Hi, I’m
Joseph Henson
Santa Cruz,CA
Summary
Hardworking and driven sales management professional equipped to revitalize sales operations and align procedures to maximize profits and client acquisition. Nearly a decade in total sales experience, including 5+ in sales management. Highly qualified in SaaS and recurring revenue models, with particular focus in healthtech, fintech, generative AI, customer succes, and eCommerce verticals. Successful at improving sales procedures to streamline and strengthen processes. Multifaceted leader with analytical and diligent approach to building and leading strong teams.
Overview
16
years of professional experience
Work History
SmartKarrot, Inc.Santa Cruz, CA
Sales Director
02.2022 - Current
Job overview
- SmartKarrot is a Customer Success operations platform for B2B SaaS
- Shaped sales approach to individual clients, facilitating relationships with customers and driving revenue to over 1-year growth of 30%.
- Updated products, service agreements and pricing to retain competitive advantage and generate new customers.
- Developed pipeline utilization strategies and penetration processes to increase overall conversion rate by 20%.
- Managed revenue growth strategy and execution, sales operations, sales enablement and sales data analysis to support Global Sales initiatives
- Created innovative sales strategies through monitoring and evaluating market trends and competitive offerings
- Executed strategic plans for growth and new acquisitions (e.g. ABM, escalating engagement operations, etc.).
- Developed key partnerships with industry-leading organizations to strengthen professional network and expand future business opportunities.
- Managed full sales lifecycle for Enterprise accounts.
Harmony Venture Labs / Copysmith / TrustSpotBirmingham, AL
Director of Sales Operations
08.2020 - 02.2022
Job overview
- Ownership of the full sales operations motion at parent company level (HVL), as well as child companies Copysmith (generative AI platform for businesses and freelancers) and TrustSpot (review and experience survey platform for eCommerce).
- Redefined ICP and market positioning, and realigned GTM strategy for all customer segments
- Helped develop and deploy new product features required to secure enterprise customers.
- Liaised with other directors and departmental heads to align operational and sales priorities with total company direction.
- Recommended and implemented sales strategies for improvement based on regular market research and competitor analysis.
- Provided recommendations to promote brand effectiveness and product benefits, resulting in securing hundreds of long-term accounts.
- Built, trained and managed sales and operational teams to carry out sales initiatives and reach objectives.
- Drove team and company profits by developing and strengthening relationships with industry partners and potential clients.
Logik Solutions (a Therapy Brands Company)Birmingham, AL
Senior Enterprise Account Executive
09.2019 - 08.2020
Job overview
- Logik Solutions (part of the Therapy Brands portfolio) is a complete admissions and billing system for large, national mental health facilities, residential treatment centers, intensive outpatient facilities, and partial hospitalization programs.
- 183% quota attainment on $1M quota
- Managed revenue models, process flows, operations support and customer engagement strategies.
- Collaborated cross-functionally with headquarters, regional and other teams nationally to maintain consistent message and experience.
- Managed accounts to retain existing relationships and grow share of business.
- Executed local, regional and national marketing and branding initiatives to drive sales within existing and prospective accounts.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Attracted new clientele and developed customer relationships by hosting product-focused events.
- Met with existing customers and prospects to discuss business needs and recommend optimal solutions.
- Maintained relationships with established accounts and prospected new retailers by calling on customers and engaging prospects in person.
TheraNest (a Therapy Brands Company)Birmingham, AL
Sales Manager
04.2017 - 09.2019
Job overview
- TheraNest (part of the Therapy Brands portfolio) is an end-to-end practice management system for mental and behavioral health professionals.
- Managed a team of AEs and SDRs, and team quota of $3M+.
- Helped grow total new revenue by 120%+ year-over-year, and lead company from a startup to multiple funding rounds and a valuation of >$1B
- Responsible for creating and delivering on team OKRs and KPIs
- Maintained ethical and positive working environment to reduce turnover and promote high retention rates.
- Coached employees in successful selling methods and encouraged cross-selling to drive revenue.
- Closed lucrative sales deals using strong negotiation and persuasion skills.
- Coached and counseled sales personnel, assisting with individual selling efforts and helping sales representatives reach targets.
- Conducted team meetings to reinforce goals and objectives and set clear expectations about policies and procedures.
- Evaluated performance against goals and implemented appropriate development plans.
- Recruited and hired top-level talent to add value and expertise to sales department.
- Collaborated with upper management to implement continuous improvements and exceed team goals.
- Developed and influenced new processes and technologies that optimize the path for supporting the revenue growth and retention of the business globally across all routes to market.
TheraNest (a Therapy Brands Company)Birmingham, AL
Account Executive
02.2015 - 04.2017
Job overview
- Met or exceeded $600K new revenue target every quarter
- Second employee hired at the startup level; responsible for defining and executing the entire sales motion, tools and technology, collateral and presentations necessary to achieve revenue goals.
- Qualified leads, built relationships and executed sales strategies to drive new business.
- Attended networking events and conferences to build relationships and identify sales opportunities.
- Collaborated with internal teams to develop GTM and product strategy.
- Created and executed account strategies to translate organizational goals into client activities.
- Researched competitive landscape and emerging technologies to position brand in global marketplace.
- Cross-sold products and services to clients to secure additional business and grow revenue streams.
- Conducted integrated sales presentations to illustrate value of product or service and tailor call-to-action.
- Prepared forecasts to gain understanding of measures needed to grow business.
- Strengthened customer relationships with proactive and collaborative approach to managing needs.
- Built and strengthened relationships with new and existing accounts to drive revenue growth.
- Gathered information from clients to secure accounts, verify payment and identify special requirements.
Education
Birmingham Southern CollegeBirmingham, AL
Bachelor of Arts
Skills
- GTM strategy and Market Penetration
- Team management and development
- Strategic and operational planning
- Market Trend Analysis
- Revenue goal attainment
- Client needs determination
- Sales methodologies - eg Challenger, MEDDIC, Sandler, etc
- Senior leadership/C-suite collaboration
- Cross-functional collaboration
- CRM Systems
- Reporting and forecasting
- Critical Thinking, including in high-pressure, ambiguous environments
Accomplishments
- Defined and executed the complete sales and salesops motion from the startup level to a billion-dollar valuation
- Created a company-wide, comprehensive training program for all sales team members.
- 183% attainment on $1M individual quota at Logik
- Won the Champion's Club award as an individual contributor
Timeline
Sales Director
SmartKarrot, Inc.
02.2022 - Current
Director of Sales Operations
Harmony Venture Labs / Copysmith / TrustSpot
08.2020 - 02.2022
Senior Enterprise Account Executive
Logik Solutions (a Therapy Brands Company)
09.2019 - 08.2020
Sales Manager
TheraNest (a Therapy Brands Company)
04.2017 - 09.2019
Account Executive
TheraNest (a Therapy Brands Company)
02.2015 - 04.2017
Birmingham Southern College
Bachelor of Arts