EJ James
Summary
Accomplished strategic leader with a proven track record of scaling SaaS businesses, driving revenue growth, and leading organizational transformations. Skilled in leveraging AI, advanced analytics, and digital technologies to unlock new market opportunities and foster innovation. Co-founded a successful tech sales bootcamp in Europe during the pandemic, considerable expertise in building cross-functional teams, designing forward-thinking solutions, and delivering on strategic business objectives in fast-paced and changing global environments.
Overview
10
10
years of professional experience
Work History
Director of Revenue Operations
Everflow
San Francisco, CA
02.2023 - Current
- As a key executive partner, led business strategy realignment and organizational transformation, improving operational efficiency and successfully positioning the company for market expansion
- Spearheaded GTM planning and scaled SaaS revenue operations, driving a 2x ARR increase in 24 months through company-wide process enhancements and strategic team alignment
- Launched high-impact partner programs and an aggressive enterprise upmarket expansion motion that brought in 1,200 referrals the first year and saw a 50% jump in ACV over 18 months
- Managed digital transformation efforts, integrating new sales technologies and automating revenue processes
- Leveraging advanced analytics increased efficiency and drove $2+ million in ARR through streamlined operations and a significant increase in team productivity and output
- Led cross-functional initiatives and strategic collaboration between Sales, Marketing, Product, and Engineering teams, aligning company-wide efforts to 2x ARR in 24 months
VP Sales & Business Development
TrainYo
London, UK
03.2020 - 02.2024
- Co-founded and launched Europe's first tech sales bootcamp, providing career-changing opportunities for sales professionals
- Placed 100+ reps at companies like Darktrace and Revolut
- Developed 60 comprehensive lesson plans and supporting materials, enhancing the bootcamp's educational quality and equipping participants with real-world sales skills
- Orchestrated fundraising efforts, presenting to investors and securing $250k in funding
- Following the initial raise, I guided the company to $1M in sales and profitability within our first six months
- Expanded operations across Europe and South America, navigating diverse business environments to establish and scale sales teams and forge strategic corporate partnerships
Senior Manager, Sales Strategy and Operations
Avalara
Seattle, WA
08.2020 - 02.2023
- Fostered collaboration across a 5,500 person organization, aligning Sales, Marketing, and CS to streamline strategic initiatives and drive growth from $367M to $1B ARR
- Led organizational change initiatives during rapid growth, successfully scaling the SDR team from 30 to 150 reps while maintaining culture and performance metrics, set 25,000 meetings/year
- Managed outbound sales strategy and upmarket expansion efforts
- Focused on fostering collaboration across the revenue organization and upskilling Reps and Sales Managers
- Championed the adoption of cutting-edge sales technologies
- Developed multi-million dollar budgets and aligned resource allocation with company-wide revenue / growth targets
SDR Manager
Branch Metrics
San Francisco, CA
07.2018 - 03.2020
- Consistently exceeded sales targets, achieving 187% performance against goal and significantly contributing to revenue growth as we grew from $15M to $70M ARR
- Led the strategic growth of the global SDR organization, scaling the team by 5x over two years and managing a high-performing group of 25 across the US, EU, and China
- Our success accelerated market penetration and enabled a seamless international sales strategy
- Created department budgets and forecasts, reviewed compensation plans, and contributed to comprehensive revenue planning to drive sustainable growth
- Coached and mentored SDRs in sales best practices, built cold calling and cold email playbooks which helped the team develop a $100M+ annual sales pipeline
- Developed and delivered training programs on best practices in sales development which were adopted company-wide
- Created a high-energy sales culture of accountability and achievement
Project Manager
Pinnacle Glass
03.2015 - 06.2018
- Leveraged PMP certification and extensive project management expertise to drive operational efficiency, with a focus on execution and quality which resulted in a 20% increase in profitability
- Cultivated deep client relationships to ensure alignment with critical project success factors, carefully managed scope creep and schedules, typically overseeing $4 million in annual billings
- Established a performance benchmarking process that considerably improved operational efficiency, reducing waste and boosting long-term profitability across multiple projects
- Spent 70% of the workday coordinating with stakeholders across various channels, driving seamless execution of 10+ concurrent projects to reduce delays and ensure alignment
- Conducted regular site visits for progress and quality inspections, problem-solving issues in the field and implementing custom solutions to keep budgets and schedules on track
Education
Master's Degrees - MBA, Master of Project Management
Bachelor's Degrees - Business Administration, Economics
Skills
- Product Positioning
- Strategic Forecasting
- Competitive Intelligence
- Customer Segmentation
- Full Funnel Revenue Analytics
- Business Process Reengineering
Tools/Software
Salesforce, Hubspot, Gong, Clay, Instantly, Google Sheets, Chat GPT-4, Apollo, 6Sense, Chili Piper, Linkedin, RB2B, ZoomInfo, Lusha, Clearbit, Zapier, Smartlead, Outreach, Sendoso, Orum, Salesloft
Timeline
Director of Revenue Operations
Everflow
02.2023 - Current
Senior Manager, Sales Strategy and Operations
Avalara
08.2020 - 02.2023
VP Sales & Business Development
TrainYo
03.2020 - 02.2024
SDR Manager
Branch Metrics
07.2018 - 03.2020
Project Manager
Pinnacle Glass
03.2015 - 06.2018
Master's Degrees - MBA, Master of Project Management
Bachelor's Degrees - Business Administration, Economics
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