James Carlson
Pflugerville,TX
Summary
Highly motivated and results-oriented Sales Manager with a proven track record of exceeding sales goals, building high-performing teams, and driving revenue growth in the SaaS industry. Expertise in coaching and developing sales talent, creating effective sales strategies, and fostering strong client relationships. Passionate about building successful teams and exceeding expectations in a fast-paced environment. Performance-driven Sales Manager with 10 years' experience of consistent growth to bottom line profits. Skilled negotiator, sales process trainer and business strategist possessing portfolio of successfully executed and advantageous sales plans.
Overview
9
9
years of professional experience
Work History
Sales Manager SaaS Product
Grubhub
Chicago, IL
01.2021 - Current
- Led a team of 12 Enterprise Account Executives, overseeing performance, development, and recruitment
- Achieved and exceeded annual sales goals consistently, exceeding targets by 23% in 2021, 19% in 2022, and 35% in 2023
- Increased Closed Won opportunities by 17% and accelerated sales cycle by 21 days through process improvements Org wide
- Implemented new online agreement process, streamlining operations and improving efficiency
- Maintained a 100% retention rate for Account Executives hired in 2021.
Senior Enterprise Account Executive SaaS Product
Grubhub
Chicago, IL
09.2019 - 01.2021
- Managed a book of business worth $13.6 million annually, exceeding sales quota by 212% in 2020
- Secured the first ever 5-year agreement valued at $3.8 million annually
- Closed 28 net new opportunities and achieved an average deal size of $350K
- Provided exceptional customer service and prioritized post-implementation account management.
Senior Enterprise Account Executive
Google
Austin, TX
07.2018 - 09.2019
- Built the largest AMER pipeline in the company, achieving a 298% increase in growth ($46.7M)
- Secured multi-year contracts ranging from $240K to $18M and generated $15M in net new pipeline
- Recruited, trained, and developed 47 Business Development Representatives
- Served as a Technical Expert for Google Cloud Platform and G Suite products, driving $1.34M in SaaS opportunities.
Account Executive
Oracle
Austin, TX
03.2015 - 07.2018
- Exceeded annual quota by an average of 112% over 2 years, securing 11 net new logos and earning Presidents Club recognition three times
- Managed a hybrid role, overseeing Sales Development Representatives while exceeding individual sales goals
- Demonstrated expertise in account management, business development, customer success, and technical sales.
Skills
- Sales Leadership: Team building, coaching, development, performance management
- Sales Strategy & Operations: Goal setting, forecasting, pipeline management, process improvement
- Customer Relationship Management: Building trust, communication, negotiation, problem solving
- SaaS Expertise: Cloud solutions, subscription models, recurring revenue
- Technical Sales: Product knowledge, solution design, value proposition
- Business Development
- Key Performance Indicator Tracking
- Sales Pipeline Management
- Market Penetration
- Vendor Management
- Key Account Development
- Networking and Relationship Building
- Staff Management
- Contract Negotiations
- Sales Expertise
- Market Trend Analysis
- Sales Strategies
- Sales Planning
- Operations
- Sales Presentations
- Competitor Analysis
- Strategic Alliances
- Territory Management
- Performance Monitoring
- Presentations and Public Speaking
Accomplishments
- Leader If Allyship Group At Grubhub called Be The Change We Need
- Leader of Culture Crew At Grubhub
- Presidents Club 2020-2024 At Grubhub
- Implemented career development plan for SDR's, Inside Sales Reps, and Enterprise Account Executives
Timeline
Sales Manager SaaS Product
Grubhub
01.2021 - Current
Senior Enterprise Account Executive SaaS Product
Grubhub
09.2019 - 01.2021
Senior Enterprise Account Executive
Google
07.2018 - 09.2019
Account Executive
Oracle
03.2015 - 07.2018