Insight Quotient

Interim Leadership and Consulting services for B2B and B2B2C businesses, and SaaS/XaaS technology solutions							

Haas Alert | Vice President of Sales, Chicago, IL	
							
 - Inherited a low-performing team of SDRs, Junior AEs, and Senior AEs, and increased production substantially from Q3 2023, Q4 2023, and early-2024; increased deal sizes, decreased sales cycles, removed dead deals, and instilled reps with the courage to close.
 - Recalibrated sales positioning/engagements to trusted solution guidance; dramatically grew sales bookings YoY from Jan to April 2024.
 - Implemented and executed a successful sales talent recruitment, assessment, and hiring approach, raising salesperson caliber and restructuring the sales team to pursue upper mid-market and enterprise prospects; strategies are intended to triple ACV.

Casted, Inc. | Chief Sales Officer, Indianapolis, IN
							
 - Inherited a dormant product sales pipeline and identified 600 high-propensity companies, tuning outbound prospecting, and inspiring the sales team to secure around 60 initial meetings with named target accounts within the first 60 days.
 - Identified patterns in B2B podcasting that drove the development of the “B2B Podcast Maturity Model,” setting the stage for the company’s expansion within existing accounts and new account acquisition.

StorySlab, LLC | Senior Vice President of Growth and Partnerships, Syracuse, NY

 - Directed all go-to-market elements in partnership with the CMO, clarifying and elevating the business vision and market position; decreased the average sales cycle duration by 40%, providing hands-on coaching to drive adherence to methodology.
 - Designed concise compensation and quota plans to motivate sellers and achieve defined business needs; established a qualified sales pipeline, engaging the organization toward an exciting prospect of future growth, leading to nearly tripling quota coverage in 90 days.

Enterprise Sales Specialist

Cheetah Digital

●	Actively coordinated with team members to extend market reach through a diverse ecosystem of partner companies in the digital marketing space, offering expertise, services, and/or products; ecosystem yielded 10 net new sales opportunities in 18 months, including closing four new business deals totaling $1M in ACV for the first year. 
●	Identified and activated the first wave of digital marketing agency partners who successfully adopted and operated products, demonstrating competency in usage and operation in less than six months; recruited and developed a key partner to lead the sales expansion effort that secured a five-year, $15M upsell with a major global quick-serve restaurant chain.
●	Developed relationships with the first wave of partners, embedding service delivery resources within client-facing teams to lead projects, achieving positive impact within three months; scaled delivery rapidly, improved the quality of deliverables, increased retention rates, and boosted upsell services and customer NPS scores.

Vice President Strategic Partnerships

●	Oversaw the recruitment and training of a world-class sales team, including a program director, productivity manager, and learning experience designer; created a predictable cadence and calendar for enabling content and training events, instilling regular skill development as a pillar of the sales organization.
●	Organized and hosted multiple sales kickoff events and mid-year education/trainings, powered by interactive activities and role-playing to ensure sellers internalized and employed desired sales behaviors into coming fiscal periods.
●	Delivered cutting-edge multimedia learning assets to support the new RevOps and GTM initiatives, tapping into video, digital quizzes, and animation to ensure engaging and measurable seller experiences with learning content.

Sales Coach

Vanco Payment Solutions

●	Oversaw all facets of go-to-market performance for 30 team members, representing the executive team across an 80-person satellite office in eliminating dated and disproportionate account distribution and establishing parity between all field reps; increased sales productivity by 30% in 90 days.
●	Analyzed business data to identify 12 “at-risk” accounts within the first 45 days, comprising 10% of the annual revenue; implemented a remediation program to retain 100% of the portfolio.
●	Shifted messaging and content toward customer challenges and solutions, rather than the specific product; quadrupled lead flow in less than four months, and increased marketing click-through rates by 20%.

Executive Vice President of Sales	

Vibes

●	Closed the largest deal in company and industry history, leading the sales team in selling to one of the largest kiosk retailers of entertainment rentals at triple the volume of the next largest customer.
●	Identified and solved the top objection to the company offering, utilizing key client and prospect executive meetings to drive repeatable, efficient sales processes, and adding 40 net new clients in 30 months. 
●	Narrowed the selling focus to the top 1K retailers, a lucrative, effective position for company offerings; tripled new business sales in under two years and increased the average deal size by 400%.
●	Discovered new opportunity deal flow after three years of sales stagnation, changing buyer perception from the solution as an expense to a revenue source, increasing annual recurring revenue by 50%.

Vice President of Strategic Sales

BrightTag (Signal/TransUnion)

●	Promoted in six months after achieving $250K in revenue within weeks of hiring, identifying skill gaps in the sales team and offering inspiration to upgrade their approaches.
●	Created and implemented sales and SDR/BDR KPIs, quotas, and targets within 60 days, establishing focus, measurement, and accountability.
●	Operationalized top-of-funnel activities, processes, practices, pipeline tracking, and reporting to provide real-time visibility and eliminate frustration among leadership.
●	Conceived, scripted, and delivered a highly acclaimed sales summit with a multi-day competitive role-play scenario.

Vice President Sales Operations

Dachis Group (Sprinklr)

●	Sold professional services offerings and projects to enterprise clients for the first dedicated social business consultancy in the US; closed $750K in sales in the first year, exceeding quota.
●	Leveraged social media to engage a discreet audience seeking healthcare solutions, solving a complex hurdle for a major privately held, multibillion-dollar client, achieving a deal worth $600K.

Vice President of Business Development

ExactTarget, Inc (Salesforce)

●	Allied with partners and collaborators in the sales process, implementing an effective roadmap, growing to overtake the competition in the enterprise markets, and achieving award-winning sales success from $35M to $120M within three years; helped the company attain IPO status, leading to the acquisition by Salesforce.
●	Identified and developed new channels that contributed to a 75% increase in topline revenue, adding over $35M annually.
●	Developed a new OEM business model that generated $8M in annual topline revenue within 1.5 years.

Vice President, Channels and Partnerships	

●	Oversaw the top win of 2007 with a leading take-out and delivery chain in the first nine months; exceeded business plan expectations and tripled deal sizes. 
●	Developed a reputation for procuring and developing talent, leading reports to become CEOs, CROs, and VPs; transformed an underperforming team from 59% quota for the previous 18 months to 98% success within one quarter, 137% next quarter, and becoming top producers for the next two years.

Regional Sales Director

Award-winning leader in global sales and product delivery, experienced in developing innovative solutions and driving revenue growth in the digital technologies space. Proven track record in helping firms achieve strong market positions by sourcing and converting business intelligence and boosting sales expansion. Adept at building and restructuring sales teams, reducing new hire quota achievement time, and achieving exceptional quota performance. Expertise in forging strategic relationships with C-level executives and closing multimillion-dollar deals, enhancing market positioning and driving international expansion. Proficient in consultative and solution selling, with a focus on SaaS/XaaS across various industries.

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