Charleston County, South Carolina, United States
• Results driven SaaS industry sales leader focused on building consistent high growth lines of business, leveraging all routes to market including; sales, technical, inside, digital, and a variety of software partner organizations. • Experienced organizational leader who continually leverages performance optimization efforts to best align multiple routes to market for driving profitability growth improvements. • Natural team leader driven to identify and develop new business talent, with a keen focus on maintaining high performing, world-class solutions sales teams, who are highly engaged and purposefully drive to grow their talents and exceed business objectives. • Record of combining strategic planning, account management, sales management, business development, strategy, and analytical financial skills with technical IT knowledge to achieve corporate growth objectives
At TurboLaw.ai, we are transforming complex litigation workflows with AI-powered technology that analyzes legal documents, extracts key case insights, and generates court-ready legal analysis. Our platform helps insurance defense teams and law firms move from weeks of manual review to minutes—accelerating case evaluation, legal drafting, and strategic decision-making.
CARET Legal is an end-to-end legal practice management software that provides firms with all the capabilities they need inside a single platform. No more program jumping or incompatible systems — you get a simplified, centralized solution that helps your firm run faster, better, and more efficiently.
Case Status is the market leading platform in client engagement communication for legal firms. Case Status, powered by CaseyAI, allows clients to see the status of their cases in real-time, it facilitates easy communication between attorneys and their clients, it provides detailed visibility into each stage of the case for an efficient workflow. CSO with a proven track record of driving revenue growth and spearheading strategic sales initiatives within the Enterprise SaaS industry. Leveraging 20 years of experience in sales leadership roles, adept at building high performing sales teams and cultivating strong client relationships to exceed targets. Continuously implement innovative sales strategies that optimize sales processes, enhance customer acquisition, and maximize profitability. Possess a deep understanding of market trends and customer needs and can identify new business opportunities and develop scalable solutions that drive sustainable growth, including partnerships and strategic alliances. As a strategic leader, execute sales strategies aligned with organizational goals that drive revenue expansion and market penetration. Instrumental in refining product positioning, go-to market strategies and pricing models to gain competitive advantage and increase market share. Additionally leverage data and analytics to inform decision making and optimize sales performance. Strong on forecasting and budget planning. Continue to drive improvement through implementation of best practices, training and key performance indicators. Vice President 2021 • Demonstrated ability to exceed sales targets and optimize profitability through innovative sales strategies and dedicated team management. Hired entire Sales team and SDR team. • Proven track record in building strong sales teams and client relationships, resulting in increased customer satisfaction and value. • Expertise in developing and executing comprehensive sales plans and GTM strategies.
Senior Director of Enterprise Accounts Provide Enterprise Experience Management Solutions to Fortune 500 Customers for eastern United States. (Revenue of 10B+) Manage a team of eight Enterprise AEs, two solution product strategists and two technical sales members for customers and prospects in the Enterprise Sales Market unit. Highest performing team in market unit in Q1 2021 for sales revenue and new logo units.
Director of National Sales Federated Accounts/Inside and Outside Sales/Associate Sales Team (2016-2019) Responsible for 5 Sales Managers as direct reports, 3 Sales overlays and 61 Account Executives, that sell complex SaaS solutions, and Analytics B2B to 13,000 Human Services, Healthcare, Corporate Foundations. Additionally, lead 10 account executives selling new logo CRM SaaS and Financials and Analytics to 30 nationally branded Enterprise Federated accounts to include Ronald McDonald House Charities, Goodwill, Habitat for Humanity. Maintained C-level relationships at the Global Headquarters for these companies. Federated Enterprise Accounts SaaS new logo scope of business is currently 10,000 prospects •Managed approximately $41 million sales quota for 2018 •Strong in Enterprise territory/account planning, sales forecasting, reporting and pipeline management. •Report directly to President/GM for all sales efforts within market group •Respected member of the Global Sales Management Team •Currently run the “Hire A Head” program for the Sales Enablement team, hired over 33 AE’s in 90 days and created the curriculum for all new hire training, sales engagement process and prospecting training •Identify, recruit and retain Enterprise level sales talent. •Current direct report team is on track to overachieve 2019 team quota in units and bookings. •Chairman’s Club Sales Managers for all three teams, 115%, 119% and 134% respectively for 2018. •Chairman’s Club for my direct report Sales Managers for all three overachieving sales teams in 2016/2017/2018 •8 Time Chairman’s Club Member as Sr. Sales Manager and 9 time 100% as Director/Manager •Provide strategic direction to my sales management team and direct report team, organizationally, on all marketing efforts, offer creation, demand generation, go to market, and Enterprise sales strategy •Achieve corporate goals and objectives within highly matrixed and cross-functional departments.
Federated Accounts and Inside Sales Teams (Jan. 2010 – 2016) Responsible for managing sales for 28 nationally branded accounts and 4 mid-market verticals, which include Healthcare, Foundations, Faith-based, and Family Human Services. Managed and led 32 account executives selling complex software solutions and services. Hired and built Account Executive team from 7 direct reports to 32 direct reports during this time. Current business mix is new unit sales to over 9,000 prospects as well as sales to current customer base of over 5,200 customers, over a mix of Enterprise and Mid-Market accounts. • Manage $28 million dollar sales budget for 2010-2016 • Manage 24 direct sales reports for 2013-2016 • Grew sales bookings over 50% from 2010 to 2013 • Increased ASP for SaaS internet products 34% for sales year 2014 and 21% in 2015. • Increased sales revenue for subscription offerings for internet products 94% and 22% respectively for 2011 and 2012. • Number one Sales manager in General Markets Business Unit for 2010 and 2011 • Exceeded all sales revenue and internet and competitive win targets for 2012, 2013 and 2014, primarily focusing on all verticals for non-profits. • Partner with Sales Vice President for strategic and tactical recommendations that include incorporating new products, e.g. internet solutions and new migration releases (RE NXT) Provided detailed statistical analysis of accounts and prospects to improve sales revenue growth and product penetration in prospect base and Enterprise accounts. • Directed the strategic marketing effort for the Nationally branded accounts to include B2B efforts and new logo sales in absence of marketing personnel for 2011 and 2012, developed all marketing campaigns for the inside teams accounts. • Strong mentoring and coaching of Account Executives and sales engagement process, promoting over 21 account executives into more senior and outside roles within our Mid-Market division during this period.
Inside Sales (March 2007– Dec 2009) Manage and led over 10 account managers selling complex software solutions and services. Managed customer portfolio/territory of over 2,800 customers across 3 specific verticals, Healthcare/Faith-based and Family Human Services. • 2 Time Presidents club member as inside Sales Manager • Grew sales revenue over 50% from 2007 to 2009 • Exceeded all unit and sales revenue dollar goals for 2008-2010 • Helped establish our reseller products and partnerships within these verticals for additional sales revenue goals. • Responsible for training and performance management of all direct sales reports.