George Buchanan
Boston,United States
Summary
Experienced with a passion for driving business growth through strategic sales initiatives. Throughout my career, I've honed my skills in cultivating meaningful client relationships, identifying opportunities for revenue expansion, and delivering tailored solutions to meet diverse business needs. My journey in sales has been marked by a commitment to excellence and a relentless pursuit of success. I thrive in dynamic environments where innovation and adaptability are valued, and I'm constantly seeking new ways to exceed expectations and surpass targets.
Overview
10
10
years of professional experience
Work History
Senior Account Executive
DealRoom
08.2023 - 03.2024
- Spearheaded strategic initiatives to cultivate and nurture relationships with Fortune 2000 companies, driving revenue growth and market expansion
- Owned my portfolio of Enterprise Accounts, focusing on account growth through new product offerings and renewals.
- Responsible for closing and managing a portfolio of enterprise clients, delivering exceptional customer service and driving continued business growth
- Negotiated Master Service Agreements (MSAs), Service Level Agreements (SLAs), and optimized contract terms, including pricing structures, subscription durations, and renewal provisions
- Utilized the MEDDICC framework to comprehensively guide prospects through the sales cycle
- Interacted with both business and technical stakeholders at various levels, from C-suite executives to end users
- Developed and executed against an assigned quota and territory plan for current customer base by closing upsell, cross-sell, and connected renewal opportunities
- Collaborated seamlessly with cross-functional teams spanning Pre-Sales to Customer Success, orchestrating sales cycles and commercial discussions across internal departments including Legal, Technical, and Product.
Senior Account Executive
Lunchbox
03.2020 - 05.2023
- Leveraged a range of selling philosophies, such as The Challenger Sale and MEDDICC, to adeptly address diverse customer needs
- Managed a portfolio of key enterprise-level accounts, tasked with driving account growth and securing renewals
- Excelled in negotiating substantial multi-threaded contracts involving multiple stakeholders, demonstrating my ability to navigate complex sales scenarios with finesse
- Sold highly technical products across various customer segments, delivering tailored solutions that met their specific requirements effectively
- Utilized consultative selling techniques to navigate complex sales cycles and close high-value deals with Fortune 2000 companies
- Negotiated Master Service Agreements (MSAs), Service Level Agreements (SLAs), and optimized contract terms, including pricing structures, subscription durations, and renewal provisions
- Developed and managed strategic partnerships with key enterprise-level accounts, driving significant revenue growth
- I maintained a strong commitment to continuous professional development, staying abreast of industry trends and best practices to deliver innovative solutions and value to our clients.
Account Executive
DoorDash
09.2016 - 03.2020
- Played a key role in revolutionizing restaurant monetization through an on-demand delivery service as part of a pre-IPO startup that later became a public company
- Quickly ramped up to take on high-impact strategic sales initiatives, showcasing expertise in enterprise software sales and implementation
- Developed and executed sales strategies, resulting in significant customer base growth and revenue increase
- Managed the full sales cycle, from prospecting to needs analysis, solution development, and deal closure with merchants
- Effectively managed a large pipeline of leads and opportunities through high-volume calls and emails
- Conducted sales needs analysis, tailoring client-centric product solutions to meet unique business needs
- Maintained deep understanding of business requirements and leveraged knowledge to drive business growth
- Recognized as 6th out of 28 in outbound activations, demonstrating exceptional performance and sales success.
Business Development Representative
Groupon
01.2014 - 09.2016
- Owned the full sales cycle, proactively seeking new business opportunities through cold calling, consultative selling, and closing deals
- Conducted thorough needs assessments and developed a deep understanding of each merchant's business
- Demonstrated knowledge of deal structure and strategy to maximize profits for Groupon and merchants
- Consistently met and exceeded sales targets, driving market growth and revenue
- Collaborated with Merchant Development to ensure smooth account transition and alignment on merchant strategy
- Strong negotiator, successfully overcoming objections and closing deals
- Built long-term partnerships with merchants through effective communication and relationship-building.
Education
Bachelor of Science (B.S.), Economics -
University of Southern California
Skills
- MEDDIC Sales Methodology
- Challenger Sale Methodology
- Contract Negotiation
- Sales Forecasting
Timeline
Senior Account Executive
DealRoom
08.2023 - 03.2024
Senior Account Executive
Lunchbox
03.2020 - 05.2023
Account Executive
DoorDash
09.2016 - 03.2020
Business Development Representative
Groupon
01.2014 - 09.2016
Bachelor of Science (B.S.), Economics -
University of Southern California
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