DONALD J. HARGER
Chicago,IL
Summary
Chief Revenue Officer with a proven record at Exact Data, achieving a 42% revenue increase through effective funnel management and sales coaching. Skilled in developing revenue strategies and building strong relationships, leading teams to consistently exceed targets. Committed to fostering a culture of accountability and continuous improvement within organizations.
Overview
37
37
years of professional experience
Work History
Chief Revenue Officer
Isle Data
Plainfield, USA
01.2024 - Current
- Led inbound and expansion revenue strategy, enhancing top-of-funnel performance and increasing closed-won outcomes.
- Coach and develop sales and account teams through structured feedback, performance reviews, and data-backed improvement plans.
- Partner closely with Marketing and Operations to align lead generation, qualification standards, and campaign execution.
- Improved funnel quality and forecasting accuracy by standardizing qualification criteria and optimizing opportunity management practices.
- Drove customer-centric selling motions, aligning solutions with buyer needs to enhance customer satisfaction and retention.
Sales Manager
Rite Way Transport Group
Chicago, USA
01.2023 - 01.2024
- Led inbound sales and account development motions, enhancing lead-to-opportunity conversion and increasing pipeline predictability.
- Developed repeatable prospecting and qualification processes that drove new business growth and supported account expansion.
- Collaborated cross-functionally to enhance service delivery, boost customer satisfaction, and improve long-term retention.
- Established performance dashboards to monitor funnel health, activity metrics, and team effectiveness.
Chief Revenue Officer
Exact Data
Chicago, USA
01.2013 - 01.2022
- Directed revenue and sales development strategy, aligning with the CEO and the Board of Directors to drive organizational growth.
- Led and supported a 130+ person sales organization, including SDRs, Account Executives, and leadership roles.
- Executed sales initiatives producing a 42% increase in revenue through improved pipeline execution and upsell strategy.
- Supported transition to a fully remote sales model, culminating in a record $16.2M revenue year.
- Helped drive sustained growth leading to acquisition by Data Axle (2021).
- Implemented data-driven reporting, forecasting, and funnel analysis that enhanced decision-making using SugarCRM and Whiteboard.
- Recognized as an Inc. 5000 Fastest Growing Company for three consecutive years.
Vice President of Sales
Exact Data
Chicago, USA
01.2011 - 01.2013
- Exceeded annual revenue targets by $2M, earning CEO Circle recognition (2012).
- Expanded personal book of business from $500K to $1M+ in annual revenue.
- Led and coached team of 25+ sales professionals, driving performance while managing strategic accounts.
- Cultivated high-potential team members through structured coaching, feedback, and performance planning, enhancing team capabilities.
Account Executive
Exact Data
Chicago, USA
01.2010 - 01.2011
- Closed $1M above target, achieving President’s Circle honors in 2011.
- Exceeded quota through disciplined pipeline management and proactive prospecting.
- Managed client accounts and maintained strong customer relationships.
- Coordinated marketing campaigns to promote data solutions effectively.
- Assisted in preparing proposals and presentations for potential clients.
Combat Medic & Instructor
United States Army
, USA
08.1989 - 08.1993
- Demonstrated leadership and decision-making skills while training soldiers in high-pressure environments.
- Conducted patient assessments to determine immediate medical needs and priorities.
- Collaborated with medical teams to coordinate patient care and evacuations.
- Coordinated patient care and evacuations with medical teams, ensuring timely and effective responses.
- Instructed fellow soldiers in basic first aid and lifesaving techniques, enhancing overall team readiness.
- Served as a soldier during Operation Desert Storm, executing military missions.
Education
Carroll College
Waukesha, WIWaukesha, WI
Skills
- Revenue strategy
- Sales forecasting
- Funnel management
- Performance analytics
- Sales enablement
- Customer segmentation
- Market analysis
- Team leadership
- Sales coaching
- Relationship building
Military Service
United States Army, Combat Medic & Instructor, Veteran of Operation Desert Storm. Developed strong leadership, training, and decision-making skills under high-pressure environments.
Timeline
Chief Revenue Officer
Isle Data
01.2024 - Current
Sales Manager
Rite Way Transport Group
01.2023 - 01.2024
Chief Revenue Officer
Exact Data
01.2013 - 01.2022
Vice President of Sales
Exact Data
01.2011 - 01.2013
Account Executive
Exact Data
01.2010 - 01.2011
Combat Medic & Instructor
United States Army
08.1989 - 08.1993
Carroll College