Jason Moss
Briarcliff Manor,NY
Summary
Results-driven Director of Global Sales Engineering with a proven track record of leading high-performing teams to achieve and exceed revenue targets. Leveraging a strong technical background founded in computer and information science, I excel in aligning technical solutions with clients' business needs. Adept at cultivating and maintaining key client relationships, I have successfully driven international sales growth through effective collaboration and solution and valued-oriented sales engineering. My leadership is characterized by a commitment to excellence, innovation, and a focus on continuous improvement. As a dynamic and adaptable professional, I thrive in fast-paced environments, navigating complex challenges to deliver optimal results and contribute to organizational success.
Overview
14
14
years of professional experience
Work History
Global Head of Sales Engineering
Yotpo
02.2020 - Current
- Increased sales revenue by implementing innovative solution and value selling strategies and continuously optimizing team performance.
- Successfully scaled the Sales Engineering organization from the ground up, spanning across five time zones and four geographic markets.
- Implemented an end-to-end SE playbook that helped in driving in a 30% increase in sales revenue and a 20% increase in customer sentiment scores.
- Recruited, hired, trained, and led high-performing sales engineers to consistently exceed quotas and achieve top rankings within the company.
- Fostered strong client relationships for improved customer satisfaction, repeat business, and cross-sell opportunities.
- Successfully decreased deal cycle length by an average of 14% by optimizing various stages of the sales cycle.
- Reduced employee ramp timelines by 20% by building out a global new hire onboarding course, leading to an increase in time-to-value by over 15%.
- Streamlined sales processes, resulting in enhanced efficiency and increased productivity.
- Provided leadership, mentorship, guidance, and direction to sales engineering members.
- Partnered with Product Managers and R&D leaders to provide up-to-date knowledge of products and services offered to customers.
- Facilitated regular team meetings to discuss challenges, successes, and strategies.
- Monitored daily sales performance and provided feedback to each team member.
Head of Sales Engineering
Yotpo
10.2018 - 02.2020
- Increased sales revenue by 25% through implementing innovative and tactical solution selling strategies and optimizing Sales Engineering engagement.
- Developed strong client relationships for improved customer satisfaction and repeat business.
- Managed a team of six Sales Engineers that supported 75+ sellers globally.
- Led a high-performing team of SEs to consistently overachieve quarterly revenue targets by 10-15%.
- Generated an additional $20M in annual revenue compared to prior year revenue targets without Sales Engineers.
- Expanded market share with targeted sales initiatives and strategic partnerships.
- Streamlined sales processes at every stage, resulting in enhanced efficiency and a 15% increase in overall productivity.
- Regularly collaborated with six cross-functional teams comprising of 25 R&D teams, 55 Product Managers, as well as our Security & Privacy organizations.
- Mentored junior sales staff, fostering professional growth, and contributing to overall team success.
- Aided in the completion of RFP/RFI/DDQs, leading to an increase in win rate by over 20%.
Senior Sales Engineer – Global
Yotpo
07.2017 - 10.2018
- Developed a mastery of Yotpo's platform to provide ownership of pre-sales support materials, preparation of standardized demos and the potential training of other team members
- Acted as the lead technical resource for the entire sales organization, supporting upwards of 20 Account Executives globally, across three areas of business
- Designed and lead demonstrations, integration discussions, and technical consulting sessions with Mid-Market and Enterprise customers
- Successfully maintained upwards of 125% to quota for three straight quarters, closing over $3MM of new business
- Collaborated with product, product marketing, R&D, and Engineering teams on feedback both internally and externally
- Performed platform training exercises with new hires, Account Executives, and customers, to learn new features
- Took ownership of the RFI and RFP process which ultimately led to the largest deal in Yotpo history.
