CLAY MCCULLARS
Roswell,GA
Summary
Enterprise sales leader with a track record of exceeding quotas and closing record multimillion-dollar SaaS deals. Proven ability to navigate complex sales cycles with cross-functional stakeholders, driving growth in Fortune 100-500, Public Sector, and high-growth organizations. Expertise in modern data ecosystems, FinOps, and cloud governance. Strong work ethic and effective communication skills. Eager to contribute to a dynamic team and support organizational goals.
Overview
18
18
years of professional experience
Work History
Sr. Manager, Enterprise SaaS Sales
Capital One Software
Remote
09.2024 - Current
- Peak Performance: Achieved 235% to plan and closed the largest Total Contract Value (TCV) sale for the organization.
- Coordinated with product teams to align software features with market needs.
- Represented the organization at conferences or trade shows as an expert speaker on relevant topics.
- Negotiated and closed complex data management and Fintech SaaS deals, collaborating with CDOs, CTOs, and data platform teams to enhance Snowflake and Databricks environments.
- Led nationwide outbound prospecting initiative, resulting in a 30% increase in qualified appointments booked across the team.
Lead Sales Executive 3 – Mid-Market Enterprise
AT&T Business
Atlanta, USA
04.2023 - 08.2024
- Achieved 155% of sales target, recognized in Winner’s Circle for top-tier national performance.
- Coordinated strategic cloud, network, and security campaigns for 500-account mid-market enterprise portfolio, driving sales of Fiber, SD-WAN, SASE, SaaS, UCaaS, and cybersecurity.
- Engaged clients to identify telecommunications needs and deliver tailored solutions.
- Collaborated with cross-functional teams to enhance customer service initiatives.
- Managed customer accounts to ensure satisfaction and retention through effective communication.
Client Solutions Executive 3 – AT&T SLED
AT&T Business
Atlanta, USA
11.2021 - 03.2023
- Top National Ranking: Ranked #1 out of 145 peers, securing the Sell to Excel award. Led the nation with 1,454% mobility attainment and 375% overall weighted attainment.
- Revenue Expansion: Drove a 145% YoY increase in annual billed revenue across 250 Southeast SLED accounts through aggressive cold outreach, product demos, and strategic RFP execution.
- Provided expertise on Director’s Advisory Board to enhance organizational strategies.
Sales Executive 2 – AT&T Global Business
AT&T Business
Atlanta, USA
07.2013 - 10.2021
- President’s Club: Earned Top Sales Club honors for 7 consecutive years (2015–2021) by consistently exceeding 100% annual quota.
- Landmark Deals: Co-orchestrated a $20M+ new contracted revenue agreement with AutoZone, Inc., deploying SD-WAN, CCaaS, UCaaS, and endpoint protection across 6,000 retail locations.
- Closed an $8.1M fiber network and security contract with Staples Inc. covering 250 locations.
- Collaborated with cross-functional teams to refine product offerings and services, aligning solutions with client needs.
- Trained new sellers on company policies and effective sales techniques, contributing to improved onboarding experience.
Territory Sales Manager
Cbeyond Communications Inc.
Atlanta, USA
11.2010 - 06.2013
- Growth Execution: Engineered tactical regional strategies that triggered a 125% increase in territory revenue within the first year.
- Performance: Received the President’s Club award, ranking #3 out of 44 Territory Managers nationwide.
- Led recruitment, training, and management of high-performing team of 12 sales representatives throughout sales cycle.
Sales Consultant
Cbeyond Communications Inc.
Atlanta, USA
06.2008 - 10.2010
- Performance: Earned the President’s Club award, ranking #10 out of 605 consultants nationally. Recognized as the top outside sales consultant in Atlanta across three consecutive key quarters.
- Increased revenue by upselling and closing customer sales while aligning product benefits with client needs.
- Developed key customer relationships that significantly contributed to sales growth.
- Conducted cold calls to introduce company offerings to potential customers, enhancing market penetration. to prospective customers to introduce company offerings.
Education
Bachelor of Fine Arts (B.F.A.) - Organizational Communications
Valdosta State University
05-2008
Skills
- Enterprise SaaS Sales
- GTM Strategy Development
- Complex Negotiations
- Solution Selling
- Revenue Forecasting
- Cross-Functional Leadership
- Executive Communication
- Salesforce
- Outreach
- ZoomInfo
- Data Analytics
- Cloud Computing
- FinOps
- Data Lakes & Warehouses
- Data Governance
- AI/ML
- Cyber Threat Assessment
- Disaster Recovery
- Partnership Development
- MEDDPICC
- B2B Negotiations
- Trade Show Representation
- Sales Funnel Management
- Community Networking
Education Initiatives
Served as Community Service & Outreach Coordinator (Cbeyond), Member of the Employee Engagement Council (AT&T), Big Brothers Big Sisters - Atlanta
Timeline
Sr. Manager, Enterprise SaaS Sales
Capital One Software
09.2024 - Current
Lead Sales Executive 3 – Mid-Market Enterprise
AT&T Business
04.2023 - 08.2024
Client Solutions Executive 3 – AT&T SLED
AT&T Business
11.2021 - 03.2023
Sales Executive 2 – AT&T Global Business
AT&T Business
07.2013 - 10.2021
Territory Sales Manager
Cbeyond Communications Inc.
11.2010 - 06.2013
Sales Consultant
Cbeyond Communications Inc.
06.2008 - 10.2010
Bachelor of Fine Arts (B.F.A.) - Organizational Communications
Valdosta State University