CHRIS MURPHY
Sarasota
Summary
Results-driven revenue executive specializing in scaling SaaS and cybersecurity companies through strategic go-to-market initiatives and pipeline optimization. Achievements include improved conversion rates and enhanced customer retention. Expertise in developing sustainable revenue models across direct sales, channel partnerships, and customer expansion.
Overview
11
11
years of professional experience
Work History
Senior Vice President, Global Sales & Customer Success
Cybrary
01.2023 - Current
- Achieved record quarterly bookings while stabilizing retention and expanding revenue in existing customer base.
- Improved Net Revenue Retention (NRR) from below 80% to sustained 100%+, reversing churn trends through improved renewal execution, customer value alignment, and expansion strategy.
- Transformed pipeline performance by increasing sales conversion rates from ~9% to consistently 35%+ quarter over quarter, driven by tighter ICP definition, rigorous qualification, and operational sales discipline.
- Built and scaled integrated sales, SDR, and customer success operating model emphasizing predictability, accountability, and measurable outcomes.
- Implemented repeatable inspection and forecasting cadences, enhancing pipeline hygiene, visibility, and execution velocity.
- Partnered cross-functionally with Product and Marketing leadership to align GTM execution with customer outcomes, driving long-term LTV growth.
Chief Revenue Officer
Digital Hands
Tampa
01.2020 - 01.2023
- Achieved 150% year-over-year growth for five consecutive quarters while rebuilding the Sales, Customer Success, and Marketing organizations for sustainable scale.
- Doubled average deal size from $60K to $120K+ ACV by shifting focus to enterprise buyers and value-based selling.
- Elevated Net Revenue Retention to 111% and Gross Revenue Retention to 94% by redefining post-sale engagement and enhancing value realization.
- Redesigned go-to-market strategy for direct sales, channel partners, marketing, and technology alliances, resulting in diversified and repeatable pipeline.
- Reduced average sales cycle length from 150+ days to under 90 days through improved qualification and deal rigor.
Chief Revenue Officer / Vice President of Operations
IronNet Cybersecurity
Raleigh
01.2018 - 01.2020
- Reversed a projected 50% year-over-year sales decline into 25%+ growth after assuming revenue leadership from the Co-CEO and former CRO.
- Doubled qualified pipeline by realigning sales efforts around a clearly defined ideal customer profile.
- Implemented operational rigor across the entire buyer journey, improving conversion, velocity, and partner effectiveness.
- Spearheaded modernization efforts across sales operations, GTM alignment, and organizational structure, enhancing overall operational effectiveness.
Executive Director, Sales Strategy & Operations
Lenovo
Morrisville
01.2015 - 01.2018
- Doubled revenue over three years through the introduction of innovative sales and marketing strategies.
- Transitioned organization from product-led selling to value-based sales methodology, enhancing alignment with customer needs.
- Redesigned recruitment and enablement strategy to expand and upgrade sales talent, driving improved sales performance.
- Increased profitability by 15% through operational streamlining and workforce optimization.
Education
Bachelor of Arts - Business Communications
CUNY School of Professional Studies
New YorkSkills
- Sales strategy
- Revenue forecasting
- Pipeline conversion
- Customer retention
- Market analysis
- Enterprise and channel sales
- P&L ownership
- Data analysis
- CRM proficiency
Timeline
Senior Vice President, Global Sales & Customer Success
Cybrary
01.2023 - Current
Chief Revenue Officer
Digital Hands
01.2020 - 01.2023
Chief Revenue Officer / Vice President of Operations
IronNet Cybersecurity
01.2018 - 01.2020
Executive Director, Sales Strategy & Operations
Lenovo
01.2015 - 01.2018
Bachelor of Arts - Business Communications
CUNY School of Professional Studies