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Jacob Karp shared thisSonja Beaubien is hiring for an important role in our Enterprise PMO. This role will oversee strategic initiatives that will have immediate impact as Schellman continues to grow and scale. Check out post from Sonja to learn more, any questions shoot me a message.Jacob Karp shared thisWe're hiring! My team is looking for a Program Manager to own a portfolio of interconnected workstreams, drive cross-functional change management, and bring structure and visibility to how we execute at scale. Join Schellman's Enterprise PMO, central to our firm's transformation and growth objectives. See the link for the full list of qualifications for this Remote role. If this sounds like you or someone you know, please apply/share. https://lnkd.in/eVtsFMFe
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Jacob Karp posted thisI deeply believe outbound pipeline generation is the most sought after skill in sales. Maybe now more than ever. Because there is no easy button or hack for it. And it isn’t going away. Doing it at scale, repeatedly and in a manner that produces meetings within qualified ICP accounts that converts is one of the hardest things to do. Sales leaders actively seek out sellers who can do it. And the sellers who can do it well, rarely, if ever, have to look for a job. Doing it well requires the following: - a researched and relevant POV/hypothesis for why you’re reaching out - “professional persistence” aka a fine balance between continuous pursuit and getting blocked - Omnichannel approach - at times everything works and at other times, nothing works. Gotta try it all - Luck and timing - I’d be lying if I said it didn’t play in - Compartmentalization - be addicted to the process, but be detached from the outcome - Being human - don’t forget you’re a human trying to talk to other humans. Act accordingly, respectfully and with integrity - Belief - at times you’ll simply have to believe your outreach can and will be successful because nothing else indicates it might It’s a crazy thing but it’s also one of the most fun things to learn and perfect. Challenge yourself to prioritize it each day as a seller and I know you will not regret it. More on how I think about it: https://lnkd.in/g7hTH77r #karpediem
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Jacob Karp shared thisOver the last year, I have had hundreds of conversations around AI Governance. It would be an understatement to say it is a top priority for enterprises. So today I am pumped to unveil Schellman's first "State of AI Governance" report. The report was built by surveying 525 U.S.-based professionals at organizations with 500+ employees and $100M+ in annual revenue and focuses on the gap between AI governance confidence and AI governance maturity. Some amazing stats in the report, such as: 74% of enterprises say they're audit-ready for AI governance, but in reality only 27% actually are. I am not surprised by this, but seeing it makes it a reality. Download the report here and read through it: https://lnkd.in/g658PNbj Any questions let me know!
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Jacob Karp shared thisAfter 13+ years in sales, I firmly believe that there are only a small set of things you can control. Hint: they are not your territory, luck, or timing. They may not even be your leader or product market fit. In no particular order, they are: Your work ethic and personal accountability - how hard, smart and efficiently are you willing to work? Are you constantly learning, upskilling, taking feedback and adapting? Do you hold yourself accountable to the outcomes and expectations of your role? The inputs - this is one of my favorites, as it is truly both a quantity and a quality blend. Know your numbers and know what you need to do to put yourself in a position to meet the outcomes needed, both at the necessary level and above. Then, do them. You don't control the outputs, but you can certainly control the inputs. Your preparation - a lack of preparation is a killer in the sales world. The better you become at this, the better your conversion will be in all areas. It takes a lot to even set a meeting or get into a sales cycle, why waste that effort by not coming prepared to each meeting or interaction? Your time management - a lot of this plays back on the above. Are you busy? Are you productive? Are you both? Are the things you are doing aligned to what is needed to meet the outcomes you want? Spend your time in places that will help you get to where you need to be. Audit your calendar to see where this stands for you today. Your mindset and self talk - FYI, I still stuck at this, but this one is crucial. Your attitude and self talk is so important in this profession. The job is 95% "NO" and mostly uphill battles. You can let that crush you or you can reframe and stay positive with the belief that you can and will get to where you need to be. What you do outside of your job - I am lucky, I like my job. But I also like not working, a lot. And when I am not working, I have a strong set of things I like to do that help me forget about the rest and live. My family, travel, snowboarding, golf, fishing. Find your hobbies and when you are not working, do things that help you think about not being at work. To accentuate the last point, here is a picture of me fumbling a fish. I was not thinking about work here. #karpediem
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Jacob Karp shared thisNot all sales enablement is pipeline and deals related. Sometimes it is technical enablement and depending on the industry you work in, it may be one of the most valuable things you do. In the first half of 2026 our entire sales team committed (leaders included) to completing the Certificate of Cloud Security Knowledge from Cloud Security Alliance. So much of what we talk about with our clients centers around technical environments, cloud, AI and more. It felt like a non-negotiable to have this certificate across our entire sales team. We will see where we go from here, but there will more certs ahead as we show that we are committed to knowing what we are discussing with our clients. In case you are wondering, I passed with a 90% and the hardest part for me was Infrastructure as Code related questions. For some reason my brain simply cannot comprehend.
