + Commission: $68,000
- **2018:** Base Salary: $78,000 + Commission: $58,000
- **2017:** Base Salary: $75,000 + Commission: $35,000

## Other HR Notes
- **Education:** BA in Business from University of Illinois
- **Awards:** Sales Excellence Award 2021, President's Club member 2019, 2021
- **Pipeline Management:** Currently working to rebuild pipeline after softer 2023. Manager providing additional support and marketing resources.
- **Skills:** Strong at enterprise relationship building and complex deal negotiation. Experienced with long sales cycles.
- **Development Focus:** Working on account-based selling strategies and leveraging social selling techniques
- **Feedback:** Seasoned sales professional with deep industry knowledge. Performs best with large strategic deals. Needs to maintain consistent prospecting discipline.