Sales Engineer – North America
Affinity Solutions
09.2016 - 07.2017
- Drove business growth and ensured customer success by partnering with six Account Executives throughout North America
- Spearheaded all technical integrations and client-facing engagements with cross-functional teams on engineering, product/design, technology, and analytics
- Lead product and solution discussions both internally and externally, by acting as the sole technical resource for the entire sales organization, covering two sides of Affinity's business
- Successfully drove the innovation of our products and solutions by gathering feedback to build models, marketing case studies, and product roadmaps
- Acted as a consultant to both customers and internal stakeholders, by architecting complex solutions that drove direct business and long-term data partnerships
- Effectively identified short and long-term issues through analysis of the business, and established or overhauled existing processes and procedures to pave the way for development
- Engineered new and exciting ways to grow and sell to customers, by implementing strategies and tactics effective in a data focused environment
- Built and maintained strong relationships with 50+ customers spanning all verticals, designing and selling solutions across three different product sets.
Director of Sales Engineering
Medialets
09.2015 - 03.2016
- Managed a team of Sales Engineers, responsible for leading all technical training of the Medialets' Servo ad serving platform
- Collaborated with Sales, Product, Operations, and Engineering to extend Medialets' mobile ad-serving capabilities across the mobile ecosystem
- Led all Servo platform training sessions for client partners, delivering an in-depth technical understanding of the Servo ad platform and associated capabilities, while solving customer needs and requirements
- Worked side by side with Account Executives to drive revenue through business requirements sessions and data gathering
- Effectively communicated complex technical product requirements, both verbal and written, in a manner that was easy for non-technical audiences to understand
- Acted as the Subject Matter Expert across all product lines and industry best practices
- Delivered and consulted on timely, intuitive feedback to the product and development teams about the difficulties customers and prospects experienced to suggest feature sets that helped meet the market's needs.
Senior Sales Engineer/Solutions Consultant
Unified Social
04.2014 - 08.2015
- Provided technical sales support and knowledge to the entire sales organization, and assisted in closing all enterprise software deals to increase overall revenue for both software and services agreements
- Facilitated the design and rollout of internal and external product training, on-boarding, and support groups
- Communicated with external partners and vendors to drive new business growth and strategic partnerships
- Tactically consulted on all SAAS and DAAS sales and implementations through process improvement techniques
- Regularly performed product demos and proof of concepts to help drive vertical, horizontal, and organic growth
- Restructured internal processes amongst various teams to better align with business objectives and make for a faster and seamless sales process
- Successfully managed, implemented, and supported all custom business reporting projects in conjunction with our intelligence, data sciences, and engineering teams
- Worked side-by-side with product and UX teams to provide feedback, testing, and development of our products
- Helped train and educate the sales organization on market trends, product enhancements, and best practices.
Solutions Architect
Workiva
10.2013 - 04.2014
- Developed complex business reporting solutions for over 65% of the Fortune 500 institutions across all industries
- Worked directly with product, sales, development, and customer teams to ensure client needs were consistently met and exceeded
- Contributed to driving the development of the organizations products through competitive analysis, process improvement, and re-engineering strategies
- Integrated with Federal reporting organizations to become an approved provider of mandatory business reporting standards both domestically and internationally
- Strategically managed multiple accounts across all business units through discovery sessions, business intelligence and business analytics
- Regularly performed custom product demonstrations and proof of concepts to help drive vertical, horizontal, and organic growth within the customer's organization
- Successfully implemented, managed, and supported business reporting projects for some of the largest banks in the world.
Sales Engineer
[x+1] Solutions Inc.
06.2012 - 10.2013
- Coordinated with sales and account management personnel to assess prospective clients' technical integration requirements
- Contributed to onboarding new clients to use [x+1]'s solutions through product management, requirements gathering, documentation and custom coding
- Communicated technical concepts and best practices to less technically adept audiences through product demonstrations, product training classes, and self-service workshops
- Developed abstract methods to successfully integrate new clients based on unique necessities and overall business objectives
- Assisted in product development through strategy sessions, product analysis, user feedback, and quality assurance testing
- Analyzed effectiveness of implementations and proposed new solutions outside standard processes by identifying new and evolving business needs
- Successfully managed, maintained, and supported up to five ongoing implementations simultaneously
- Consulted clients within the financial services, online media, logistics, insurance, and travel industries.
