Sawyer Horan
Boston
Summary
Results-driven salesperson with a strong track record of exceeding revenue goals. Expertise in fostering customer relationships and collaborating cross-functionally to drive business growth. Skilled in identifying net new opportunities, upsell opportunities and maintaining high customer satisfaction across key accounts.
Overview
7
7
years of professional experience
Work History
AI & SaaS Security Specialist
Grip Security
Boston
11.2025 - 04.2026
- Generated qualified opportunities by booking 8–12 discovery meetings per month with engineering, security, and IT decision-makers; maintained a 20–25% conversion rate from meeting to SQL.
- Achieved 150% quarterly meeting and pipeline creation targets; contributed to 35% year-over-year increase in qualified pipeline.
- Conducted discovery calls to surface business pain points related to cloud asset management and misconfigurations, positioning Grip Security solutions and tailoring value propositions.
- Built and executed targeted outbound cadences (ICP segmentation, personalized messaging, and account research) that increased response rates by 35%.
- Collaborated with marketing and product teams to refine messaging and develop enablement materials, executing targeted campaigns for priority verticals (SaaS, fintech, enterprise).
- Managed lead routing and follow-up using Salesforce, ensuring accurate activity records and lead scoring for timely handoff to RSMs.
- Leveraged outreach tools such as Salesforce, Nooks, LinkedIn Sales Navigator, Chorus, and Zoom to optimize cadences and accelerate sales cycles.
- Participated in onboarding and continuous training on product, security landscape, and competitive positioning to improve demo handoffs and win rates.
- Prospected and qualified inbound and outbound leads for cloud security platform, conducting 200-250 outreach touches/day across email, phone, and LinkedIn to build pipeline.
Manager
Caffè dello Sport
Boston
03.2025 - 10.2025
- Managed budgeting, payroll, and financial reporting for ownership group, ensuring profitability and minimizing waste.
- Managed a team of servers, bartenders, and kitchen staff; handled scheduling, performance reviews, and training for new hires.
- Oversaw daily operations of a high-traffic Italian café and bar, ensuring exceptional customer service and a consistent guest experience.
- Executed promotional events and game-day specials, driving increased foot traffic during key sporting events.
- Designed and implemented upselling strategies for servers and bartenders, boosting average ticket size by promoting premium drinks and seasonal specials.
- Maintained inventory levels and conducted vendor negotiations to ensure timely supply of food, beverages, and bar stock.
- Ensured compliance with Boston health codes, alcohol regulations, and safety standards.
- Cultivated relationships with regular patrons and local organizations, enhancing repeat business and group reservations, supporting consistent weekly revenue growth.
- Fostered a welcoming, community-oriented atmosphere aligned with the café's Italian heritage and local sports culture.
Account Manager
Mimecast
Boston
09.2023 - 02.2025
- Achieved 115% YTD attainment for FY24, surpassing revenue goals and consistently driving business growth across key accounts.
- Drove upsell revenue targets by identifying and seizing incremental revenue opportunities, enhancing overall account growth.
- Worked closely with Customer Success Manager counterpart to increase customer retention by holding quarterly meetings with high ARR clients, focusing on the Top 50 accounts to ensure their needs were met and identify opportunities for continued engagement.
- Conducted quarterly on-site visits to customers in Washington D.C., Virginia, and Maryland for account reviews, relationship building, and ensuring customer satisfaction and retention.
- Collaborated with both national partners (such as CDW, SHI, and Insight) and regional partners (including Guidepoint) to develop and execute tailored account plans, driving growth, expanding market reach, and ensuring alignment with company goals.
- Led the SMB segment in Email Archiving and DMARC product sales, establishing strong product adoption and positioning the company as a leader in these technologies.
- Collaborated with Sales Engineering counterpart to effectively showcase the Mimecast product suite, ensuring technical alignment with customer requirements and delivering tailored presentations to decision-makers early in the sales cycle to understand their needs.
Senior Business Development Representative
Mimecast
Boston
11.2021 - 09.2023
- Led the Commercial segment in Sales Accepted Leads (SALs) for FY22, generating $850,000 in pipeline revenue for the Sales team.
- Consistently achieved or exceeded monthly meeting targets, contributing to team performance and overall success.
- Partnered with Sales Representatives to build and maintain a robust sales pipeline, directly contributing to growth and revenue generation.
- Utilized advanced tools and technologies to prospect and generate high-quality leads through cold calling, initiating conversations on Mimecast solution suite and creating business opportunities.
- Deepened expertise in cybersecurity solutions and effectively communicated the company's value proposition to clients and prospects.
- Led team, mentoring new hires to refine sales strategies and improve performance.
- Collaborated closely with the Marketing team on a monthly basis to ensure the Business Development team had up-to-date collateral, templates, and resources for Salesloft cadences, optimizing outreach efforts.
Wealth Management Intern
UBS Financial Services
05.2019 - 09.2019
- Collaborated directly with the Senior Vice President in the Wealth Management division, supporting strategic initiatives and client management.
- Executed in-depth portfolio analysis and delivered actionable financial recommendations that enhanced client outcomes.
- Acquired extensive knowledge in personal wealth management, investment consulting, tax strategies, debt management, estate planning, and asset protection to support client needs.
- Supported development and execution of marketing strategies, leveraging analytics to improve outreach and engagement effectiveness.
Education
B.S. - Finance, Economics
Bryant University
05-2020
Skills
- Understands trends/challenges/objectives in Cyber Security space
- Success prospecting key accounts in TAM of 250 Accounts via cold calling, targeted campaigns, and performing customer on-sites
- Competent in various sales platforms; Salesforce CRM, Gong, Sales Navigator, Tableau, Seismic, NooksAI, ClaudeAI, OpenAI, and ZoomInfo
- Works well cross functionally with various departments; Finance, Legal, Licensing, and Channel
- Delivers exceptional customer service through responsiveness, communication, and organizational skills
- I enjoy resolving problems rather than creating them
Websites
Extracurricular Activities
- Annual Falmouth Road Race Participant
- Newport Marathon 2026 Participant
- CorePower Yoga Instructor
- Boston Men's League Hockey
Certifications Awards
- BDR MVP of the Quarter (Q3), Mimecast, 2022
- Account Manager of the Quarter SMB (Q3), 12/01/24
- DMARC Analyzer Product Sales Leader, SMB (Q4), 02/01/24
Timeline
AI & SaaS Security Specialist
Grip Security
11.2025 - 04.2026
Manager
Caffè dello Sport
03.2025 - 10.2025
Account Manager
Mimecast
09.2023 - 02.2025
Senior Business Development Representative
Mimecast
11.2021 - 09.2023
Wealth Management Intern
UBS Financial Services
05.2019 - 09.2019
B.S. - Finance, Economics
Bryant University