Private Equity Vice President

Scott M. Grisanti

New York, NY ***** 917-***-**** *****.********@*****.***

SENIOR VICE PRESIDENT, SALES

Senior Sales and Operating Executive instrumental in scaling growth and profitability for technology companies. Three successful private equity exits over 15 years, in addition to accelerated value creation in public markets. Proven ability to rapidly implement and optimize value-based sales methodologies linked with high integrity pipeline/forecast processes. Effective integration across all go-to-market functions.

Areas of Expertise:

Scale revenue and profit on a steep trajectory.

Transform organizations and business models in line with private equity investment/re-capitalization.

Build, manage and mentor go-to-market teams at all levels through hands-on engagement in deal flow.

Communicate crisply across teams, peers, board, major shareholders, and investment community.

Preserve culture and core competencies while innovating to open new segments and enhance efficiencies.

Optimize complex, global go-to-market motions through implementation of streamlined and simplified operations and messaging.

Integrate multiple simultaneous acquisitions by globalizing, harmonizing and simplifying customer facing and internal processes.

Target and implement strategic alliances to amplify market presence and enhance execution capabilities.

Implement precision-based, systematic approach to pipeline origination and deal progression.

PROFESSIONAL EXPERIENCE

POPPULO, INC., Denver, CO 10/2020 — 05/2023

A Vista Equity Partners company and SaaS provider of an employee and customer communications platform.

Senior Vice President, Americas Sales

Responsible for leading six sales teams, including first- and second-line management. Served Poppulo as Senior Vice President, Global Sales through acquisition by Vista portfolio company Four Winds Interactive (re-branded as Poppulo), key member of executive transition and integration team.

Drove consecutive record-breaking sales bookings quarters supporting competitive bidding process for company acquisition.

Collaborated on design and implementation of enterprise selling strategy to evolve from point solution to platform go-to-market motions.

Drove Americas team build-out through intensive recruiting, ramping and retention activities.

Executed cross selling strategies to maximize penetration of products from predecessor organizations.

Detailed deal flow engagement to drive significant wins across diverse organizations such as Northrop Grumman, Intel, Universal Studios, Station Casinos, JetBlue, Great Canadian Gaming, Maximus, and Arrow Electronics.

INPENSA, INC., South Plainfield, NJ 02/2019 — 09/2020

SaaS provider of business case management platform designed to optimize funding request automation/benefits realization.

Vice President, Global Sales

Responsible for scaling go-to-market results leveraging early adopter customers/segment leaders such as Bank of America, Cisco and IQVIA.

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ACHIEVE3000, INC., Lakewood, NJ 01/2016 — 08/2016

SaaS provider of literacy solutions to PreK – Grade 12 market.

Chief Revenue Officer

Responsible for optimizing new sales bookings in addition to renewals, proposal services, and sales operations.

Institutionalized standard, integrated sales/pipeline/forecast methodology across field and inside sales.

Recruited new Director, Inside Sales; brought new focus on incremental business with select field partnering.

(DORMANT) LENOX-MONMOUTH ADVISORS, LLC, Monmouth Beach, NJ 01/2015 — Present

Management consulting for early/mid-stage technology companies, providing go-to-market and corporate development services.

Managing Partner

Representative engagements: SaaS providers of employee communications platform; analytics for drone-based inspection of high value assets; AI-enabled ensemble creation; new item on boarding platform for grocery/retail; waveform analytics targeting life sciences; K-12 supplemental digital curriculum.

CEO Mentor for XRC Labs venture firm and start-up accelerator.

PROMETHEUS GROUP ENTERPRISES, LLC, Raleigh, NC 08/2013 — 12/2014

Leading enterprise asset optimization application solution provider.

Chief Operating Officer

Responsible for global sales, marketing, business development, pre-sales, professional services, and support.

Increased revenue/EBITDA from $16.9M/$7.9M to $23.7M/$11.8M.

Re-built $40M qualified pipeline.

Recruited, trained and managed new executive team members, including three Sales Directors, Vice President of Marketing, and Director of Sales Operations and Business Development.

Institutionalized enterprise sales model with well-articulated value proposition, staff roles, and territory definitions.

Developed channel sales strategy to address key outlying markets.

Focused professional services on utilization and productivity metrics.

KONY SOLUTIONS, INC., Orlando, FL 04/2011 — 08/2013

Provider of the leading mobile/multi-channel application development platform and comprehensive suite of packaged applications.

Senior Vice President, Consumer Industries Sales

Responsible for industry-focused sales teams in North America.

Senior managing sales executive key to driving annual corporate revenue from $10M to more than $70M.

Built $40M pipeline through structured prospecting and partner network programs.

Closed $15M three-year subscription and $7M in professional services with top five global financial institution.

Closed $22.5M five-year subscription and $500K in professional services with top five health insurance provider.

Drove contributions by 83% of team members during first quarter of assignment.

Design, deploy and manage industry-focused sales teams.

Drove institutionalization of sales and forecasting methodology.

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MEDCLEAN TECHNOLOGIES, INC., Bethel, CT 09/2008 — 06/2012

Thought leading provider of technology-enabled green solutions for regulated medical waste and confidential document destruction.

Board Member (04/2011 — 06/2012)

Chairman of the Board of Directors (11/2009 — 04/2011)

President and CEO, Board Member (09/2008 — 11/2009)

Closed $10M common stock financing agreement.

Improved operating results from $7.8M loss in 2008 to EBITDA positive for 3Q2009.

Recast company strategy and business plan moving from custom solutions to standard containerized systems, adding lease and rental acquisition options to traditional capital purchase program.

Developed and published the most extensive body of efficacy data in industry documenting best in class regulatory performance.

Drove first approval granted by the State of New Jersey since 2005.

PRIMAVERA SYSTEMS, INC., Bala Cynwyd, PA 07/2006 — 09/2008

Leading provider of project, program and portfolio management application software and services.

Executive Vice President, Sales, Marketing and Services

Responsible for all value creation activities, globally.

Led due diligence sessions on all company revenue generation activities resulting in acquisition by Oracle.

Increased sales from $108M to $205M; increased EBITDA from $14M to $55M.

Improved professional services utilization and margins from 35% and negative to 70% and 30%, respectively.

Developed and managed a sales pipeline of more than $150M.

Architected and executed a global enterprise direct sales strategy, while ensuring continued growth of well-established reseller channel.

Expanded industry presence into key new markets.

Conceived and implemented strategy to move from product-based tactical sales to account-based strategic sales.

Developed and executed a strategy to optimize retention of recurring maintenance revenue.

E-RESEARCH TECHNOLOGY, INC., Philadelphia, PA 10/2000 — 06/2006

Leading provider of technology and services for collection, management, analysis, and distribution of cardiac safety and clinical data for the new drug development industry.

Executive Vice President, Sales and Marketing

Responsible for global sales, marketing, and strategic alliances.

•Increased sales from $28M to $109M; increased market capitalization from $40M to $1.5B, posted 14 consecutive quarters meeting or exceeding guidance.

•Developed and managed sales pipeline of more than $100M.

•Closed industry changing $36M three-year technology subscription with top five pharmaceutical.

•Collaborated with top five pharmaceutical on offering that grew to 35% of company revenue in two years.

•Developed and executed comprehensive sales methodology.

•Developed and managed strategic alliances program with complementary services providers.

•Established thought leadership by publishing topical by-lined articles in industry publications and white papers.

•Applied Clinical Trials Editorial Advisory Board Member.

•Executed periodic road show presentations to market makers and financial analysts.

EDUCATION

Bachelor of Arts (B.A.), English and Journalism

Rutgers University, Newark, NJ

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