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Jacob Karp shared thisEarlier this week we wrapped up a huge June. It was our teams biggest revenue month of the year and a great way to close out Q2/H1. Truly proof positive that what we’re building is working. None of that is possible without the trust from our clients, expertise and caliber of work from our delivery teams and all of the folks behind the scenes that help us serve our clients. Thank you all. Starting today, Schellman goes on Summer Break, where the firm shuts down for the week following 4th of July. It’s an amazing perk and benefit, especially after an absolute sprint through the first half of the year. If you need me over the next week, you can find me somewhere like what you see in this video. Wishing all a happy and safe holiday. #karpediem
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Jacob Karp shared thisExcited to welcome Ryan Glazer to Schellman as a Strategic Account Executive! Ryan brings 7+ years of sales experience, the last 3 of which he has spent in the audit and compliance space. During those last 3 years Ryan specialized in supporting enterprises compliance requirements and helping them to provide assurance to their end clients. No better place to continue that work than at Schellman. When he isn't working Ryan can be found throwing tennis balls for his Golden Retriever Bentley. Welcome Ryan!
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Jacob Karp posted thisIn my first software sales job, I was tasked with selling enterprise commission software into North Dakota, South Dakota, Wisconsin and Minnesota. 4 states that probably had about 10 companies that could or would actually even consider the product, at best. The pipeline struggle was real. Partially because there wasn't enough places to sell into. But also because in those areas, no one knew who I was, what my company did or why they should care. I realized quickly that my cold emails and cold calls weren't landing and I needed to figure out a different way. So I got on airplanes, rented cars and drove around to all the companies that I wanted to break into. I went to Fargo. I went to Sioux City. I went to Madison. I went Kohler. I went to Minneapolis. I dropped off food. I talked to receptionists. I hung out in offices. I went to industry events. I played in golf tournaments. I kept showing up. I just tried to be in the places I needed to be to shake a hand, make an introduction and build trust. Slowly, meetings happened and progressed. Pipeline built. Proposals took place. While I can't say that I won a lot from a revenue perspective, I definitely did the job I was asked to: break into accounts in a place where the odds are stacked against you. Almost more importantly, I learned a ton about myself, learned how to break down walls and met some great people. If you are in outside or field sales and want to build something, you have get out into the real world. Leave your house. Drive an hour for a handshake. Get on an airplane for a meeting. Show up somewhere just to say hello. Try it. I don't believe you will look back at having done that and regret any of it. I know I don't. #karpediem
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Jacob Karp shared thisYesterday I took my two little girls here. They’re always asking to see the kinds of places I go when I go fly fishing. “Is this a place you fish, Daddy?” “This is a place I catch fish, it’s an important distinction.” Jokes aside, I look forward to the days when I can really take them and teach them everything I know. About this and many other things. I never knew if I’d be a Dad, but I can’t imagine any other life now that I’ve experienced the amazingness of it. Honored to be raising two strong and adventurous little girls. #karpediem
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Samantha McKenna "tag a VP of Sales who is not the budget holder who will also tag their CRO" - just that easy
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Jacob Karp reacted on thisJacob Karp reacted on thisQuiet summer? Not at Lantheus. In just two weeks, we've announced two milestones that will help shape the future of nuclear medicine: Curium's planned acquisition of Lantheus and FDA approval of our newest Alzheimer's diagnostic. These moments reflect years of scientific focus, collaboration and commitment across #Lantheus and the broader industry. Proud of what we've accomplished and even more excited for what's ahead. #TeamLantheus #LeadingRadiopharma More about today's FDA approval: https://lnkd.in/p/gtyfkrtV More about Curium's planned acquisition of Lantheus: https://lnkd.in/p/gBm2d5F6