Reporting Analyst and Consultant
eFront Financial Solutions
06.2010 - 06.2012
- Liaised directly with fund administrators and implementation consultants to gather comprehensive requirements and technical specifications
- Developed and delivered functional reports to fund managers through uses of statistical analysis, mathematical manipulation, SQL, and VBA
- Configured and integrated automated business processes to streamline portfolio management solutions to many of the nation's largest private equity firms
- Consulted with front and back office users to maximize report functionality and usability
- Supported and conducted the middle office reporting team to ensure timely deliveries
- Managed, tested, and documented up to five full-scale implementations simultaneously
- Facilitated client engagements and instructed multi-day on-site product training sessions
- Traveled up to two weeks per month to work on-site with clients to carry out design, implementation and user support courses.
Education
Bachelor of Science in Informatics and Computing - Business Informatics
Indiana University
Bloomington, Indiana05.2009
Skills
- SaaS
- eCommerce
- Sales coaching
- Strategic planning
- Team leadership
- Time management
- Competitive intelligence
- Technical Product knowledge
- Solution Selling
- Value Selling
- Data Security, Privacy, and Governance
- Compliance
- Global Data Regulations (GDPR, CRPA, PIPEDA, APPI, Australia Privacy Act, etc)
- Web Development (JavaScript, HTML, CSS, Single Page Applications)
- Server side scripting
- Microsoft Access, MySQL, SQL
- Design: Adobe Photoshop, Adobe Fireworks, Corel Paint Shop Pro
- Microsoft Windows, Mac-OS
- Performance monitoring
- Decision making
- Sales Team Training
- Performance Management
Timeline
Global Head of Sales Engineering
Yotpo
02.2020 - Current
Head of Sales Engineering
Yotpo
10.2018 - 02.2020
Senior Sales Engineer – Global
Yotpo
07.2017 - 10.2018
Sales Engineer – North America
Affinity Solutions
09.2016 - 07.2017
Director of Sales Engineering
Medialets
09.2015 - 03.2016
Senior Sales Engineer/Solutions Consultant
Unified Social
04.2014 - 08.2015
Solutions Architect
Workiva
10.2013 - 04.2014
Sales Engineer
[x+1] Solutions Inc.
06.2012 - 10.2013
Reporting Analyst and Consultant
eFront Financial Solutions
06.2010 - 06.2012
Bachelor of Science in Informatics and Computing - Business Informatics
Indiana University
Activities
Member, Delta Tau Delta Fraternity
Indiana University
09/05 - Present
Activities
Member, Delta Tau Delta Fraternity
Indiana University
09/05 - Present
Activities
Member, Delta Tau Delta Fraternity
Indiana University
09/05 - Present
Activities
Member, Delta Tau Delta Fraternity
Indiana University
09/05 - Present
activities
Member, Delta Tau Delta Fraternity
Indiana University 09/05 - Present
Similar Profiles
Paula TrpkovaPaula Trpkova
Office Manager, HR & People Experience Specialist at YotpoOffice Manager, HR & People Experience Specialist at Yotpo
Rickson June PareñasRickson June Pareñas
Tier 2 Support at YotpoTier 2 Support at Yotpo
Adebayo AdeoshunAdebayo Adeoshun
Enterprise Customer Success Manager at YotpoEnterprise Customer Success Manager at Yotpo
Olivia TchaliovaOlivia Tchaliova
Team Lead, Customer Support and Client Success at YotpoTeam Lead, Customer Support and Client Success at Yotpo
Dov KurtisDov Kurtis
Novelist at Self-InterestNovelist at Self-Interest