James Cappiello
West Orange,NJ
Summary
Strategic business professional with 10+ years of experience advising and partnering with C-suite executives to solve complex organizational challenges and drive measurable results. Proven ability to translate client objectives into data-driven strategies, manage cross-functional initiatives, and lead high-impact engagements across SaaS, professional services, and enterprise markets. Adept at synthesizing insights, structuring recommendations, and guiding executive stakeholders from concept to execution.
Overview
12
12
years of professional experience
Work History
Sr. Account Executive
Equilar
04.2025 - Current
- Lead executive-level engagements across professional services: frame problem statements, align stakeholders, and guide solutions from discovery to delivery with clear POC workplans, owners, and milestones.
- Advise C-suite sponsors on organizational and board information needs; translate requirements into tailored SaaS/analytics configurations and executive-ready insights grounded in ROI benchmarks.
- Exceed quarterly targets while cultivating board/C-suite relationships that advanced three of the largest enterprise opportunities, balancing commercial outcomes with long-term advisory value.
- Partner cross-functionally with product and analytics to convert data into concise points of view, visuals, and demos that drive adoption and measurable client outcomes (usage, renewal, expansion).
Strategic Growth Business Development Manager
World50 Group
12.2020 - 04.2025
- Served as a trusted advisor to Fortune 500 executives—clarified strategic priorities (CEO succession exposure, culture alignment, top-team effectiveness) and designed engagement roadmaps generating $24M+ in contract value; operated as a player/coach across CEOs (public & PE-backed), CSOs, and divisional presidents.
- Built the fact base (segmentation, funnel, renewal/retention drivers); ran cohort analyses to surface growth levers; prioritized initiatives by impact/effort and tracked results to target.
- Orchestrated cross-functional teams (leadership, marketing, analytics) to scale executive-engagement frameworks, operating rhythms, roles/decision rights, and transitions, improving conversion rates and time-to-close across pursuits.
- Led end-to-end referral-engine optimization (qualification, outreach language, incentives, feedback loop, attribution), increasing qualified lead flow and reducing cycle time across segments.
- Maintained strict confidentiality and produced executive-ready materials for senior sponsors and boards.
Sales Development Representative (CEO Community)
G100 Companies
05.2019 - 12.2020
- Managed outreach and relationship development with 200+ CEOs; translated qualitative insights into targeted membership and engagement strategies aligned to executive priorities.
- Closed 69 new memberships and $4.9M in contract value through consultative, insight-driven dialogue and tailored value propositions.
- Synthesized executive feedback into actionable guidance for leadership, informing content strategy, service delivery, and the member experience.
Director of Expansion / Sales Development Associate
Engel & Völkers, North America
05.2014 - 05.2019
- Supported market expansion across North America and the Caribbean; aligned stakeholders on entry strategies and operating models for priority geographies.
- Negotiated and closed landmark licensing agreements in the Bahamas and Turks & Caicos, anchoring regional growth and strengthening the partner ecosystem.
- Built relationships with HNW clients and industry leaders; tailored proposals to market dynamics and client objectives, balancing commercial terms with long-term partnership value.
Education
Bachelor's Degree - undefined
Long Island University Post
Skills
- Enterprise SaaS Sales
- Strategic Account Growth
- C-Suite Relationship Management
- Full-Cycle Sales & Negotiation
- Pipeline Development & Forecasting
- Salesforce CRM
- Data-Driven Sales Strategy
- Cross Functional Collaboration
- Contract Structuring & Renewals
- Communication & Executive Presentations
Career Highlights
- Generated over $18m in total contract value across the enterprise between G100 and World 50 Group.
- Consistently achieved growth in contract value and renewals for CEO and Board Communities.
- Led and supported sales teams managing $27M+ in annual recurring revenue.
- Designed and led World 50's referral strategy targeting incremental growth across all peer communities through relationship targeting and tenure overlap.
Additional Information
- Skilled in Excel, Salesforce CRM, and data visualization tools; familiar with AI-driven analytics and LLM applications.
- Recognized for consistent quota achievement, leadership under pressure, and ability to convert analysis into action.
- Passionate about applying emerging technologies to accelerate insight, execution, and business transformation.
Timeline
Sr. Account Executive
Equilar
04.2025 - Current
Strategic Growth Business Development Manager
World50 Group
12.2020 - 04.2025
Sales Development Representative (CEO Community)
G100 Companies
05.2019 - 12.2020
Director of Expansion / Sales Development Associate
Engel & Völkers, North America
05.2014 - 05.2019
Bachelor's Degree - undefined
Long Island University Post