Revenue Growth Vice President

SALES LEADERSHIP

SAAS SOLUTIONS FOR HUMAN CAPITAL MANAGEMENT REVENUE GROWTH FOR DIVERSE BUSINESS LIFECYCLES & INDUSTRIES Accomplished Sales Leader renowned for driving significant revenue growth through innovative strategies and leading national and multi-state regions up to $50M annually. Proficient in market analysis, sales strategy, fiscal goal setting, and technology integration. Demonstrated success in launching startups to $25M in three years and achieving Inc. 5000 status twice.

STRENGTHS & COMPETENCIES

Sales Strategy Design

Results Driven Leadership

Forecasting

Team Building/Leadership

Risk Mitigation Software

Sales Process

Strategic Planning

Process Improvement

Strategic Account Management

Emotional Intelligence

Customer Experience

Partner Acquisition

Technology Implementation

Business Transformation

Healthcare/IT Solutions

Startup Operations

SaaS Technologies

Business Development

Resource Allocation

Human Capital

Creative Thinking

Digital Marketing

Change Management

Data Analytics

PROFESSIONAL EXPERIENCE

RYMEDI HEALTHCARE SAAS TECHNOLOGY AND DATA MANAGEMENT TECHNOLOGY 2023-2024

Vice President of Sales

• Developed and implemented the go-to-market strategy for a new Occupational Health Vertical within a PE backed Web3 Technology platform. Company engagement with two of the largest diagnostic manufacturers in the world along with 5 of the largest diagnostic testing laboratories.

Collaborated with cross-functional teams on development and timing for phased product launches based on product adoption rates.

APPLYA CORPORATION DIAGNOSTIC PRODUCTS AND APPLICANT SCREENING TECHNOLOGY 2016-2022 Chief Sales Officer

Developed and executed all sales and marketing strategies for a new enterprise division providing technology to streamline access to credentialing data for employees, contractors, and students. Launched channel strategies to expand coverage model in 3 key vertical markets targeting state government (MMCAP), healthcare, and higher education.

Doubled revenue consecutively for three years $0 to $6M earning the rank of 387 on the Inc. 5000 list of fastest- growing privately held companies and secured $60M in long-term contracts across 14 states.

Executed business continuity strategies throughout the COVID-19 pandemic securing PPE contracts totaling $18M with multiple state agencies, including West Virginia, Hawaii, Oregon, and South Carolina. Key Client Account & Project:

State of South Carolina

Secured $50M multi-year engagement bolstering drug testing and background screening efforts.

Identified and executed upselling strategies to secure change orders, thereby enhancing margins from 15% to 35%.

Implemented B2C workflows and merchant services solution for student and consumer screenings, resulting in a 15% increase in profit margin.

Renegotiated vendor contracts to introduce new testing methods, boosting margins from 10% to 35% and achieving an overall gross margin increase from 12% to 20%. BRIAN HEATWOLE

816-***-**** ****************@*****.*** https://www.linkedin.com/in/brian-heatwole/ S2VERIFY, LLC ACTIONABLE SCREENING INTELLIGENCE (ASI) 2010-2016 Vice President of Sales

Managed individual contributors, inside sales, channel partnerships and direct sales contribution.

Propelled revenue growth from $0 to $5M in first three years, securing the 194th position on the 32nd annual Inc. 5000 list, achieving profitability within the initial 12 months.

Diversified client acquisition strategy across multiple verticals, notably revitalizing contractor screening partnerships in the petrochemical market sector resulting in a $3M run rate in years 2 and 3 of contract. Key Client Account and Project:

Coca Cola Bottling – Provided thorough, cost-effective services covering background checks, drug testing, and onboarding support, ensuring compliance, and reducing time to hire. Lead project management of SAP applicant tracking integration and audit of existing records. CHOICEPOINT, A LEXISNEXIS COMPANY IDENTIFICATION & CREDENTIAL VERIFICATION TECHNOLOGY 2006-2009 Vice President of Sales & Marketing

Following a data breach, was recruited to relaunch and lead 85 sales associates within a risk and information services division consisting of vertical and geographically based teams, telemarketing, sales operations, channel sales, and sales administration within a $250M book of business.

Generated $25M in new client acquisition and organic revenue annually by doubling the sales team’s production.

Increased departmental closing rates by over 20% through sales force retooling and implementation of standardized selling methodologies, including Miller Heiman and Persuasive and Executive Speaker certifications.

Crafted go-to-market strategies for eight new high-margin products, generating $4M in contracted revenue within the program’s inaugural year.

Formalized channel strategies with tier one technology partners, reducing time to revenue by 30% and increasing closing rates by 15%.

FIRST ADVANTAGE GLOBAL SCREENING, IDENTITY & VERIFICATION 2002-2006 Director of Sales

Recruited, retained, and supervised a team of new business development and key account managers, overseeing both geographic and vertical-based hunter and farmer roles.

Managed a 25-state region generating $50M in annualized revenue and surpassing company growth and revenue targets by 125% for three consecutive years - each team member was recognized with a Top Gun award.

Effectively integrated sales forces during 15 acquisitions through hands-on leadership and implemented regional retention strategies for five key acquisitions, resulting in a 95% retention rate in the first-year post-acquisition.

Developed a vertically based contributory database and standardized scoring model, enhancing accessibility, and reducing costs; grew model to $8M within the first three years servicing over 3000 industrial contractors and creating $50 million in industry savings.

ESCREEN TECHNOLOGY-ENABLED THIRD-PARTY ADMINISTRATOR (TPA) 1998-2002 Vice President of Sales

Pioneered the launch of the first Food and Drug Administration (FDA) approved technology-based drug testing solution as founding executive team member.

Initiated transactional Software as a Service (SAAS) to a network of 1,000 occupational health clinics, facilitating the transition from paper-based drug-testing to an electronic process and creating the largest virtual occupational health network on a unified web-based platform.

Pivotal role in scaling the company from conception to $25M+ in revenue within 3 years, establishing partnerships with Fortune 500 companies and local employers.

Launched an optical reader which became the industry benchmark for automated Rapid-Diagnostic-Tests (RDT), enabling users to efficiently scan test specimens and reliably analyze and interpret results with speed and accuracy. Key Client Account and Project:

Walmart – Anchor client in driving forward the introduction of rapid point-of-care drug testing to the market. EDUCATION & CERTIFICATIONS

Ottawa University - Bachelor of Business Administration Miller Heiman and Solution Selling Certification

Persuasive and Executive Speaker Certification

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