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
Charlotte, NC
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
Charlotte, NC
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
Charlotte, NC
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
Montreal, CA
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
Eugene, OR
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