Courtney N. McPherson
Sales Account Executive
Lake Frederick,Virginia
Summary
An accomplished, results-driven sales professional with expertise in prospecting, account acquisition, customer relationship management, sales-cycle management, and sales-closing principles. Consultative selling background with outstanding business acumen. Sales-driven and highly motivated individual with demonstrated success prospecting, qualifying leads, and driving new business, expansion, and renewal opportunities. A solid track record of increasing revenue by consistently exceeding quota over a 15-year tenure.
Overview
21
21
years of professional experience
Work History
Regional Account Manager
PowerSchool
01.2023 - Current
- Achieved 112% of Q4 number ($309,077 / $275,000.
- Cultivated relationships with both existing and prospective clients to promote new products and services, emphasizing the establishment of new logos and fostering new connections.
- Developed and implemented high-quality account plans across various key roles and Total Addressable Market (TAM).
- Identified, advanced, and successfully closed new business opportunities, including cross-sell initiatives (30+ solutions).
- Engaged clients through both in-person and virtual interactions, targeting various stakeholders such as district Superintendents, Chief Information Officers, Directors of Curriculum and Instruction, Directors of Communication, and other district administrators.
- Proactively addressed client business challenges, overcoming objections, and navigating obstacles to drive successful outcomes.
- Applied MEDDPICC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion, Competition) sales methodology to ensure thorough qualification of opportunities and opportunity execution.
Regional Account Executive / Account Manager
DreamBox Learning
12.2018 - 12.2022
- Achieved 98% of FY 2022 annual quota ($2,855,902 / $2,914,186.
- Achieved 97% of FY 2021 annual quota ($1,799,614 / $1,850,917).
- Qualified for President’s Club in FY 2020 and FY 2019 by overachieving annual quota by 134% ($1,439,280/ $1,071,379) and 105% ($1,587,336 / $1,514,395), respectively.
- Developed strategic account plans that identified new/expansion/upsell opportunities in DE, KY, MD, MA, NY, RI, and VA.
- Gained access to district/building C-suite and developed deep understanding of needs through consultative discovery calls.
- Led qualified prospects through tailored presentations, focused on value-selling vs. feature selling - sparking shifts in beliefs, behaviors, and mindsets.
- Strengthened customer renewal relationships through proactive and collaborative approaches to managing and addressing needs, and therefore, averaging 102% renewal rate over four years.
- Demonstrated unwavering commitment to customer service by consistently collaborating and strategizing with assigned CSMs, marketing, and professional development to improve overall prospect/client experience.
- Contributed to building positive team culture through encouragement, celebrations, and collaboration.
Corporate Sales Executive
GrubHub
04.2016 - 12.2018
- Won largest National Deal in 2017, resulting in $4.5M in revenue and overachievement of quota by 167%.
- 2017 “Awesome Sauce” recipient, recognized for positive attitude, tenacity, and sales contributions.
- Consistently achieved weekly accountability metrics – 50 cold calls, 3 self-sourced opportunities, and 8 meetings.
- Uncovered corporate key stakeholder’s challenges around their food ordering and billing process and aligned company's corporate value proposition to high-level decision makers via calls, and online/onsite meetings.
- Trained and mentored new hires as part of Learning Task Force Team.
Business Development Director
MasteryConnect
12.2014 - 02.2016
- Developed all white space territory in D.C., NJ, VA, and WV, added over $2M in new business opportunities to pipeline and secured first school partner in VA.
- Led impactful on-site meetings and conducted dynamic presentations for building, district, and state level administrators, addressing needs and pain points of prospects through value-selling.
- Executed “challenger-selling” model to drive strategic demand generation of right opportunities improving pipeline accuracy.
- Collaborated with Account Development Manager, Regional Education Director, and Regional VP to ensure execution on territory plan and prioritization of prospects.
Regional Sales Executive
Harmony Information Systems
10.2011 - 12.2014
- Promoted from Account Executive to Regional Sales Executive in one year.
- Overachieved FY 14 and FY 13 annual quota by 170% and 143%, respectively.
- Secured largest AAA customer to date in company history.
- Developed and executed strategic account plans across Southeast and Central territory to determine prioritization of “strategic” and “high potential” states, resulting in $2M of pipeline build.
- Investigated client’s strategic, budgetary, and operational pain points, to create linkage between pain point(s) and Harmony’s solutions.
Account Executive/Team Leader
Envictus
02.2011 - 10.2011
- Top Seller during tenure and appointed Team Lead.
- Pursued over 300 leads every month, averaged 60 cold calls per day, and exceeded weekly and monthly minimum standards of call attempts and presentations by 50%, resulting in increased qualified opportunity pipeline by $400,000 in 6 months.
- Converted 80% of presentations conducted for schools into opportunities, securing 25 new deals, resulting in $100,000 in new business.
- Expanded number of schools that utilize Navigation 101 from 14 to 25 states in 8 months.
Account Executive
AEC Software, Inc.
01.2008 - 01.2011
- Promoted three times in three years – Sales Associate, Inside Technical Sales, and Account Executive.
- Exceeded annual quota by 115% in 2010, and therefore, awarded “Top Seller” and “Largest Deal Closed.”
- Managed 43 states and international territory that produced $1.5M in revenue over 3 years.
- Presented comprehensive product demonstrations, which generated new sales and additional upsell opportunities.
Executive Assistant
Velasquez Contractor, Inc.
07.2006 - 11.2007
Paladin Academy Teacher
Nobel Learning Communities
08.2004 - 06.2006
Special Education / Self-Contained Autism Teacher
Fairfax County Public Schools
08.2003 - 06.2004
Education
Bachelor of Science - Human Services
Virginia Tech
Blacksburg05.2003
Skills
- Challenger Fundamentals / MEDDPICC
- Consultative Sales Style
- Strategic Mindset
- Retention Strategies
- Effective Customer Communication
- Customer Relationships
- Navigate Complex Enterprise Sales Processes
- Proven Success Selling to C-Level Executives
- Hunter Farmer Renewals
- Results-Oriented
- Tenacious Resilient
- Collaborative Team Player
Timeline
Regional Account Manager
PowerSchool
01.2023 - Current
Regional Account Executive / Account Manager
DreamBox Learning
12.2018 - 12.2022
Corporate Sales Executive
GrubHub
04.2016 - 12.2018
Business Development Director
MasteryConnect
12.2014 - 02.2016
Regional Sales Executive
Harmony Information Systems
10.2011 - 12.2014
Account Executive/Team Leader
Envictus
02.2011 - 10.2011
Account Executive
AEC Software, Inc.
01.2008 - 01.2011
Executive Assistant
Velasquez Contractor, Inc.
07.2006 - 11.2007
Paladin Academy Teacher
Nobel Learning Communities
08.2004 - 06.2006
Special Education / Self-Contained Autism Teacher
Fairfax County Public Schools
08.2003 - 06.2004
Bachelor of Science - Human Services
Virginia Tech
Similar Profiles
Ashley PerezAshley Perez
Senior Account Executive at PowerSchoolSenior Account Executive at PowerSchool
Sikandar HawaSikandar Hawa
Cloud Engineer at PowerSchoolCloud Engineer at PowerSchool
Anirudh SAnirudh S
Associate Software Engineer II at PowerSchoolAssociate Software Engineer II at PowerSchool
Meghan SullivanMeghan Sullivan
Account Director at PowerSchoolAccount Director at PowerSchool
Steven SturlaugsonSteven Sturlaugson
Operations Supervisor (Full-Time) at FedexOperations Supervisor (Full-Time) at Fedex