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Summary

Mid-Market Sales Director at a Series D B2B SaaS; runs an 8-AE team; FY25 team attainment 118% ($18M closed of $15.2M quota); 6 of 8 AEs at or above quota. Hired 4 AEs in 2025 (all 4 ramped to quota in ≤ 5 months); team forecast accuracy within ±4% across last 6 quarters. MEDDPICC + Force Management rolled out across team. IC background: 6 years AE, President's Club 2019 + 2020.

Experience

Apr 2023—Present
Mid-Market Sales Director
Quill ($140M ARR Series D B2B SaaS) · Atlanta, GA

Mid-Market segment (companies $50M-$500M revenue). Runs 8-AE direct-report team across US Central + East. Partners with VP Sales + CRO weekly.

  • FY24 team attainment 118% ($18M closed / $15.2M quota); FY23 110% ($12.4M / $11.2M); FY22 106% ($9.8M / $9.2M). 6 of 8 AEs at or above quota in FY24 (top performer 142%, lowest 86%).
  • Hiring: 4 AEs hired in 2024 (3 external + 1 from internal SDR promotion); ramp-to-quota avg 4.5 months (vs 6-month plan); first-deal-closed avg month 3; AE retention 100% over 18 months (8 of 8 still on team).
  • Forecast accuracy: 6 consecutive quarters within ±4% of CRO-committed number (Clari-driven cadence + Friday deal-by-deal reviews + monthly QBR with CRO + CFO).
  • MEDDPICC adoption: 100% of team trained Q1 2023 (Force Management); 28% lift in team win rate over 18 months post-rollout; team-wide deal-quality scoring in Salesforce + monthly methodology calibration session.
  • Promoted 2 senior AEs to Strategic Account Director track in 2024; ran a 6-week leadership-readiness program with the VP Sales as exec sponsor.
  • Co-led the Q1 2024 territory rebalance with the VP Sales + RevOps; redesigned 8 patches; lifted patch-attainment variance from σ=24% to σ=14%.
Aug 2017—Mar 2023
Mid-Market AE → Senior AE
Quill · Atlanta, GA
  • 6 years as IC AE (Mid-Market segment); avg 124% attainment across 3 years as Senior AE + President's Club 2018 + 2019.
  • Promoted to Sales Director in April 2022 after IC leadership rotation.

Strategy + Executive Partnership

• Pricing + packaging input: partnered with PMM + Finance on the FY26 Mid-Market pricing tier launch (3 tiers + annual-vs-multi-year + usage-based add-on); pre-launch testing with 14 Mid-Market accounts surfaced 2 packaging refinements. • Executive partnership: quarterly board pre-read on Mid-Market segment + bi-weekly 1:1 with CRO + monthly cross-functional QBR with VP Marketing + VP CS + VP Product on go-to-market alignment. • PIP / performance management: ran 1 PIP in 2025 (Q1) — AE was retained after Q2 (now at 124% attainment); maintained team morale + post-PIP attrition zero over 12 months. • Coached the team's deal-craft via weekly 1:1 + biweekly call-coaching (Gong-driven; reviewed 38 calls in 2025); coached one AE through the largest deal in team history ($480k ACV close Q3 2025).

Tools + Stack

CRM + Forecasting
Salesforce (Sales Cloud + CPQ + reporting)Clari (forecasting + Friday cadence)Tableau (executive dashboards)
Coaching + Methodology
Gong (call coaching + 38 calls reviewed 2025)MEDDPICC adoption + ongoing calibrationForce Management Command of the MessageOutreach (team enablement + sequence library)
GTM + Strategy
Territory planning + balancePricing + packaging inputICP refinement + segment strategyBoard pre-read + executive presentation

Education

Aug 2013—May 2017
BS in Business Administration + Computer Science minor
Georgia Tech Scheller College of Business
  • Beta Gamma Sigma. Scheller Sales Leadership Club President.

Executive

Senior leader hero with key wins above the fold