I build revenue.
Sometimes that means building a sales organization. Sometimes it means taking a complex technology or service and figuring out how to sell it. Sometimes it means walking into a difficult enterprise opportunity, determining what is actually preventing a decision, and getting it moving again.
I've spent my career doing all three.
I've led enterprise sales organizations, built and coached teams, developed go-to-market strategies, and sold complex technology and professional services to some of the world's largest organizations. My career has included Salesforce, Oracle, high-growth technology companies, and now FreeForce Global.
What I've learned is that enterprise selling is rarely just a sales problem. It can be a positioning problem. A pricing problem. An offering problem. A leadership problem. A process problem. Sometimes it's simply that nobody has clearly articulated why a customer should change what they're doing today.
At FreeForce Global, I work with technology businesses on enterprise go-to-market strategy, sales execution, and the commercialization of complex offerings. More recently, that has included legacy technology modernization and the impact of AI—not simply as technology initiatives, but as changes to how companies operate, organize work, and create value for customers.
I'm at my best where the problem is complicated, the stakes are meaningful, and there isn't yet a perfectly drawn map.
Enterprise Sales & GTM Leader
Building markets.
Building teams.
Building revenue.
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EXPERIENCE
2016-2021
VP Sales / Senior Director
Salesforce
Like most of my prior positions, I joined Salesforce after a former associate of mine Namer Al-Jawari asked if I would consider coming on board. One of the topics we discussed was the company culture, an item that is rarely a focus for many when considering employment with a new org. My contact mentioned Salesforce's 1-1-1 philanthropic model, their focus on diversity, emphasis on volunteering as well as the leadership style of the CEO and Founder Marc Benioff who is famous for saying "The business of business is improving the state of the world". I was impressed by the quality of the products, the caliber of the people I was going to work with and the character of senior management.
Led a team of 10+ experts in the industries telecommunications, publishing, studio, broadcast and new media spanning multiple functional disciplines and technical capabilities. Had growth responsibility for $25M revenue stream in global telecom and media industry vertical. Responsibilities included Go-to-Market strategy, thought leadership, solution creation and blueprinting, strategic sales leadership, front-office digital transformation, value creation across all customer and employee touchpoints including demand generation, marketing, e-commerce sales and channel management.
2012-2015
VP Global Sales
Sasktel International
Received an email from John Hill, CIO of Sasktel, saying he had heard I had left Oracle and would I be interested in a VP of Global Sales role with their subsidiary, Sasktel International. John and I had met several times when I was managing the team at Oracle and the AE and I would travel to Sasktel HQ in Regina, Saskatchewan.
Having seen the transformation of the sales team at Oracle, John asked if I would consider coming on board to do the same at SI.
Endorsement: In the last three years, our organization has seen a fundamental shift in the way we approach customers, the sales process, pricing, customer contracts and our fundamental sales processes. We now have a high-performing sales team with a track record of consistently meeting sales goals and customer expectations.”
Curtis Adair, President, SaskTel International
2007-2011
Director, North American Sales
Oracle
Received a call from Steve Bamberger saying that, after the acquisition, Metasolv personnel had been asked for suggestions for someone to manage North American sales for the telecom vertical and that my name kept coming up.
Tasked with revamping the North American sales team selling
business support systems (BSS), operational support systems (OSS), and service delivery platform businesses throughout the United States and Canada.
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Replaced 80% of the sales team in the first 120 days
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Achieved 158% of quota and YOY growth of 70%.
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Elevated average deal size 26%.
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Transformed new North American sales organization into top-performing team in under a year.
2001-2005
Vice President Sales, North America
Metasolv (acquired by Oracle)
Having managed the Eastern sales region I was promoted to VP North American sales strategy and operations. Managed 70+ employees and offices in Chicago, Illinois; McLean, Virginia; and Plano, Texas. Managed an increase of efficiency by leading the design and implementation of sales tracking process software. Clients included SBC, Verizon, Qwest, Cablevision, and Comcast.
2000-2001
Director, North American Sales
Metasolv Software
Recruited, trained, and managed 25+ person field sales organization, split between business development managers and sales engineers. Established a sales methodology to improve win ratio, reduce sales cycle time, and address competitive threats.
Restructured region’s sales organization to support MetaSolv’s IPO, and averaged more than 130% performance against regional license quotas.
1998 - 2000
Strategic Account Executive
Metasolv Software
Within 6 months of hire, closed largest sale in company history. Achieved 325% of quota for 1999 and 180% of quota for 1998.
1994 - 1998
VP Sales, Mortgage Loan Management Systems
Aegon Corporation
Directed and trained 35-person staff located in both Atlanta and Chicago. Improved sales effectiveness, forecasting and win ratio by developing consistent methodology and training across organization. Clients included Principal Financial Group, MetLife, and Allstate.
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Surpassed sales expectations annually, producing as much as 140% of quota.
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Established strategic relationships with two “Big 6” firms, which enhanced company image.
EDUCATION
Professional Certifications
Completed both the Strategic Selling and Spin Selling courses.
SalesForce "Ranger" qualified
Richardson
Bachelor's Degree
Materials Logistics Management
After several years as a commercial diver I thought to myself "Software sales!" and, after my 3rd trip to the ER in 6 months on one job, decided to return to school in pursuit of a degree in business. At the time logistics was the next big thing (still is it seems) so got my degree in Logistics Management. Upon graduation, I still wasn't sure what I wanted to do, but had discovered a passion for sales. And wound up selling for a small software company out of Detroit, and a career was born.
Associate's Degree
Underwater Technology
Florida Institute of Technology
Fresh out of high school and seeking adventure I decided to pursue a career in commercial diving (ever see a movie with the guy wearing a big brass helmet, canvas suit and airhose to the surface? Yea, that) so hopped in my 1969 Impala I had spent the summer rebuilding and drove to Jensen Beach, FL where I had been accepted into their Underwater Technology program. The next 2 years I spent learning diving and dive support for surface supplied diving, mixed gas diving, underwater cutting and welding, hot suit diving, recompression chamber operations and UEMT
High School
International School of Bangkok
As the son of an American diplomat, I spent a good portion of my formative years growing up in SouthEast Asia (Taiwan, Laos, Cambodia, Thailand, Hong Kong).