BOBBY SHAWHAN
Salt Lake City,UT
Summary
Results-driven professional with nearly a decade of experience in enterprise SaaS sales and account management, recognized for expertise in pipeline generation and closing high-value contracts. Key achievements include leading the team in Q4 2024 with an ARR of $216,953 at Intellect and managing a pipeline exceeding $5 million in recurring revenue at MasterControl, showcasing consistent quota attainment and President's Club awards over multiple years. Eager to leverage SaaS sales expertise and strategic prospecting skills in an Enterprise Sales Professional position at DataCore, contributing to the mission of reshaping growth in the life sciences market. A proven track record of driving revenue growth and fostering client relationships positions this candidate as a valuable asset to any dynamic sales team.
Overview
15
15
years of professional experience
Work History
Account Executive
Array
2025.09 - Current
- Own sales efforts within the debt relief vertical, partnering with companies in debt settlement, bankruptcy, and credit repair services to implement consumer credit monitoring and financial wellness solutions.
- Self-generated $250K+ in qualified pipeline through targeted outbound prospecting and strategic account engagement.
- Closed $40K in new ARR while ramping into a full-cycle Account Executive role.
- Manage the entire sales cycle including prospecting, discovery, product demonstrations, proposal development, and contract negotiation with executive stakeholders.
- Maintain accurate pipeline forecasting and opportunity management in Salesforce while leveraging outbound prospecting tools like LinkedIn Sales Navigator, Gong, and ZoomInfo.
Senior Account Executive
Intellect
2024.07 - 2025.05
- #1 AE in ARR for Q4 2024, closing $216,953 in new business revenue.
- Consistently generated new opportunities through relationship-driven prospecting and industry networking.
- Led complex sales cycles with technical buyers and executive stakeholders in Quality, Manufacturing, and IT leadership.
- Recruited five high-performing industry professionals from prior networks, contributing to the expansion of the company’s sales capability.
Account Executive
DocXellent
2023.10 - 2024.06
- Sole owner of sales and marketing functions for a 15-person B2B SaaS company providing document management and quality control solutions.
- Introduced and implemented the MEDDPICC sales methodology, creating structured qualification and deal management practices.
- Designed and deployed the company’s first formal sales process, including pipeline stages, opportunity management, and forecasting framework.
- Developed sales messaging and positioning for DocXellent’s web-based document management and quality control platform serving organizations from startups to Fortune 500 companies.
- Built foundational sales infrastructure and go-to-market strategy to support scalable new business development.
Account Executive
MasterControl
2022.01 - 2023.10
- Prospected and closed small to mid-market life sciences organizations within the Southwest U.S. territory.
- Partnered with SDR/BDR teams to execute account-based prospecting strategies and build qualified pipeline.
- Exceeded quota in 2022, earning Podium League recognition as a top-performing AE.
- Supported Latin American partner operations, contributing to regional deal strategy and new customer acquisition.
- Managed full sales cycle for quality management, manufacturing and regulatory compliance software used by pharmaceutical, biotech, and medical device companies.
Senior Customer Account Representative
MasterControl
2019.01 - 2023.01
- Managed $5M+ in recurring enterprise revenue across global pharmaceutical and medical device customers.
- Developed expansion strategies to achieve 20% annual growth targets through upsell, cross-sell, and enterprise license expansion.
- Consistently exceeded quota (2019–2021) and earned Podium League recognition for top sales performance in 2020 and 2021.
- Led complex account strategy for global and mid-market life sciences organizations.
- Mentored and coached junior inside sales reps on pipeline development and account management best practices.
Sales Development Representative
MasterControl
2017.06 - 2019.01
- Proactively identified and engaged potential clients for MasterControl
- Achieved annual quota, while leading the SDR team in total new Staged opportunities
- Collaborated closely with sales teams to generate high-quality leads and contribute to pipeline growth.
- Innovating Quality and Manufacturing Compliance Software. Bringing Life-Changing Products to More People Sooner.
Retail Store Manager
Spring Mobile
2011.09 - 2017.05
- Average monthly EBITDA of over $30,000
- Managed teams ranging from 2 to 8 employees, focusing on training and coaching employees to achieve their individual sales goals
- Oversaw store operations including inventory management, operational expenditures, employee hours, maintained various operational systems
- Achieved personal sales goals, focusing in the local B2B sector
Education
General Studies -
De Anza College
Computer Science
University of Utah
Salt Lake City, UTSkills
Sales & Revenue Generation
- Full-Cycle SaaS Sales
- Pipeline Generation & Outbound Prospecting
- Enterprise & Strategic Account Management
Sales Methodology & Process
- MEDDPICC Qualification
- Pipeline Forecasting & CRM Management
- Account-Based Selling (ABS)
Industry Expertise
- Life Sciences Software (Pharma / Medical Device)
- Quality & Manufacturing Platforms
Tools
- Salesforce CRM
- LinkedIn Sales Navigator
- Gong
Accomplishments
- Intellect: Top sales rep Q4 2024
- MasterControl: Quota attainment 2019 through 2022. Podium League 2020, 2021, and 2022. 3 Green Tee (Employee of the Quarter) Awards.
- Spring Mobile: Top 5 Sales Rep Rocky Mountain Region Q4 2016. Top 20 Sales Rep Rocky Region 9 months in 2016. Store quarterly financial goal every quarter from 2014 - 2017.
Languages
Spanish
Full Professional
Timeline
Account Executive
Array
2025.09 - Current
Senior Account Executive
Intellect
2024.07 - 2025.05
Account Executive
DocXellent
2023.10 - 2024.06
Account Executive
MasterControl
2022.01 - 2023.10
Senior Customer Account Representative
MasterControl
2019.01 - 2023.01
Sales Development Representative
MasterControl
2017.06 - 2019.01
Retail Store Manager
Spring Mobile
2011.09 - 2017.05
General Studies -
De Anza College
Computer Science
University of Utah