Brett Johnson
Oakland,California
Summary
Ex NFL player turned performance-oriented sales leader with a background in high-performance sales leadership. Adept at revenue management, client acquisition, and strategic planning. Proven track record of success navigating and influencing GTM strategies while adapting to evolving market conditions, contributing to the establishment of a successful new enterprise segment, surpassing pipeline targets, leading top-performing teams, achieving consistent quota successes and fostering a culture of winning and identifying market trends, driving strategic partnerships and acquisitions, and more.
Overview
9
9
years of professional experience
Work History
Enterprise Director of Sales
SeekOut
11.2022 - Current
- Managed team of 7 sales representatives, providing guidance, coaching and support selling multiple products.
- Established pricing strategies on existing products as well as new and developing product offerings.
- Leveraged personal and professional network to achieve sales goals and service targets while cultivating and securing new customer relationships.
- Established ambitious sales targets, managed deployment strategies, and developed go-to-market plans to capitalize on net new and expansion opportunities.
- Increase enterprise revenues minimum of 70% quarter over quarter for 4 consecutive quarters.
Sales Director, Commercial Enterprise
SmartRecruiters
11.2021 - 08.2022
- Brought in as 1 of 3 Enterprise Directors to work with SmartRecruiters executives to found and build out new segment for company.
- Worked with Revenue Ops, Marketing and C-Suite to develop and iterate on GTM plan for brand new enterprise segment
- Sourced, recruited and hired team of 6 experienced enterprise sales reps to cover West territory
- Tasked to generate $10M in pipeline opportunities in 2022 on target of $3M; $5.25M generated in first 7 months, 3 of which were ramp months for team. Projected more than $4M in sales by Jan 2023
- Pursued sales deals by qualifying clients, building individualized proposals, negotiating and preparing final contracts
- Worked closely with reps throughout sales process to penetrate accounts, guide negotiations and provide executive presences to on site and virtual meetings
- Cultivated strong relationships with key prospects and professionals to support future business growth objectives.
- Managed key relationships with newly forged ADP partnership
Director of Sales
TriNet
08.2020 - 11.2021
- Director of Sales for Bay Area managing team of 9 field/outside B2B sales reps.
- Led team to 102% of quota in Q3 and 115% in Q4 of 2020; 1 of only 4 team nationally to experience YoY growth in those quarters
- Led 3 reps to achieve Presidents Club; 2 of which above 150% of quota and the other 6 to >70% of quota
- Built culture of winning while managing team to #2 in Region in ACV for 2020 and currently #2 in 2021
- Led team to 96% of quota in Q1 2021, 120% in Q2 while currently tracking at 94% for Q3
- Led training in Selling Through Curiosity for other Directors as the only Director having had the training previously
- Led 3 reps to promotion to Sr. Consultants in first 8 months through coaching to higher conversion rates and exceeding quota
Director of Sales
EAT Club
01.2018 - 08.2020
- Responsible for revenue, KPI tracking, coaching and strategy for team of about 33 team members; 8 direct reports inclusive of 6 Mid Market Account Executives, LA Director whom oversaw 10 SDRs and 5 SMB Account Executives and one middle manager on SDR side whom has 10 SDRs.
- Lead 3 consecutive record breaking quarters in 2019 each over $3.5M in new business revenue; Highest quarter $4.2M
- Grew our Bay Area new business by 20% overall
- Worked with CRO to carve out a new enterprise function that resulted in landing a multi-million dollar deal with Facebook
- Played a key role in internal conversations that lead to our acquisitions of FarmHill and Taro
- Overhauled our sales tech stack to bring on sales enablement tools to help drive significant revenue.
- Negotiated and signed contracts with SalesForce, SalesLoft, Gong
- Strategized with Business Intelligence team to redefine our ICP to increase sales efficacy and deploy ABM strategies
- Created new comp plan to better align reps monthly quotas with company growth goals
Manager - Strategic Partnerships
CaptainU (A Stack Sports Company)
11.2014 - 12.2017
- Managed a team of 8 sales reps and 2 account managers through acquisition while maintaining revenue goals and consistently achieving 100% of quata every year ($1M per rep)
- Led strategic planning of partner engagement programs after analysis and research of organizations like Amateur Athletic Union (AAU) United States Specialty Sports Association (USSSA) and more
- Monitored trends to identify untapped market gaps where partnerships would prove crucial.
- Managed and directed outreach programs to promote relationship development and community engagement with youth leagues across country.
- Executed updated marketing plans to increase branding exposure, customer traffic and profile creation.
Education
Bachelor of Science - Interdisciplinary Studies
University of California, Berkeley
Berkeley, CA12.2009
Skills
- Sales Leadership and Training
- Consultative Selling Techniques
- Performance Evaluations
- Sales Statistics Analysis
- Relationship Building
- Problem-Solving
- Sales Projections
- Territory Management
- Budgeting and Expenditures
- Channel Development
Timeline
Enterprise Director of Sales
SeekOut
11.2022 - Current
Sales Director, Commercial Enterprise
SmartRecruiters
11.2021 - 08.2022
Director of Sales
TriNet
08.2020 - 11.2021
Director of Sales
EAT Club
01.2018 - 08.2020
Manager - Strategic Partnerships
CaptainU (A Stack Sports Company)
11.2014 - 12.2017
Bachelor of Science - Interdisciplinary Studies
University of California, Berkeley
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