Overview
Work History
Education
Core Qualifications
Timeline
Generic

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, MA
2013

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
Thomas Greeno