JAN M GILBOY

• Leading sales expansion efforts by creating a K-12 GTM plan for Math App Company in Denver focused on early childhood math education; six districts already set up for pilots to start February 2024
• Supporting GTM efforts for NYC higher ed start up organization focused on career pathway storytelling

Recruited to focus on earned revenue growth for tech non-profit that provides social and emotional support for underserved students. Led sales, customer success and marketing serving a range of customers including scholarship orgs, citywide initiatives, school districts, and community colleges.

• Created and implemented GTM for higher ed initiative
• Achieved 100% conversion rate to new app
• FY22 Revenue $800K
• Created state partnership with A2MEND to provide social and emotional support to African-American male students who attend 32 CA community college campuses to scale impact

Recruited by CRO to support enterprise business development for mobile-first student success and engagement SaaS company post Series A.

• Implemented popular webinar series leveraging existing and prospective clients to increase awareness and education of services
• Streamlined CRM to help sales team focus on ideal targets which resulted in 25% additional sales revenue

Recruited by CEO to focus on enterprise customers for market leader of childcare management software, representing three software platforms. Required complex consultative sales skills to align needs to the right product fit. Focus on early childhood private daycare/childcare, after-school programs, summer programs.

• Created K-12 GTM plan aligning product, marketing and engineering teams
• Sold $300K of new SaaS product during pandemic
• Upsold $22M in payment processing across enterprise client base

Drove enterprise business development initiatives focused on student engagement and workforce/CTE opportunities into the Higher-Ed market in a complex SaaS sales/start-up non-profit environment, reporting to President/Founder.

• 2018 $1.5M revenue/150% of goal: Purdue University, UCI, ODU, CA Community College System
• 2019 $1.9M revenue/180% of goal, including Rio Salado College, State of WYO/Workforce Board
• Part of GTM team for new admissions product for Strada in 2018-20
• Designed Customer Success Plan/QBR Process for California Community College Chancellor's Office

Scaled international sales, product support and customer success teams for start-up education SaaS K-12 company offering digital transformation via a paperless classroom tool focused on K-8, managing team of 8.

• Achieved 117% international sales 2017 ($3.2M attainment)
• Designed new pricing model to encourage site-wide and bundled licensing
• Improved international reseller program by creating new incentives

Led strategic direction and execution of NOA high performing enterprise sales team for plagiarism prevention/writing assessment SaaS product in K-12 and Higher Ed markets, overseeing sales and customer success.

• Grew annual revenues from $9.6M to over $22M in four years
• Exceeded goal attainment: 2012: 117% of $8M target, 2013: 115% of $10.5M target, 2014: 101%, of $14.6M target, 2015: 100% of $22M target
• Created iThenticate price structure, established process and ramped up sales to over $1M in one year in 2015
• Sustained over 95% renewal rate since 2011
• Established Field Sales Division, scaling team from 3 to 22, including territories, compensation plans, incentive programs, lead generation programs, RFP oversight, change management
• Directed sales partnerships focused on large consortia/systems, CUNY, CSU System, USG, TBR
• Implemented President's Club Award Program in 2015
• Implemented new value selling methodology for international sales organization in 2015-2016

Individual enterprise sales contributor for P-20 sales in west region driving new SaaS sales growth; promoted to Director after one year by making strong case for Sales Director role to focus on enterprise business development.

• Acquired largest deal Colorado Community College System $100K in only 4 months
• Exceeded target in 2010 by 25% ($1.2M achieved)