Fractional VP Sales – Fintech

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Summary

This fractional sales leader has a unique ability to simplify complexity and communicate with precision. He has successfully led teams and created sales processes in both small, mid-size and large enterprise software companies with a focus on Fintech. Jeff ran sales for three Fintech vendors and two reached liquidity events. With a demonstrated record of developing sales teams and Go-To-Market Strategies, Jeff has achieved high growth and turned under-performing sellers into superstars . He works closely with sellers and other internal team resources to help identify areas for improvement, and then collaborates with the necessary parties to put the proper procedures in place to drive efficiencies and ensure results in forecasted time-lines. He also makes sure there are performance indicators as benchmarks and a playbook the team can adhere to which allows for repeatable success with shortened sales journeys. Healso collaborates with sales operations to make sure the necessary data is captured via the CRM and other sales tools used to support the sales effort.

Highlights
• 20+ years of experience building sales teams and achieving targets in the B2B enterprise software industry.
• Developed a Sales Framework that enables sellers to qualify, cultivate and close deals in forecasted timelines.
• Situational deal mgmt. providing insight to sellers on which moves to make and when during a sales cycle/journey.
• Territory alignment planning.
• Pricing and Margin Analysis.
• Partner agreement Litigation.
• Helped companies reach liquidity events.
• Investor Due-Diligence Calls and Prep.

Relevant Accomplishments

• Advised the Chairman and CEO of a Software Development Company on how to grow business by implementing a sales framework, prescribing the seller titles to hire, heading the sales hiring, and defining the Go-To-Market approach for two incubated Products.
• Advised the CEO and COO of a pre-funded Start-up Cloud Governance Company on which indicators represent an ideal commercial customer, arranged a playbook for sellers to use to know which steps to take in their sales journey, prescribed an action-plan for an under-performing seller and restructured the sales approach along with new messaging to support why people would buy.
• Helped the CEO of a Digital banking software company secure 10 million in Funding from a Venture Capital Firm by acting as part of the executive team and performing a due-diligence call with the Funder.
• Advised the Chairman and CEO of a digital imaging tech company on ways to improve their sales approach by adding different stakeholders to sell to and by shortening sales cycles. The company grew market-share due to my efforts in both the United States and Brazil.
• Advised the CEO of a Fintech Company on commercializing a new cash-forecasting product by introducing global treasurers and managing the discussions so the data could be properly used to address a new market. The Company landed 250 million from a PE firm because of my effort.
• Ran North America for a UK based Fintech Software Company and turned around this under-performing region with over 3000% growth by re-litigating a partner agreement, restructuring the way sellers sold and re-defined the territory alignment, restructured the margins on the deals, coached and hired new sellers.
• Turned around a Fintech division of a PE run company which led to the PE firm prepping the company for Sale. The turnaround growth was from 7M to 40M in a two-year period.
• Ran North America for a Belgium based Fintech software company and put then on the Map in the US and Canada growing revenue from 1 million to 10 million in two years by identifying and defining a partner strategy with the largest big 4 consulting firms, hiring, and coaching sellers and pre-sales engineers.
• Prior to forming my own fractional CRO firm and prior to managing sellers at fintech software companies that reached liquidity events, I sold enterprise software for 15 years for big, medium and small enterprise software companies always achieving my target goals.

Roles

• • Fractional CRO
  • Head of Sales North America
  • VP Sales, Northeast
  • VP Sales North America
  • Senior Sales person at IBM, Oracle, Vitria and Ascential

Education/Certifications

• • Bachelor of Arts

Company / Industry Experience

• • Enterprise Software
  • Fintech/Capital Markets

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