Solution Sales, Sales leadership, SaaS, Enterprise Sales, Agentic Ai

BRIAN E. FREDETTE, M.A.

San Marcos, CA ***** *****.*.********@*****.*** 760-***-**** linkedin.com/in/bfredette ENTERPRISE AI PLATFORM GTM LEADER

Multimodal AI SaaS and Digital Transformation Solution Sales Enterprise Sales exceeding $30M+ Revenue Leadership

PROFESSIONAL SUMMARY

Enterprise GTM leader with 12+ years commercializing advanced platforms across AI, deep-tech, and enterprise transformation. Built $23M+ pipeline and drove $12M+ revenue by converting technical architectures into crisp executive narratives, POCs, and adoption roadmaps. Specialized in positioning AI and automation as business leverage for speed, cost reduction, and capability expansion across CIO, CTO, CDO, and engineering stakeholders. Experienced scaling new-market motions, early adopter engagement, and cross-functional pursuit leadership in high- scrutiny environments.

CORE AI PLATFORM GTM SKILLS

• Frontier AI product commercialization and narrative positioning

• Developer and creator platform GTM, early access and partner programs

• POC design, ROI modeling, and executive stakeholder alignment

• AI infrastructure economics, optimization, and delivery risk control

• Pipeline governance, forecasting discipline, and deal execution frameworks KEY ACHIEVEMENTS

• Built $23M enterprise pipeline by positioning complex modernization programs as AI-ready capability foundations across multi-stakeholder buying groups

• Closed and expanded transformation revenue by translating technical scope into executive outcomes, timelines, and governance that reduced delivery risk

• Led POC-first sales motions that connected buyer pain to measurable ROI, accelerating consensus across product, engineering, security, and finance

• Aligned optimization and compute economics to cost reduction narratives, improving budget approval rates for advanced platform initiatives

• Scaled repeatable GTM playbooks for growth-stage expansion, including messaging, qualification, and executive engagement sequences

• Partnered with product and delivery teams to ensure credible solution positioning, clean handoffs, and durable post-sale expansion

PROFESSIONAL EXPERIENCE

AiSALES. DIGITAL CONSULTING - Sales, AI Automation (Remote) Mar 2025 – Jan 2026

• Advised teams on GenAI and agentic automation for prospecting, qualification, and operational handoffs, improving speed and consistency of outbound motions.

• Designed AI-assisted workflows for customer engagement, meeting coordination, and document proofing, tying automation to measurable productivity lift.

• Built pipeline by mapping buyer workflows to practical LLM use cases, testing value hypotheses through lightweight pilots and POC frameworks.

UST GLOBAL - Sales Director, Enterprise GTM (Remote) Oct 2023 – Jun 2024

• Expanded enterprise modernization programs across cloud, integration, and workflow platforms, with emphasis on AI-ready architecture and cost optimization.

• Built $5M pipeline and closed $1.3M+ by leading executive discovery, technical validation, and structured deal execution across multiple stakeholders.

• Partnered with solution architects to translate roadmaps into outcomes, including integration simplification, risk reduction, and faster delivery cycles.

DELOITTE - Sales Director, AI and Integration Optimization GTM (Remote Contractor) Jan 2021 – Apr 2023 Built a $23M enterprise pipeline by advancing modernization and optimization programs with CIO, CTO, and architecture leadership.

• Headed an F1000 $8M+ modernization deal spanning 300+ systems, aligning executive priorities to measurable outcomes, governance, and delivery risk control.

• Accelerated contract revenue by $12M+ by translating complex technical scope into clear business cases, ROI models, and competitive positioning.

• Positioned integration for F500 customers on disparate Legacy ERPs and systems, API, and microservices strategies as foundation layers for AI extensibility, automation, and future-state capability expansion while lowering the excessive I.T. Spend with iPaaS tools like Boomi and MuleSoft.

• Led cross-functional pursuit teams to ensure credible solution positioning, clean delivery handoffs, and durable post-sale expansion.

ITSWEB (Santa Barbara, CA) - Sales Director Aug 2016 – Nov 2020

• Drove sustained quota overachievement through disciplined territory planning and enterprise account expansion.

• Collaborated with delivery and engineering teams to ensure scope clarity, margin protection, and customer satisfaction.

• Promoted to Sales Director within 6 months, developed Sales onboarding playbook cutting AE ramp 25%, boosting win rates by 40% through mentoring, with new tactics to increase deal velocity 150% through Sandler approach.

• Coordinated offshore delivery teams to ensure compliant, secure, and timely execution of financial services solutions.

• Expanded a $2.5M ACV deal into $7M+ ARR via value realization and executive QBRs.

• Managed team of 8x employees while improving win rates by 25% through building case studies and understanding key market factors in digital engineering projects to leverage more wins for longer relationships

(82% customer retention).

INTEGRAL (Remote) - SaaS Sales Manager, North America Feb 2012 – May 2016

• Generated $16M plus in SaaS sales; secured 80 plus new accounts through prospecting, qualification, demos, POCs, and partner channels.

• Collaborated with customers for network and application performance deficiencies, fixed production issues, delivery, and engineering teams for ensuring scope clarity, margin protection, and customer satisfaction.

• Reduced AE ramp up time by 25% and improved win rates by 40% via coaching and enablement.

• Managed team of 5x employees while improving win rates by 25% through AE training and enablement.

• Established government sales channel, trained reseller teams, generating $2M in annual revenue and driving a 40% uplift through consultancy for FED/SLED agencies. Secured GSA schedules for DoD and multiple federal clients requiring compliance.

EDUCATION

• M.A., Organizational Management (Project Management & MBA Emphasis), University of Arizona Global Campus - Magna Cum Laude (2012)

• B.S., Information Technology, University of Phoenix, San Diego - Cum Laude LICENSES & CERTIFICATIONS

• United States Air Force Veteran - Aeronautical Science, Military Leadership School Graduate, FAA A&P Licensed Mechanic

• Project Management, SAP; Salesforce; Workday; Boomi Sales Certified

• GenAI - Coursera; Executive MBA Coursework

• 30Pclub.io, MEDDPICC, Chris Voss “NSTD: Never Split the Difference- Negotiation, HubSpot; Salesforce; Sandler Sales Certified

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