Cole Fullerton
Tampa,KS
Summary
A professional Account Executive who is seeking the role of Mid Market Account Executive utilizing my experience identifying and prospecting new clients through various channels, including cold calling, networking, and referrals. Conducts product presentations and negotiates contracts to close deals and achieve sales targets. Also onboards new customers through a thorough explanation of services, pricing, expectations, and support mechanisms.
Overview
8
8
years of professional experience
Work History
Mid Market Account Executive
MOTIVE
Tampa, FL
01.2024 - 10.2024
- Focused heavily on mid-sized companies operating vehicle fleets (up to 600 pieces of machinery and vehicles), significantly enhancing engagement and sales growth within the sector
- Strategically planned and targeted high-potential “whale accounts,” generating above-average annual recurring revenue per closed deal
- The average deal size for the Mid Market segment was roughly $17,000 ARR, whereas my average closed won deal was $24,000 ARR
- Largest quarter was 166% to quota
- Averaged 105.5% to quarterly quota
- Conducted comprehensive on-site trials throughout the east coast, effectively addressing client pain points through tailored solutions, while multithreading in leadership
- Averaged 5 active trials per month on a quota that required 2
- Maintained the same weekly metrics of setting and meeting with 4 net new logo opportunities per week
- Most recently hit 226% to quota last month (August) in order to set up for a quarter exceeding 155%
Commercial Account Executive
MOTIVE
Tampa, FL
05.2023 - 01.2024
- Drove sales engagement with small to mid-sized fleet operators, contributing to significant overall company growth
- Closed a net new client valued at double the average annual recurring revenue, and secured the second-largest deal in the segment at $425,000 total contract value
- This helped me exceed my quarterly quota by 145%
- Established and nurtured strong relationships with key stakeholders, ensuring high levels of customer satisfaction and retention
- Maintained rigorous weekly metrics in order to ensure a plentiful pipeline
- Averaged 30 calls daily, with 4 bookings per week self sourced
- Promoted into Mid Market segment due to consistent discipline when hitting quotas and generating revenue
Account Executive
Seamless.ai
Columbus, OH
03.2022 - 04.2023
- Collaborated with the executive team to analyze market trends, resulting in quarterly quotas exceeding 130%.
- Acted as the primary liaison among customers, sales management, and operations, delivering tools and resources to drive sales success
- Consistently at or above monthly quota of 6.6k, largest month was 134% to quota
- Delivered impactful sales presentations and followed up with key decision-makers to finalize deals
- Managed a robust sales pipeline, focusing on revenue growth through upselling additional services
- Met with 4-5 net new clients per day, closing on average 2 per week
Sales Training Manager
Seamless.ai
Columbus, OH
08.2021 - 03.2022
- Developed and implemented a comprehensive 4-month training program for over 100 SDR trainees, leading to significant performance improvements operationally with hiring quality SDRs.
- Worked hand and hand with leadership daily/ weekly on best strategies and workshops to present the trainees to keep the onboarding process seamless and enjoyable, all the while taking in all the key information given
- Responsible for the hiring of 35 quota hitting SDRs in 8 months in order to build the scaling sales team
Sales Development Representative Team Lead
Seamless.ai
Columbus, OH
05.2021 - 08.2021
- Supervised a team of 6 SDRs, that averaged 106% to their monthly quota as a team
- Maintained a personal quota as well, never missed 100%
- Had 5 out of the 6 members on my team obtain internal promotions (including myself) due to outstanding work and effort during their tenure under my leadership
Sales Development Representative (SDR)
Seamless.ai
Columbus, OH
03.2021 - 05.2021
- Consistently exceeded monthly sales quotas, averaging 116% to quota, demonstrating strong performance and sales acumen.
- Promoted to leadership within four months of starting as an SDR, reflecting rapid growth and recognition of my sales capabilities.
- Utilized advanced sales tools, including LinkedIn Sales Navigator, Outreach, Salesloft, and Salesforce, to effectively manage and maintain a robust sales pipeline.
- Developed and implemented strategic outreach methods that contributed to increased lead generation and conversion rates within the team.
Sales Specialist
Peleton Entertainment
Columbus, OH
01.2019 - 01.2021
- Led new business development efforts and managed quality product delivery, sourcing opportunities through cold calls and email campaigns
- Organized and maintained a pipeline of over 200 leads, consistently converting prospects into sales
- Collaborated with the sales manager to review customer retention strategies and maintain key relationships
Sales & Marketing Representative
Universal Window & Door
Columbus, OH
01.2018 - 01.2019
- Generated new sales through targeted cold calling and product demonstrations, while actively participating in home and garden shows to promote offerings
- Developed and negotiated sales contracts, enhancing overall sales success
Leasing Agent
Cap Rate Realty
Columbus, OH
01.2017 - 01.2018
- Provided comprehensive support to prospective tenants throughout the application process, maintaining accurate records and documentation
- Processed invoices and managed financial reporting effectively
Education
Bachelor of Science - Business Administration
Columbus State College, The Ohio State University
Skills
- Sales & Negotiation: Expertise in closing high-value deals and managing complex sales cycles
- Client Relationship Management: Proven ability to build and maintain strong client partnerships
- Sales Tools Proficiency: Experienced with Salesforce, Salesloft, Gongio, Zoominfo, and MS Office Suite (Word, Excel, PowerPoint, Outlook)
- Interpersonal Skills: Strong problem-solving, presentation, and customer service abilities
- Leadership: Led cross-functional initiatives that aligned sales strategies with overall business goals, resulting in improved revenue growth and enhanced team performance across the sales organization
Accomplishments
- Presidents Club - Seamless.ai 2021 & 2022
Timeline
Mid Market Account Executive
MOTIVE
01.2024 - 10.2024
Commercial Account Executive
MOTIVE
05.2023 - 01.2024
Account Executive
Seamless.ai
03.2022 - 04.2023
Sales Training Manager
Seamless.ai
08.2021 - 03.2022
Sales Development Representative Team Lead
Seamless.ai
05.2021 - 08.2021
Sales Development Representative (SDR)
Seamless.ai
03.2021 - 05.2021
Sales Specialist
Peleton Entertainment
01.2019 - 01.2021
Sales & Marketing Representative
Universal Window & Door
01.2018 - 01.2019
Leasing Agent
Cap Rate Realty
01.2017 - 01.2018
Bachelor of Science - Business Administration
Columbus State College, The Ohio State University
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