JOSEPH E. PAYNE
Charlotte,NC
Summary
SaaS Sales Manager with 13+ years of sales leadership experience. A well-versed leader in coaching, managing, and growing a SaaS team. A strong track record of fostering structure, accountability, and collaboration while inspiring and motivating through open communication.
Overview
11
11
years of professional experience
Work History
Sr. Sales Manager
Route
04.2023 - Current
- Manage a team of 10 Account Executives/ 1 Team Lead focused on driving new merchant acquisition through our existing eComm product
- Set well-defined roles, clear KPIs, and performance expectations
- Fostered a culture of accountability through a player/coach mentality
- Monitored Performance via KPI tracking, detailed forecasting, and CRM oversight
- Coach each team member's sales, product, and industry skills
- Developed individual performance plans to ensure each team member's professional and personal goals are defined for each quarter
- Developed hands-on sales strategy to ensure deal progression and targets are met via weekly 1-1 pipeline reviews
- Provided ongoing coaching and training sessions to sharpen sales skills (e.g
- Cold calling, objection handling, SNEs and role-playing)
- Accomplishments include: Top 3 Team in 2023 (3 of 16), 4 Account Executives Reached President’s Club, Coached #1 Overall Account Executive In 2023, 3 AE promotions in 2023 / 1 AE promotion in 2024, 123% Quota Attainment in H1 of 2024
Sales Manager
SpotOn
02.2022 - 04.2023
- Hired and nurtured a salesforce of 27 AEs and 2 Team Leads
- Focused on acquiring new restaurant accounts within North Carolina and South Carolina territories
- Align go-to-market teams to execute the SpotOn product and represent a clear, single vision to customers and the marketplace
- Coached team through the overall sales process, participated, where appropriate
- Provided sales skills and developmental training based on the Challenger Sales methodology
- (Weekly Coaching Sessions, Call Blocks, 1:1 Pipeline Reviews)
- Implemented Team Lead Program to help create a path for leadership opportunities for Account Executives
- Accomplishments include: 68% Of Team Achieved Quota Regularly, Promoted 2 Sales Representatives to Team Leads, 214% Quota Achievement in 2022, Selected For Presidents Club 2022
Director of Sales - NC
ZipLiens, LLC
05.2020 - 02.2022
- Hired to create a comprehensive sales plan for the new NC territory
- Develop growth strategies, key performance indicators (KPIs), and action steps for the first 90 days and beyond
- Research customer demographics within the litigation sector
- Identify key accounts, potential prospects, and high-value opportunities within the territory by building personal relationships with personal injury attorneys and attending tradeshows and local conferences
- Hit sales goals based on the company's overall objectives, previous performance, and potential growth in the territory
- Engage with key Personal Injury attorneys in the territory to understand their needs, pain points, and how your company's solutions can help
- Built and maintained a healthy sales pipeline, targeting critical PI offices and nurturing long-term relationships
- Implemented a client referral program to enhance new client acquisition
- Demo SaaS offerings to create a high level of product value
- Accomplishments include: Exceeded growth targets by 283% in Q3 & Q4 2020, Averaged 134% to quota in 2021, Averaged ten new key accounts per quarter, Hired and trained 3 Account Representatives
District Manager- Enterprise Sales
Foliot Furniture Pacific
06.2015 - 05.2020
- Hired to promote Foliot and drive expansion within the University/College market across the Southeastern U.S
- Maintained a $7 million annual quota across 180 key accounts
- Use professional networks, referrals, and industry contacts to generate new leads and opportunities
- Research each university's business model, pain points, and needs to tailor the approach
- Work with state facilitators to ensure all RFQs were precise and accurate to each states regulations
- Navigated long sales cycles and built strong relationships with university decision-makers to drive revenue and new client acquisition
- Manage the sales process from cold call to close by leveraging CRM to perform all facets of funnel management, forecasting, and KPIs
- Drove new accounts via prospecting, onsite demos, and University Housing tradeshows
- Accomplishments include: Increased sales revenue from $2 million annually to $7.5 million annually, District Sales Manager Of The Year - 2017 & 2019, President’s Club (3x)
Regional Marketing & Leasing Manager
CA Ventures
04.2013 - 06.2015
- Managed the creative engine behind CA Venture’s marketing and leasing efforts for multiple development properties
- Focused on leasing-up 2 new student housing properties at the University of Oregon
- Pioneered the creation of a forward-thinking, aggressive digital marketing campaign to drive online traffic via social media
- Responsible for hiring a team of 7 Leasing Agents / 2 Marketing Associates
- Created and implemented a consistent employee sales review process to evaluate the results and effectiveness of the sales team
- Developed weekly spiffs to help drive revenue growth and team competition
- Accomplishments include: Boosted sales by 35% in 2013, Hit targeted lease-up date 2.5 weeks early, Improved resident retention rate from 28% annually to 62%
Education
MS, Strategic Communication -
University of Oregon
BA, Philosophy/Religion -
High Point University
Skills
- Microsoft Office
- Salesforce
- SAP
- WordPress
- Google Analytics
- UX/UI
- Gong
- LeadIQ
Awards
- Sales Manager of the Year in 2017 and 2019
- Presidents Club Winner 2016, 2017, 2019, 2022
Timeline
Sr. Sales Manager
Route
04.2023 - Current
Sales Manager
SpotOn
02.2022 - 04.2023
Director of Sales - NC
ZipLiens, LLC
05.2020 - 02.2022
District Manager- Enterprise Sales
Foliot Furniture Pacific
06.2015 - 05.2020
Regional Marketing & Leasing Manager
CA Ventures
04.2013 - 06.2015
MS, Strategic Communication -
University of Oregon
BA, Philosophy/Religion -
High Point University
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