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Jacob Karp liked thisJacob Karp liked thisCursor is now part of SpaceX. Today, we have officially closed our acquisition. We will join the SpaceXAI team to help make Grok the world's most useful AI and improve Grok Build, Grok Bot, Grok API, Cursor, and more. SpaceX has built some of the most inspiring and impressive technology in the world, and we’re grateful for the opportunity to become part of such a special company. Onwards. https://lnkd.in/gUgcbasZ
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Jacob Karp liked thisJacob Karp liked thisSharing what strategies the Databricks team uses to manage AI coding costs at scale. AI coding tools deliver immense value but deploying them at scale has led to a major challenge: exponentially growing costs. Across Databricks and other early AI adopters, four techniques are emerging as a consistent playbook for bringing costs down: - Adopting more efficient and OSS models - Dynamic model routing - Empowering individuals and teams to make better consumption decisions - Optimizing context management See the full playbook:
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Jacob Karp liked thisJacob Karp liked thisLast night, I had the pleasure of attending Gina Yacone’s WICT event at TRACE3, centered on the theme “Owning Your Story, Your Brand, and Your Wins.” I left feeling reminded that our personal brands are shaped every day, not only by the work we do, but by how we show up, share our stories, and make space for others to grow. Grateful for the thoughtful conversation, the energy in the room, and the opportunity to spend time with so many inspiring women. Here’s to owning our stories and showing up authentically together. ✨ #WICT #WomenInTechnology #PersonalBranding #Leadership #Networking #TRACE3
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Jacob Karp liked thisJacob Karp liked thisHealthcare AI cannot be built on innovation alone. It needs governance, accountability, and a disciplined approach to risk. I’m proud to share that Caregility has achieved ISO/IEC 42001 certification from Schellman - the international standard for Artificial Intelligence Management Systems (AIMS), for our computer vision capabilities. This is an important milestone for our AI journey. It reflects the work we are doing to put structure around how we develop, evaluate, monitor, and continuously improve, particularly as these capabilities become part of real clinical workflows. ISO/IEC 42001 gives us a formal framework to help answer those questions and provides a foundation for scaling our AI responsibly. This is not the destination. It is an important foundation for where we are taking AI at Caregility, advancing patient safety and connected care while keeping responsible innovation at the center. #HealthcareAI #ResponsibleAI #AI #PatientSafety #ConnectedCare #ISO42001 Read more here: https://lnkd.in/dyijM9SJ
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Jacob Karp reacted on thisJacob Karp reacted on thisAfter 13 of the greatest years of my life, today marks my graduation from Coalfire. Looking back, I am filled with nothing but overwhelming joy and gratitude as I think about all the lifelong friends I have made, and the impact working at Coalfire has had on my life. Working at Coalfire changed my life forever and I feel lucky to have learned so much from some of the best minds in the industry over the years. Stay tuned for an exciting announcement regarding my next role on Monday! In case you missed our legendary 2026 SKO, I leave you with the greatest (and only) drum solo in Coalfire musical history.
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Schellman
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Board Member
Arizona State University Alumni Association - Colorado
- 3 years 8 months
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Board Member
Arizona State University Alumni Group - Seattle
- 3 years 5 months
Education
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Spanish
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Arizona State Alumni Association
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