Chief Revenue Officer
Tarheel Logic, Inc. · Raleigh, NC
Mar, 2021
Lead a 240-person revenue organization across new-logo sales, expansion, customer success, solutions engineering, revenue operations, and channel partnerships for a supply-chain analytics platform.
Grew ARR from $38M to $112M in four years; new-logo bookings rose 2.6x and average contract value grew from $64K to $148K by moving upmarket into health systems with 10+ hospitals.
Raised net revenue retention from 104% to 121% and cut gross churn from 11% to 5.8% by tying customer success compensation to adoption milestones and launching quarterly executive business reviews for the top 150 accounts.
Rebuilt the forecast process in Salesforce and Clari with weekly commit calls and stage-exit criteria; forecast accuracy has stayed within 3% of plan for 14 consecutive quarters.
Launched a reseller and referral program with three national GPOs that now sources 22% of new pipeline at a 31% lower customer acquisition cost.
Partnered with the CFO on pricing and packaging: moved from per-seat to platform plus usage tiers, lifting gross margin on new deals by 6 points.
Supported the Series D raise ($140M) and board reporting; present revenue, pipeline, and retention metrics to the board each quarter.
Senior Vice President, Global Sales
Carolina Cloudworks · Durham, NC
Jan, 2016 · Feb, 2021
Ran a 95-person sales team across North America and EMEA for a manufacturing quality-management SaaS product; grew bookings from $14M to $41M a year.
Built the enterprise segment from scratch, closing the company's first ten seven-figure deals, including a $3.2M multi-year contract with a Fortune 200 automaker.
Introduced MEDDPICC qualification and a structured deal-review cadence, raising win rates on qualified opportunities from 19% to 28%.
Opened a London office and hired the first EMEA leadership team; EMEA reached 18% of total bookings within three years.
Contributed to a successful acquisition by a strategic buyer at 9x ARR.
Regional Vice President, Sales
MedVantage Software · Charlotte, NC
Jun, 2011 · Dec, 2015
Led 6 sales managers and 42 account executives in the Southeast and Mid-Atlantic selling revenue-cycle software to hospitals and physician groups.
Grew regional revenue from $9M to $26M and finished first of five regions three years in a row.
Created a ramp program for new account executives that cut time to first deal from 7 months to 4.
Account Executive to Sales Manager
Pinnacle Data Systems · Atlanta, GA
Jul, 2006 · May, 2011
Closed $4.8M in new business as an account executive, earning President's Club three times.
Promoted to sales manager in 2009; built and coached a team of 9 that hit 112% of quota on average.