Strategic Enterprise SaaS Account Executive
Resume:
Michael Jones
Strategic Enterprise Account Executive Profile
************@*****.*** • 412-***-****
LinkedIn • Pittsburgh, PA
Seasoned enterprise SaaS sales professional with extensive FinTech, Human Capital Management and Decision Support Systems expertise spanning 15 years’ experience. Versatile strategist skilled at penetrating large accounts and driving complex sales cycles from prospecting to closure.
Results-driven professional demonstrating repeated success in building strategic partnerships with C-level executives across Fortune 500 companies. Experienced in developing high-performing sales teams and implementing innovative sales methodologies. Adept at cultivating long-term client partnerships through consultative selling approaches. Expertise in MSA development, RFP responses, and enterprise-wide solution deployment. Talent for combining deep knowledge of earned wage access, decision support systems, and human capital management solutions. Areas of Expertise
• Enterprise Sales Strategy
• Sales Territory Development
• Strategic Account Management
• Human Capital Management (HCM)
• Contract Negotiations
• FinTech
• Partner Channel Development
• Multi-Channel Sales Campaigns
• Market Penetration
• Strategic Partnerships
• Corporate Decision Support
• Value-Added Reseller Management
Career Experience
Rellevate, (FinTech) Stamford CT (Remote) 2024 – Present Director, Commercial Sales
Orchestrate data-driven, multi-channel outbound sales campaigns to amplify engagement and maximize outcomes. Partner with Human Capital Management (HCM) and financial wellness providers to deliver seamless, integrated solutions.
• Oversaw organizations with revenue ranging from $75M to $250M, managing fund disbursements and Pay Any Day solutions.
• Spearheaded the introduction of Earned Wage Access (EWA) solutions for mid and large-market clients, boosting adoption rates and driving revenue expansion.
• Enhanced client ROI by merging disbursement and EWA offerings, showcasing tangible financial and operational advantages.
Fourth/HotSchedules Austin, TX (Remote) 2022 – 2024 Enterprise Account Executive Fuego, Earned Wage Access (FinTech) Oversaw a high-value portfolio of top 50 accounts, ranging from 15,000 to 50,000 employees, driving consistent revenue expansion. Cultivated relationships with C-level executives to champion tailored FinTech solutions aligned with client objectives. Directed RFP and SOW processes, ensuring proposals met client priorities and organizational targets. Applied advanced social selling techniques to uncover and capture high-impact business opportunities.
• Adeptly facilitated sales training and created EWA-focused content for a team of 80 full-time employees, elevating product knowledge and overall performance.
• Steered enterprise accounts with 10,000+ employees, exceeding $2M in annual quota achievement. Expert Choice, Inc. Arlington, VA (Remote) 2021 – 2022 Senior Account Executive
Directed proposal development, negotiated MSAs, and managed seamless implementation processes. Identified and pursued RFP and SOW opportunities, ensuring alignment with client-specific requirements and goals. Implemented robust outbound lead generation initiatives, incorporating cold outreach, networking, and engagement in user groups.
• Supervised strategic accounts, surpassing quota targets by achieving 125% of a $1M annual goal.
• Strengthened and grew account relationships, driving contract renewals and contributing to consistent revenue increases. DailyPay NYC 2020 – 2021
Enterprise Sales Executive (FinTech)
Headed complete sales cycles, managing prospect engagement, contract negotiations, and pricing strategy formulation. Utilized a diversified prospecting strategy, integrating social selling, cold outreach, and targeted email campaigns to secure new business. Fostered and cultivated high-impact referral partnerships with Human Capital Management (HCM) organizations, driving market expansion.
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• Exceeded first-year quota in the up-market segment, while acquiring 100% of a $2M quota by managing enterprise accounts with 10,000+ employees.
• Augmented team effectiveness by mentoring and training new account executives, ensuring seamless onboarding and skill development.
Balance Point /isolvedHCM Greater NYC 2017 – 2019 Human Capital Management Consultant, Mid-Market (Reseller iSolved) Led proposal creation, negotiated MSAs, and coordinated seamless implementations through collaboration with cross- functional teams. Established and strengthened referral partnerships with Property & Casualty (P&C) and Health brokers to expand market reach and boost revenue.
• Secured new logo sales by utilizing an array of prospecting methods, including social selling, joint marketing efforts, cold outreach, and trade show engagement.
• Guided and developed a team of 8, employing comprehensive hire-to-retire solution selling to create customized client solutions.
• Recognized as a two-time Presidents Club honoree, surpassing targets with 115% quota achievement each year. ADP Pittsburgh, PA 2014 – 2016
District Sales Manager, Global Enterprise Sales
Crafted and executed focused growth strategies, achieving deep penetration in key accounts and broadening market share. Applied a hunter-focused approach to secure new logos while managing existing accounts and uncovering upsell opportunities to drive revenue. Orchestrated cross-functional collaboration to ensure smooth service delivery and elevate client satisfaction to exceptional levels.
• Surpassed sales targets with 117% achievement of a $1.5M quota and 120% of a $2M quota, earning recognition in the Big Island Presidents Club and Bid Adventures Club. Expert Choice, Inc. Arlington, VA 2010 – 2014
Vice President North American Sale 2012 – 2014
Spearheaded daily operations across commercial and government sales channels, ensuring alignment with corporate objectives. Shaped organizational strategy and governance as an integral member of the Board of Directors, driving impactful decisions.
• Cultivated a high-performing team of 12 full-time employees and 14 value-added resellers, enhancing collaboration and productivity.
Strategic Account Executive (Large Enterprise)/Eastern USA 2009 – 2012 Oversaw top strategic accounts, orchestrating end-to-end delivery and ensuring outstanding client satisfaction. Guided executive teams through decision-making and analytical consultations, aligning solutions with organizational goals to achieve impactful results.
• Fostered enduring partnerships with high-profile clients such as Boeing, NASA, Hewlett Packard, and Chevron by cultivating trust and delivering value.
Additional Experience
Sales Manager/Commercial Sales, Mid-Market Expert Choice, Inc. – Arlington, VA 2007-2009 Education
Pitt Varsity Soccer; Phi Gamma Delta Pre-Law/Admin Justice University of Pittsburgh, Pittsburgh, PA Certifications & Awards
Sales Certifications: Challenger MEDDPICC/MEDDIC Sandler Sales SPIN Sales Awards: 2024, Fourth Sales Excellence Award, 2023, Fourth High Achiever’s Club, 2017/2018, Balance Point/iSolved President's Club, 2016, ADP Big Island President's Club 115% of Quota and 2017 ADP Big Adventurer's Club, Expert Choice, 12 Consecutive Quarters Above 250K.
Technical Proficiencies
SalesForce/HubSpot/Zoom/SalesLoft/Oracle/SalesIntel/Seismic/Groove/AI
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