Thomas Greeno
Boston,MA
Overview
11
11
years of professional experience
Work History
Strategic Account Executive
Akeneo Inc.
03.2022 - 08.2024
- Delivered $3,622,000 in "closed won" net new revenue
- Number 2 new business Account Executive
- Customers include - 3M, Steelcase Furniture, Designer Brands (Designer Shoe Warehouse), Xerox Corporation, Chico's FAS, Phillips Pet Food & Supplies, Hayward Industries Inc.
- Spearheaded cross-functional strategy with Customer Success, Product/Engineering, ISV Partners, & Implementation Partners globally to secure new and expansion customers
Client Development Director
Dexi.io
04.2021 - 02.2022
- Generated $4.1M in pipeline from April 2021 - January 2022
- Ran full sale cycles with Fortune 500 companies (Prospecting - Close)
- Assisted marketing teams in creating sales ready messaging for customer stories, case studies, website rebuild, BDR outreach, etc.
- Created of first repository of persona-based messaging targeting leaders in Sales, Marketing, IT, eCommerce, Business Operations, Data Teams, C-Level Executives
Account Executive
Crystal
12.2020 - 04.2021
- Contributed $53,000 in Annual Recurring Revenue in Q1
- Ran full sales-cycle on Strategic Accounts from initial outreach to close.
- Conducted ~38 initial conversations/product demos per month during Q1 ramp period.
- Used Behavioral Based Selling (DISC Framework) to have more effective sales conversations.
Enterprise Account Executive
Salsify
04.2018 - 05.2020
- Delivered $781,000 total revenue as a full-quota carrying rep, resulting in new-logo acquisition of companies including: Alterra Mountain Company (Ikon Pass), Topps Inc, Top-Line Furniture, Home City Furniture, & Brahmin Handbags
- Acted as product and industry subject matter expert while leading presentations, delivering product tours, and leveraging Solution Selling and MEDDICC methodologies to cater conversations to needs of audience
- Leveraged internal sales process to educate mid-market and enterprise level organizations across multiple verticals about value of Product Experience Management and provide guidance on their digital journey
- Partnered with prospects to create compelling, executive-level business cases that help to understand ROI by reducing time to market, mitigating risk, lowering operating cost and improving top-line commerce sales
- Averaged 87 day sales cycle, at or below company average
Business Development Team Lead
Salsify, Inc.
01.2018 - 03.2018
- Assisted interviewing and hiring of potential new Business Development Representatives
- Mentored new hires and ramping Business Development Representatives by providing guidance and support as it pertains to all aspects of their job responsibilities
- Oversaw and conducted team competitions to boost overall team productivity and production
- Conducted training, workshops, and office hours for organization consisting of 22 business development representatives
Business Development Representative
Salsify, Inc.
01.2017 - 01.2018
- Developed a strong understanding of challenges, history, and potential solutions of the current and always-changing eCommerce landscape, specifically how it relates to Product Experience Management
- Successfully delivered 151 qualified sales opportunities across multiple verticals including Softlines, Hardlines, and Consumer Packaged Goods
- Generated $1,035,000 dollars in validated pipeline leading to $235,000 in closed new-business
- Aligned with corresponding Account Executives to identify, source, prospect into key accounts
- Identify sales, marketing, and eCommerce KPIs based on understanding of prospect’s specific needs and challenges within the MEDDIC framework
Corporate Account Executive
Everbridge
04.2015 - 12.2016
- Executed entirety of product sales-cycle from initial conversation to finalizing contracts
- Analyzed client needs though Discovery and articulated how company products could provide solutions to ongoing business problems
- Conducted customized online meetings with potential customers to demonstrate software capabilities based on problems defined in Discovery
- Formulated a strong understanding of SaaS-based critical communication solutions including but not limited to emergency/mass notification and IT Alerting
Business Development Representative - Government, Healthcare, and Higher Education
Everbridge
02.2014 - 04.2015
- Developed a strong understanding of SaaS-based critical communication systems and their application for government, healthcare, and higher education clients
- Delivered over 170 qualified new-business opportunities to Account Executives
- Successfully "self-developed" 65% of all new-business opportunities Collaborated with Account Executives on sales strategies to maximize pipeline
- Utilized Sandler cold calling techniques to overcome prospect objections and increase overall call-conversion rates
Education
Bachelor of Arts - Legal Studies
University of Massachusetts
Amherst, MA2013
Core Qualifications
- Software as a Service
- Strategic Net New Sales and Account Management
- Cross Collaboration with ISV and System Implementation Partners
- Product Information/Experience Management Expert
- eCommerce/Digital Transformation Consulting
- B2B, B2C, B2B2C Sales
- MEDDPPICC
- New Business Development and Acquisition
- Consultative Selling
- Behavioral Based Selling
Timeline
Strategic Account Executive
Akeneo Inc.
03.2022 - 08.2024
Client Development Director
Dexi.io
04.2021 - 02.2022
Account Executive
Crystal
12.2020 - 04.2021
Enterprise Account Executive
Salsify
04.2018 - 05.2020
Business Development Team Lead
Salsify, Inc.
01.2018 - 03.2018
Business Development Representative
Salsify, Inc.
01.2017 - 01.2018
Corporate Account Executive
Everbridge
04.2015 - 12.2016
Business Development Representative - Government, Healthcare, and Higher Education
Everbridge
02.2014 - 04.2015
Bachelor of Arts - Legal Studies
University of Massachusetts
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