Ashley Stotts
Bowling Green,KY
Summary
Self-motivated, high-energy & accomplished Enterprise Account Executive with 10+ years in direct B2B software sales, a strong technical aptitude and passion for transformative AI-driven sales intelligence solutions looking to make an impact at a fast-growing organization at the forefront of AI development that delivers actionable insights that empower companies to modernize their go-to-market strategies and optimize revenue.
Proven success selling enterprise solutions into net new logos through a highly consultative, value-based sales process and providing impeccable customer experiences from initial contact to closing the sale and beyond. Demonstrated experience developing new business relationships across multiple levels of enterprise organizations with a true “hunter” mentality and ability to close opportunities and shorten sales cycles. Possesses strong listening, organization, communication, and persuasion skills, strong leadership abilities, and a collaborative, team-oriented approach to solution selling.
Strong ability to uncover key business challenges & align solutions to strategic objectives, with a consistent history of exceeding $1M+ sales targets by employing a creative approach to prospecting, opportunity identification, & opportunity development, coupled with continuous development of sales competencies, and application of Challenger & MEDDICC Sales methodologies.
Overview
19
19
years of professional experience
Work History
Enterprise Account Manager
Avetta
07.2023 - 11.2024
- Increased revenue growth 25% within account portfolio by identifying new opportunities within enterprise accounts and strategic partnerships across the organization.
- Improved overall client health across my portfolio by increasing engagement, improving communication across cross-functional departments, and enhancing strategic planning process and alignment with the Client Success Manager on each account
- Collaborated with customers to understand their supply chain risk management priorities & challenges to capitalize on upselling and cross-selling opportunities.
- Enhanced client relationships by actively engaging with key stakeholders, proactively addressing their concerns, and identifying areas for process improvement and growth
Senior Account Executive
TransImpact
08.2021 - 04.2023
- First sales hire for TransImpact's newly acquired Business Intelligence division, a Microsoft Gold Partner (Cloud Platform / Data Analytics) & Preferred PowerBI partner. Sold Business Impact Analytics platform built on Microsoft PowerBI, Azure Data Factory, and Data Lake.
- Top Senior Account Executive (SaaS) in 2022 - closed 3 new deals during ramp-up period, while identifying 8 cross-selling opportunities for other areas of the business (Supply Chain Optimization & Parcel/Logistics Spend Management)
- Partnered with C-Suite and VP-level decision makers to integrate their disparate data sources (ERP, WMS, TMS, HRIS) onto one centralized, automated reporting platform to accelerate data-driven decision making.
- Grew pipeline through combination of business development activities, including prospecting, networking, identifying new leads using LinkedIn Sales Navigator & ZoomInfo, and trade show attendance.
- Conducted sales presentations and product demonstrations online and in-person.
- Provided support to Director of Technology Sales to develop sales enablement resources, on-boarding and training for 4 new Account Executives in 2022.
- Collaborated with Marketing to improve collateral & website, developed sales enablement tools, and created campaigns/email templates for BDR team.
- Supported new clients through initial launch phase and implementation to maximize revenue, client success, and retention.
Business Development Manager
SmartLogic
08.2020 - 08.2021
- Hired as Business Development Manager / key sales hire at agile software and mobile app development consultancy in early start-up growth phase.
- Closed $1.2m of net new business within first 10 months at company (120% of quota)
- Increased social media engagement by 40% and successfully planned & executed the company's first ever virtual conference.
- Collaborated with President, Chief of Staff, & Content & Digital Marketing Manager to develop new strategies to expand into new markets to sell our custom web & mobile application development consulting services.
- Developed outbound strategy to target 50+ new accounts per week through combination of cold calling, LinkedIn networking, and emails.
- Streamlined operational efficiencies by evaluating & adopting new sales tools (Lead411, Crunchbase, LinkedIn Sales Navigator) and implementing improvements to sales processes and procedures.
Business Development Manager
Hyland
04.2018 - 11.2019
- Promoted to manage Partner Recruitment on Hyland's Channel team, focused on identifying, developing, and managing new Value-Added Reseller (VAR) partners.
- Achieved 110% of quota & full MBO bonus
- Expanded pipeline of quality partners by 120% through call & email campaigns, leveraging social media, & identifying / attending new industry events to increase awareness
- Increased overall partner quality, while reducing attrition rate by developing partner scorecard, improving partner recruitment resources, & creating strategic business plan to leverage throughout partner recruitment process.
- Established relationships with key decision-makers within customer's organization to promote growth and retention
Strategic Account Manager
Hyland
03.2015 - 04.2018
- Managed portfolio of 50 strategic accounts to strengthen client relationships and encourage business growth / retention through targeted sales initiatives.
- Sold suite of ECM (Enterprise Content Management), BPM (Business Process Automation), intelligent capture, workflow, & low / no-code rapid application development solutions to mid-market & enterprise companies across diverse industries including retail, manufacturing, distribution, & government contracting. Primary use cases included CLM (Contract Lifecycle management), AP Automation / Invoice Processing, Vendor Management, HR Employee Onboarding & File Management.
