Chip Johnston

Key Responsibilities:

As the Strategic Sales Manager driving Account-Based Marketing (ABM) initiatives, I created and implemented high-impact sales strategies targeting key accounts and partner relationships to optimize customer acquisition and increase revenue through personalized, data-driven sales approaches.

• Account Segmentation & Targeting: Collaborated with sales enablement leadership to identify high-value target accounts and create detailed segmentation strategies based on business potential, industry trends, and buyer personas.
• Personalized Sales Outreach: Developed sales strategies with each Strategic AE and their assigned BDR, including customized messaging, product offerings, and value propositions to address the unique pain points and needs of individual accounts and stakeholders.
• Cross-Functional Collaboration: Partnered with Marketing, Customer Success, Product, Partner and BDR teams to ensure alignment on messaging, content, and campaigns; fostered an integrated approach to ABM for improved account engagement and lead conversion.
• Pipeline Development: Drove ABM-focused strategy for lead generation efforts, resulting in $4,004,628 in stage 2 pipeline as of December 5th, 2024.
• Revenue Growth: Consistently exceeded quarterly sales targets by executing effective ABM strategies that drove pipeline and revenue growth within assigned accounts.

Key Achievements:

• Created over $4,000,000 in stage 2 pipeline in 2024.
• Secured $3,086,000 in new ARR through Decemer 5, 2024
• 110% of quota through Q3 2024, and on track to exceed annual quota for 2024.
• I am personally responsible for influencing over $10 million of the $30 million in total Virtuous ARR during my 8.5 years here.

As Enterprise Sales Manager, I led strategic sales efforts targeting large-scale non-profit organizations, and managed a team of six sales professionals to drive net-new revenue growth. My team was responsible for identifying new business opportunities, building relationships with C-level executives, and negotiating complex contracts.

Managed complex sales cycles, developed strategic sales plans, and collaborated with cross-functional teams to deliver customized client solutions to enterprise-level nonprofit organizations.