James Laflin

- 107% attainment in 2025; pacing for 125% in 2026

- Collaborated with cross-functional teams to deliver tailored solutions with AI-native workflow automation and Enterprise Integration

- Leveraged IBM Watson (AI/Data Engine) for OCR, discovery of unstructured data, governance, and ML.

• Created $6MM in self-generated pipeline, 29 individual opportunities.
• 89% to goal for FY24 through self-generated only, no inbound sales.
• Leveraged previous relationships within industry to fill technology gaps with integrated solutions through open API.
• AI-Powered Dashcams, Driver Behavior & Insights

• Promoted twice in tenure, average sales cycle 3-9+ months, average ACV $50k-$250k.
• Prospected $50MM-$2B revenue accounts throughout east US, 35% win-rate, 40% expansion within existing accounts.
• Secured 23 net new logos, 22/23 3+ years contracts, 113% attainment in first year, on target for 120%+ in H2 prior to layoff.

• Delivered AP workflow automation demonstrations, managed leads to close, 116% to goal.
• Collaborate with Senior Leadership, Marketing and VC to streamline sales process.
• Sage, Intacct, Microsoft, Blackbaud and other ERP’s & CRM’s.

• 35% win-rate against opportunity creation vs. 20% company-average.
• Created $4.4MM in pipeline in East US Mid-Market/East Canada Enterprise territory in (6) months, direct and channel-led opportunities.
• Developed and mentored AE’s, SDR’s/BDR’s in direct sales strategy as the business moved away from partner-led sales.

• Prospected and closed new business logos and competitive takeaways.
• Created strategic alignments with Verizon Wireless AM’s in FL, GA, and Carolina markets to create passive funnel of new business opportunities, growing pipeline by 45% in (6) months.

• Responsible for driving new business, customer experience and retention, added (25) new logo accounts within first (90) days.
• Consultative selling with internal resources to drive new business and architect solution-oriented projects to alleviate customer pain.

• Created new strategic alignments with major partners: Dell, HP, VMware, Microsoft.
• Directed research on industry trends and competitive dynamics to implement into sales strategy.
• Brought 20+ new logos to organization with competitive takeaways.

• Consistently led organization in sales of third-party Enterprise software licensing including VMware, Microsoft, Boomi, Citrix, Oracle, etc.
• Solution selling Enterprise software, networking, and datacenter stack in Mid-Market, Enterprise, SLED for Southeast market.
• Served as mentor and coach to new hires, rolling average over 110%, averaging 10-12% margins on third-party software against company average of 4%, quota attained in all but (1) quarter, 2x Rep of the Quarter.