- Increased account penetration & overall spend by 50% while preserving maintenance revenue for assigned account portfolio.
- Achieved President's Club in 2016 by meeting 146% of software quota & 174% of services quota, with consistent quota attainment throughout tenure.
- Successfully transitioned at-risk Fortune 100 account from on-premise to SaaS model, resulting in over $150K new ARR & $400K in professional services revenue
- Collaborated with pre-sales engineers, professional services, & other cross-functional teams to gain insight into customer challenges and effectively up-sell software & services into named accounts
Director of Oracle Business Development
Readsoft, Inc (acquired By Lexmark / Kofax)
06.2011 - 03.2015
- Identified & developed new opportunities for ReadSoft's Oracle Business Process Automation solutions through a combination of cold calling, email campaigns, LinkedIn networking, and trade show attendance.
- Consistently delivered revenue growth year over year: Increased sales revenue by 280% from 2011 to 2012, 55% from 2012 to 2013 & 40% from 2013-2014
- Top Sales Performer: Q3 2012, Q4 2013, & FY 2013
- Increased sales forecast accuracy while increasing pipeline by 50% within first 12 months at ReadSoft
- Increased utilization of social media, focusing on LinkedIn Sales Navigator.
Sales Manager
Blackboard, Inc.
09.2010 - 06.2011
- Managed entire sales cycle for SaaS solutions from prospecting to closing within 16-state territory in both K-12 & Higher Education markets; utilized Salesforce to manage all prospecting activities & opportunities
- Achieved strong closing ratio of 50% & acquired 7 new accounts during 90 day ramp-up period
- Executed high volume of cold calls & prospecting activities to develop extensive pipeline of opportunities to exceed sales targets
Account Manager
Xerox Audiovisual Solutions
02.2009 - 08.2010
- Developed & managed new territory within K-12 education vertical market, selling comprehensive audiovisual technology integration solutions from a variety of manufacturers including Cisco, SMART Technologies, Samsung, & NEC
- Achieved sales quota of $1.5M while maintaining highest gross-profit margins on the team
- Evaluated customer needs, developed & recommended solutions using consultative sales approach, & provided customers with excellent post-sale follow-up, including in-service training, coordinating service visits/troubleshooting, & driving technology upgrades/refreshes
Sales Manager
Fonville Morisey & Barefoot
06.2008 - 02.2009
- Managed multiple single-family home communities for local sales & marketing organization representing over 20 homebuilders
- Maintained 20% conversion ratio by employing consultative sales approach to determine buying motives & align products to customer needs
- Received “Gold Council Award” for exceeding sales goals
Sales Representative
Centex Homes
06.2005 - 05.2008
- Launched single-family subdivision in brand-new market, sold & closed 67 homes in less than 18 months, generating over $12M in revenue
- Consistently achieved 180% of quota through aggressive prospecting, targeted sales presentations, & creative marketing plans
- Achieved average customer satisfaction ratings of 9.8 (out of 10)
Education
Bachelor of Science - Business Administration
The University of North Carolina - Chapel Hill
Chapel Hill, NC 06.2005
Skills
- New Client Acquisition
- Prospecting/Business Development
- SaaS sales
- Customer Presentations
- Conducting Software Demonstrations
- Needs assessment
- Excellent Time Management & Organization
- Consultative selling
- Account management
- Territory Management
- Contract Negotiation
- Strong written and verbal communication
- Networking skills
- Client Development
- Key account management
Additional Information
- MEDDICC Sales Methodology (2023)
- ZoomInfo Sales Certification (2022)
- HubSpot Sales Software Certification (2021)
- Completed Challenger Sales Training (2015)
- Completed Sandler Sales Training (2008)
- Software/Application Knowledge: Microsoft Office Suite: (Excel, Outlook, PowerPoint, Publisher, Word, Teams, PowerBI), Salesforce, Marketo, Adobe Acrobat, Constant Contact & iContact (Email Marketing), Adobe Photoshop, WebEx, LinkedIn Sales Navigator, data.com, Zoom, ZoomInfo. PipelineDeals, Lead411, Crunchbase, Leadfeeder, Google Workspace, Mailchimp.
Timeline
Enterprise Account Manager
Avetta
07.2023 - 11.2024
Senior Account Executive
TransImpact
08.2021 - 04.2023
Business Development Manager
SmartLogic
08.2020 - 08.2021
Business Development Manager
Hyland
04.2018 - 11.2019
Strategic Account Manager
Hyland
03.2015 - 04.2018
Director of Oracle Business Development
Readsoft, Inc (acquired By Lexmark / Kofax)
06.2011 - 03.2015
Sales Manager
Blackboard, Inc.
09.2010 - 06.2011
Account Manager
Xerox Audiovisual Solutions
02.2009 - 08.2010
Sales Manager
Fonville Morisey & Barefoot
06.2008 - 02.2009
Sales Representative
Centex Homes
06.2005 - 05.2008
Bachelor of Science - Business Administration
The University of North Carolina - Chapel Hill
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