Greg Fox
Hendersonville,USA
Work Preference
Summary
Dynamic Chief Revenue Officer with a proven track record at Vertrax, driving $2.2M in ARR growth and amplifying pipeline from $1.2M to $29M. Expert in GTM strategy and team building, leveraging data-driven decision making to optimize revenue and enhance sales processes. A collaborative leader focused on delivering exceptional results.
Overview
30
30
years of professional experience
Work History
Chief Revenue Officer
Vertrax
Hamden, CT
10.2024 - Current
- Closed $2.2M in ARR in 12 months, increasing ARR to $6.57M.
- Amplified pipeline from $1.2M to $29M in 12 months.
- Instituted our GTM strategy - professionalized the sales process, installed KPI's, defined budgets/forecasts, metrics, CRM, demo process and outbound initiatives.
- Collaborated with COO on the rebranding of the company - Website, logos, colors, sales materials, investor decks, trade shows and media campaigns.
- Vertrax developed a cloud-native SaaS platform for the Fuel and Energy industry. The platform combines an ERP, Back Office and Dispatch/Logistics solutions into one unified platform.
VP of Enterprise Sales
FleetPanda
San Jose, CA
09.2023 - 10.2024
- Escalated ARR 244% from $900K to $3.1M in 12-Months.
- Accelerated pipeline growth from $1.0M to $10.5 million in the first four months of 2024.
- Developed 2024 GTM plan: Budgets, forecast, sales process, CRM structure, trade shows and outbound/inbound models.
- Recruited, trained and managed a team of three enterprise sales directors and two SDR's.
- FleetPanda is an all-in-one Petroleum Logistics platform, giving operations teams a single view of their entire operations and helps them to plan better, make smarter decisions, and ship more efficiently.
VP of Enterprise Sales
Skupos, Inc
Denver, Colorado
09.2020 - 08.2023
- Accelerate ARR growth from $800K and one logo to $18M with 35 logos across major CPG companies within the U.S.
- Exceeded ARR Growth: 2021 - 380%, 2022 - 160%. On track to reach $25M in ARR in 2023.
- Obtained seven-figure partnerships with: PepsiCo, Coca-Cola, Altria, RJR and Ab/InBev.
- Reported a detailed sales forecast and overview at quarterly board meetings.
- Deployed GTM strategy: forecast, comp plans, pitch decks, sales process, CRM and trade shows.
- Skupos is the leader in driving business outcomes in the convenience retail industry. Our platform connects CPG brands and stores so that they can better serve their customers, make smarter decisions, and grow revenue.
Consultant: Interim VP Sales
Speakap
New York, NY
02.2019 - 01.2020
- Launched Speakap's front line communication platform in the U.S.
- Optimized GTM strategy: ICP, presentations, pricing and forecasting tools.
- Coached up the sales team and process, decreasing sales cycle by 60%.
- Expanded U.S. accounts by 500% and ARR to $1.8M in 9-Months.
- A secure and private mobile platform enabling organizations to engage with non-desk and customer-facing employees.
CRO and EVP Retail SaaS
GasBuddy LLC
Boston, MA
12.2013 - 02.2019
- Pioneered and supervised four revenue lines within advertising, data, mobile payment and SaaS.
- Exceeded revenue plan five years straight: 2014 - $2.1M, 2015 - $4.6M, 2016 - $6.6M, 2017 - $9.1M, 2018 - $16.1M.
- Created and launched 'Business Pages', a SaaS analytics platform targeting the convenience retail space - integrated 32 Brands, 27K locations, accountable for closing $2.9M ARR in 16-months.
- Hired and fostered a dynamic team of 32 sales and CSM business professionals across four divisions.
- GasBuddy is the leading source for the most accurate, real-time fuel prices at more than 140,000 gas stations in the U.S, Canada and Australia. GasBuddy is the leader in crowdsourced information to help drivers find the best gas prices, closest stations, friendliest service, cleanest restrooms, tastiest coffee and much more.
VP Sales and BD
Plink
Denver, CO
11.2012 - 12.2013
- Implemented GTM sales strategy for a groundbreaking, card-linked digital media SaaS platform which drove online to offline consumer behavior.
