Sara Bartolini
Boston
Summary
Enterprise sales leader with 10+ years of experience building and leading multi-layered sales organizations, driving consistent ARR growth, and exceeding multimillion-dollar revenue targets across global markets. Proven success managing second-line leadership teams, scaling regional sales functions, and executing corporate strategy through high-performing field organizations. Expert in complex enterprise sales, C-level engagement, and long-cycle deal execution. Strong track record in forecasting accuracy, territory planning, and building repeatable go-to-market motions that improve pipeline health and revenue predictability. Known for developing top talent, fostering high-performance cultures, and aligning cross-functional teams across Marketing, Channel, Product, and Customer Success.
Overview
15
15
years of professional experience
6
6
Certifications
Work History
Director of New Business
Fastmarkets
10.2021 - 09.2025
- Built and led a global enterprise new-business organization with full ownership of regional revenue performance, forecasting, and strategic execution across North America and EMEA.
- Achieved consistent overperformance against annual targets (FY22: 124%, FY23: 103%, FY24: 97%) while scaling distributed, multi-region sales organization.
- Increased new-logo ARR by 30% by implementing structured sales execution, coaching frameworks, and performance management systems.
- Directed a multi-layered team of managers and frontline sellers to drive new logo acquisition and enterprise growth.
- Built and scaled a team of 8 BDRs, 23 AEs, and 4 frontline managers, establishing a strong second-line leadership structure.
- Developed repeatable enterprise GTM motions that enhanced pipeline conversion and sales efficiency.
- Partnered cross-functionally with Marketing, Product, Customer Success, and Sales Operations to optimize demand generation, pipeline coverage, and customer expansion.
- Acted as executive sponsor on high-value, multi-million-dollar enterprise deals, supporting negotiation strategy and closing execution.
Head of Sales, Buyers Segment
Fastmarkets RISI
Bedford
10.2014 - 10.2021
- Scaled ARR from $1.5M to $14M in six years by designing and executing a targeted enterprise growth strategy.
- Drove expansion and retention strategies across key strategic accounts, achieving sustainable revenue growth.
- Owned strategy and execution for the enterprise Buyer segment, leading a team of Key Account Managers focused on global strategic accounts and long-term revenue growth.
- Built and led a team from 2 to 10 enterprise sellers, developing a high-performance, coaching-driven culture.
- Consistently exceeded annual targets across multiple years (109%–115% performance range).
- Strengthened enterprise pipeline quality through advanced account planning, segmentation, and ABM-driven initiatives, resulting in improved lead conversion.
- Managed relationships with major global organizations including Apple, Amazon, Google, Microsoft, Tesla, IBM, Dell, PepsiCo, Coca-Cola, and Mondelez, enhancing engagement and collaboration.
- Led complex, multi-stakeholder enterprise sales cycles requiring executive alignment and change management.
- Partnered with marketing and product teams to refine value propositions and improve enterprise positioning.
Head of Inside Sales
Fastmarkets RISI
Bedford
10.2010 - 10.2014
- Increased inside sales revenue by 70% through improved sales processes and team leadership.
- Achieved 30% increase in upsell revenue through enhanced multi-touch client engagement strategies.
- Built and led a team of 9, enhancing performance in upsell, retention, and customer engagement.
- Improved sales efficiency by 40% through CRM optimization and process redesign.
- Built and scaled inside sales organization, establishing processes and systems that contributed to long-term revenue growth.
Education
B.S. - International Business
Southern New Hampshire University
Skills
- Strategic & Enterprise Account Sales
- New business development
- Regional Sales Leadership
- Complex Deal Strategy
- Quota Setting
- Pipeline Management
- Revenue Predictability
- Sales performance optimization
- Sales Process Optimization
- Sales Methodologies
- CRM
- Enterprise SaaS
- Data Solutions
- Intelligence Solutions
- Cross-Functional Leadership
- Second-Line Leadership
- Annual Planning
- Sales forecasting
- Performance optimization
- Executive Stakeholder Engagement
Certification
Salesforce Certified Administrator
Timeline
Director of New Business
Fastmarkets
10.2021 - 09.2025
Head of Sales, Buyers Segment
Fastmarkets RISI
10.2014 - 10.2021
Head of Inside Sales
Fastmarkets RISI
10.2010 - 10.2014
B.S. - International Business
Southern New Hampshire University