Jeff Brown
Austin
Summary
Sales leader with proven success in generating new-logo revenue through effective deal execution and targeted coaching. Currently driving results alongside an SMB sales team, consistently exceeding sales quotas. Skilled in managing complex buying processes and navigating legal and security evaluations, with foundational experience in enterprise sales at IBM. Recognized for enhancing sales team performance, improving forecast accuracy, and elevating deal quality.
Overview
9
9
years of professional experience
Work History
SMB Team Lead / Senior Account Executive
VITALLY
Austin
08.2023 - Current
- Team Lead responsible for individual new-logo quota while leading a team of SMB Account Executives
- Carry a $750K annual quota; achieved 110% attainment in H1 with a 24% win rate, outperforming team average
- Own weekly forecast calls and deal reviews focused on: Economic buyer identification, Stakeholder mapping, Decision criteria and process validation
- Coach reps through discovery, objection handling, and late-stage negotiations via call reviews and live deal support
- Took over an underperforming rep on a PIP; corrected poor discovery habits, re-anchored sales motion around buyer pain and qualification, resulting in quota attainment and strong finish to the year
- Drive pipeline progression by diagnosing deal gaps and aligning next steps to buyer process rather than seller activity
- Partner cross-functionally with legal and security teams to navigate contract redlines, compliance reviews, and procurement requirements
- Manage deal cycles ranging from 2-3 months up to 12 months, depending on buyer complexity and internal alignment
Account Executive
PLANHAT
11.2021 - 06.2023
- Sold customer success software into competitive SaaS environments with multi-stakeholder buying committees
- Ran discovery-led sales cycles focused on business outcomes, adoption risk, and retention impact
- Worked closely with customer success and product teams to close complex opportunities
Customer Growth Specialist
HUBSPOT
09.2019 - 11.2021
- Managed expansion and retention motions across a large SMB customer base
- Built foundational skills in value-based selling, pipeline management, and forecasting discipline
Account Executive
IBM
02.2017 - 07.2019
- Sold into large enterprise accounts with 12-18 month sales cycles
- Navigated complex buying committees, procurement processes, and long-term deal strategy
- Gained early exposure to structured enterprise sales motions and stakeholder management
Education
Bachelor of Science - Economics
University of Connecticut
Storrs, CT 05-2015
Skills
Sales leadership and coaching
Performance management and development
- Forecasting and pipeline inspection
- Deal coaching and reviews
- PIP management and turnarounds
- Deal strategy and execution
- MEDDIC deal qualification
- Decision criteria validation
- Late-stage deal negotiation
- Complex sales environments
- Legal negotiations and compliance
- Procurement processes
- New logo growth strategies
- Forecast accuracy and commitment discipline
- Pipeline hygiene and progression
- Cross-functional collaboration
Timeline
SMB Team Lead / Senior Account Executive
VITALLY
08.2023 - Current
Account Executive
PLANHAT
11.2021 - 06.2023
Customer Growth Specialist
HUBSPOT
09.2019 - 11.2021
Account Executive
IBM
02.2017 - 07.2019
Bachelor of Science - Economics
University of Connecticut