- Expanded revenue from $0 to $520K ARR in 11-Months, closing 20 national accounts in 2013: Burger King, Sears, Kmart, Gap/Old Navy, Regal Cinema's, Dunkin' Donuts, Advance Auto.
- Refined sales process, decreasing sales cycle by 45% and increased our close ratio to 38%.
- Plink is the leading online to offline affiliate marketing engine on the web. Plink has over 70,000 locations that trust Plink to increase their sales, basket size and market share.
SVP Sales and BD: Co-Founder
Infinian, Inc
San Mateo, CA
07.2009 - 08.2012
- Launched a revolutionary loyalty and coupon cloud platform for the CPG, grocery, retail, casual dining and QSR industries.
- Devised GTM strategy including: TAM/SAM/SUM, market penetration, pricing, product design, UI and team structure.
- Facilitated angel investment and secured a $2.8M A-Round from Polaris Ventures.
- Executed 15 partnerships with McDonald's, Blooming Brands, Burger King, Ruby Tuesday's, Pepsi, Unilever and Coca-Cola resulting in ARR revenue growth to $2.1M.
- Negotiated strategic partnerships with Verifone, Facebook, Living Social, AARP, Amazon, Motorola, Vivo Tech, PosiTouch, and Merkle.
- Infinian introduced the first Enterprise Loyalty and Campaign SaaS Platform which enabled global brands to drive revenue and compete in the land grab for the mobile consumer.
VP Media and Carrier Sales
Cellfire
San Jose, CA
10.2006 - 01.2009
- Implemented the overall GTM sales strategy and revenue plan for Cellfire's groundbreaking mobile coupon platform.
- Recruited, trained and managed a team of 12 sales directors.
- Pioneered a new revenue share model within the mobile industry, facilitating partnerships with all 12 U.S. mobile phone carriers.
- Secured partnerships with more than 35 nationwide accounts: Kroger, Safeway, WalMart, General Mills, P&G, Kimberly-Clark, Del Monte, Clorox, Mission Foods, McDonald's, GameStop, Peet's Coffee, Dominos, Arby's and Hollywood Video.
- Cellfire established the first mobile coupon application in the United States, integrating directly to retailers and QSR's loyalty and POS systems.
Education
BS - Entrepreneurial Studies and Marketing
Babson College
Wellesley, MA05.1993
Skills
- Executive Leadership
- GTM Sales Strategy
- Recruiting/Team Building
- Collaborative Problem-solving
- Pipeline management
- Revenue optimization
- Complex Enterprise Sales Process
- Enterprise B2B SAAS Sales
- Digital Media Pioneer
- Team Leadership
- Revenue forecasting
- Data-driven decision making
- Go-to-market strategy
- Sales process optimization
Accomplishments
- Significant ARR Growth: Increased ARR to $18M in 22 months.
- Multiple Exits: Instrumental in 4 company exits and 1 IPO.
- Impressive YOY Growth: Exceeded revenue plan five years straight: 2014 - $2.1M, 2015 - $4.6M, 2016 - $6.6M, 2017 - $9.1M, 2018 - $16.1M.
- Major Partnership Deals: Executed seven-figure partnerships with PepsiCo, Altria, AB/InBev & more.
Hobbies and Interests
- Travel
- Daily Exercise
- Skiing
- Golf
Speaking Engagements
- NACS
- CRU: 2015, 2016
- Outlook: 2015, 2016, 2017
- Ad Week
- MMA (Mobile Marketing ASSC)
- Linkshare Conf: 2013, 2015
- Southwest Fuel Expo
- E3
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Timeline
Chief Revenue Officer
Vertrax
10.2024 - Current
VP of Enterprise Sales
FleetPanda
09.2023 - 10.2024
VP of Enterprise Sales
Skupos, Inc
09.2020 - 08.2023
Consultant: Interim VP Sales
Speakap
02.2019 - 01.2020
CRO and EVP Retail SaaS
GasBuddy LLC
12.2013 - 02.2019
VP Sales and BD
Plink
11.2012 - 12.2013
SVP Sales and BD: Co-Founder
Infinian, Inc
07.2009 - 08.2012
VP Media and Carrier Sales
Cellfire
10.2006 - 01.2009
BS - Entrepreneurial Studies and Marketing
Babson College