Full-Cycle SaaS Sales Leader | New Business, Expansion, & Retention | IT SaaS, Cybersecurity & Compliance (GRC)
Professional Summary
Revenue-driven SaaS sales leader with 10+ years of experience hunting, closing, and expanding net-new business across technical product lines. Proven success managing and growing multiple accounts simultaneously, breaking into complex organizations, and driving adoption through consultative discovery, ROI storytelling, and multi-threaded selling across technical and business stakeholders. Strong track record of exceeding quota, navigating IT, cybersecurity, and technical infrastructure environments, and executing land-and-expand strategies that increase product usage and long-term customer value.
REVENUE GROWTH CAPABILITIES
- Full-Cycle Sales (Prospect, Close, Expansion, Renewal) * Executive Relationship Management
- Outbound Prospecting & Self-Sourced Pipeline * Technical Discovery & Solution Selling
- Net Revenue Retention (NRR) & Expansion Strategy * Pipeline Management & Forecasting
- SMB / Mid-Market / Enterprise Accounts * Cross-Functional Collaboration
PROFESSIONAL EXPERIENCE
Managed IT Services Provider | Client Strategy Advisor | 06/2024 – 04/2026
- Owned a portfolio of 25 accounts ($162K MRR), driving $316K in expansion revenue (108% attainment) by identifying whitespace, developing strategic account plans, and executing upsell and cross-sell initiatives
- Served as the primary post-sale owner, leading all commercial conversations across onboarding, expansion, and renewals while maintaining 98% customer satisfaction and strong retention
- Built trusted executive relationships, aligning IT, security, and compliance initiatives with business objectives and delivering QBRs that surfaced ROI, risk, and growth opportunities
- Partnered cross-functionally with engineering, delivery, and support teams to improve customer outcomes, strengthen adoption, and drive long-term account growth and retention
IT Management & Cybersecurity SaaS Provider | Sr. Solution Specialist, Compliance Manager GRC | 05/2022 – 04/2024
- Delivered $2.58M in ARR (103% to goal) across new business and expansion opportunities
- Partnered closely with Account Executives and Account Managers to advance opportunities, refine positioning, and close new business and expansion deals
- Conducted discovery and delivered tailored demos aligning solutions to customer-specific compliance and risk challenges
- Helped generate and accelerate pipeline by identifying high-value opportunities and overcoming objections
- Functioned as a technical expert for Compliance Manager GRC, strengthening relationships with technical and executive buyers and sharing customer insights with product and leadership teams to improve positioning
IT Management & Cybersecurity SaaS Provider | Manager, Solution Specialists, IT Assessment & Risk Management Suite | 04/2021 – 04/2022
- Generated $3.6M in ARR (95% to goal) supporting both new logo acquisition and expansion within existing accounts
- Led and coached a team to improve conversion rates by 8%, achieving a 25% team-wide conversion rate through increased pipeline consistency and execution discipline
- Built and standardized discovery/demo processes, contributing to sales motion maturity and playbook development
- Partnered with marketing and enablement teams to drive pipeline generation and customer engagement campaigns
IT Management & Cybersecurity SaaS Provider | Lead Solutions Specialist, Security Suite | 10/2020 – 03/2021
- Closed $1.2M ARR (109% attainment) through prospecting, inbound leads, and relationship selling
- Self-generated pipeline via cold calling, networking, and targeted outreach campaigns
- Managed full sales cycle from prospecting through close with 30% demo-to-close conversion rate
- Delivered tailored security solutions aligned to customer risk, compliance needs, and business goals
Cybersecurity Software Provider | Account Executive, Security Suite (Dark Web ID, BullPhish ID, and Graphus) | 03/2018 – 09/2020
- Delivered revenue growth of $864K in ARR, achieving 101% to goal across the Security Suite by cold calling prospects, nurturing warm leads, and converting opportunities sourced through industry networking events
- Facilitated technical discovery calls and customized demos to recommend security solutions that addressed identified risks and supported business priorities, achieving a 25% demo-to-close conversion rate
- Strengthened customer relationships and boosted product adoption by delivering tailored solution recommendations grounded in value-based selling
Home Security Company | Customer Retention Manager | Security Consultant | 11/2011 – 01/2018
- Built, led, and trained a 30-person retention team
- Created churn-risk processes and retention strategies that improved save rates by 30% and protected $2.4M in ARR
- Recognized as Outstanding Sales Consultant, consistently achieving 50+ monthly sales and a 25% conversion rate
- Maintained 90%+ QA scores while delivering a high-quality customer experience
EDUCATION
Private University | 08/2002 – 05/2006
- B.S., Communication and Rhetorical Studies; B.A., Policy Studies; Minor, Consumer Studies
