Enterprise Account Executive
Brightline Analytics · Austin, TX
Jan, 2022 · Present
Own a $4.8M ARR book across 22 named enterprise accounts in Southwest and Central US; sell usage-based analytics platform to VP Analytics, CFO, and RevOps stakeholders.
Closed $2.6M new ACV in FY2025 (128% of quota) including a $910k 3-year deal with a regional health system after a 7-month multi-thread cycle.
Expanded 9 logos via expansion motions (new business units + seat growth), adding $740k net expansion ARR; net revenue retention on book 118%.
Built a mutual close plan template adopted by the AE team; shortened average enterprise sales cycle from 6.4 to 5.1 months.
Partnered with Solutions Engineering on POC scoping that raised POC-to-close rate from 41% to 63% for deals >$150k.
Forecast accuracy within ±6% for 5 consecutive quarters; coached two mid-market AEs on MEDDICC hygiene during ramp.
Account Executive, Mid-Market
Cobalt Cloud Security · Austin, TX
Mar, 2019 · Dec, 2021
Sold cloud security posture tooling to Series B–D SaaS companies; average deal size $85k ACV.
Hit 112%, 104%, and 121% of quota across three full years; President's Club 2021.
Ran discovery-to-close motions with CISOs and platform engineering leads; reduced stalled deals by tightening exit criteria after demos.
Sourced 38% of pipeline from outbound sequences + customer intros; collaborated with SDR pod on persona messaging for security buyers.
Negotiated MSA/DPA redlines with legal; improved cycle time on security reviews by packaging SOC2 + architecture one-pagers early.
Business Development Representative
Horizon CRM · Remote / Austin, TX
Jun, 2017 · Feb, 2019
Generated qualified pipeline for mid-market AEs; consistently ranked top 3 of 14 BDRs on SQL volume.
Booked 40+ discovery meetings/month at peak via cold call, LinkedIn, and trigger-event outbound.
Transitioned to AE track after building a repeatable vertical play for logistics tech buyers.