Summary
Overview
Work History
Education
Skills
Timeline
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Colton O’Farrell

Minneapolis,MN

Summary

Focused Account Executive with distinguished knowledge of the supply chain, manufacturing, and procurement system environments with a dedication to increasing sales for maximized revenue. Expert in EDI with training in fulfillment, warehousing, freight, and software. Experienced in end-to-end sales cycles with great problem-solving skills. Dedicated to providing excellent customer service by being a trusted advisor and leading with empathy.

Overview

5
5
years of professional experience

Work History

Account Executive

Factor.io
07.2022 - 01.2024
  • Worked with the Head of Sales to define ICP, buyer profiles to target, and built out the first sales playbooks from the ground up with consistent revision and testing along the way.
  • Reviewed various software solutions to aid in our GTM strategy and sold the ideas internally to the executive team.
  • Managed the full sales cycles of all opportunities, ensuring HubSpot was regularly updated with new meeting notes, deal history, BANT, and a close plan with timelines measured by agreed-upon milestones.
  • Successfully sold to and onboarded the first paying customers in Factor's history with multiple upsells and expansion thereafter.
  • Collaborated cross functionally with product, marketing, customer success, and design, representing the voice of the customer and partnered in the creation of supporting materials such as one-pagers, case studies, and outbound marketing campaigns.
  • Maintained a daily activity output of 200+ cold calls a day with countless email and LinkedIn sequence steps in addition to managing existing pipeline.
  • Met and exceeded an ever-changing quarterly quota and goals set by the company CEO.
  • Generated over $300k ARR from three outbound opportunities which included a Fortune 500 logo.
  • Took on more leadership responsibilities after the departure of our Head of Sales and reported directly to the company CEO on behalf of the sales department.
  • Interviewed and onboarded all new account executives as we grew the sales team.

Primary Market Fulfillment Account Executive

Factor.ioStord
Minneapolis, MN
03.2022 - 06.2022
  • Sought out key decision-makers and tailored solutions to address business challenges.
  • Maintained updated knowledge of changing industry, standards and trends related to accounts.
  • Began driving new business via cold calling, email cadences, and LinkedIn correspondence.
  • Contacted customers about account or information issues, promptly alerting clients of changes.
  • Prepared sales presentations to explain product specifications and applications.
  • Generated 6 outbound opportunities while on ramp with 1 being over $1M in ARR.

Account Executive

SPS Commerce
Minneapolis, MN
07.2021 - 03.2022
  • Directly managed over 800 vendor accounts in Southern California and later 1,600 vendor accounts in Québec.
  • Drove new business development and client acquisition through cold calling, lead generation and exceptional service.
  • Cultivated and developed customer relationships to enable sustained revenue growth.
  • Prepared quotes for potential clients, upsold special packages and closed deals with high levels of accuracy.
  • Presented decks, demos, and ROI presentations to key stakeholders.
  • Grew customer base by identifying needs for relevant product solutions to fit client budgets and schedules.

Associate Account Executive

SPS Commerce
Minneapolis, MN
02.2021 - 07.2021
  • Supported sales teams in driving net new business via prospecting.
  • Ran system reports to target prospective clients.
  • Alleviated workload of my 16 account managers by handling customer transactions and issues.
  • Notified territory manager of change events for actionable insight.

Community Account Executive

SPS Commerce
Minneapolis, MN
07.2019 - 02.2021
  • Onboarded all new Costco and Costco Canada vendors per their EDI requirements.
  • Ensured the success of over 200 retailer enablement campaigns by receiving vendor commitment to new changes in their order-to-cash process.
  • Worked through objections, noncompliant vendors, and escalated to the executive buying team for resolution.
  • Made actionable and insightful recommendations for new products, extensions or enhancements.
  • Century Club Recipient: Sales Excellence Award- 173% Quota Attainment for 2020.
  • Closed over $250,700 commissionable ARR on a plan of $131,361.
  • Competitively killed 34 opportunities from competitors in 2020.

Education

Bachelor of Arts - Political Science And Government

University of Minnesota
Minneapolis, MN
05.2019

Political Science And Government

South Dakota State University
Brookings, SD

Skills

  • Supply Chain Data Expertise with EDI Certification
  • Sales Strategies Creation and Implementation
  • Pipeline Management and Sales Expertise
  • Researching, Targeting, and Personalizing
  • Creating and Nurturing Customer Relationships
  • Experienced Product Deck and Demo Presenter
  • Problem Identification and Business Impacts
  • Identifying Power, Multithreading, and Understanding the Paper Process
  • Objection Handling and Redirection
  • Negotiation and Persuasion
  • Interpersonal Skills
  • CRM Expertise (Sales Force and HubSpot)
  • Strong Familiarity with Many ERP, MRP, and MES Systems
  • Project Ownership and Delegation

Timeline

Account Executive

Factor.io
07.2022 - 01.2024

Primary Market Fulfillment Account Executive

Factor.ioStord
03.2022 - 06.2022

Account Executive

SPS Commerce
07.2021 - 03.2022

Associate Account Executive

SPS Commerce
02.2021 - 07.2021

Community Account Executive

SPS Commerce
07.2019 - 02.2021

Bachelor of Arts - Political Science And Government

University of Minnesota

Political Science And Government

South Dakota State University

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Colton O’Farrell