Summary
Overview
Work History
Education
Timeline
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Josie Jones

Summary

Strategic Sales Leader with 7+ years of leadership experience and 12+ years in sales, building high-performing teams and scalable sales motions across acquisition, expansion, and retention. Proven track record hiring and developing sales talent, leading complex enterprise deals, and driving rigorous forecasting and pipeline management. Combines a hands-on player-coach approach with deep MEDDPICC expertise to deliver consistent results, develop talent, and build a culture of accountability and excellence.

Overview

12
12
years of professional experience

Work History

Sales Manager, Strategic Agency

Sprout Social
04.2024 - 07.2026
  • Led and rebuilt a team of 5+ Strategic AEs — recruiting and integrating 3 top-tier reps — to drive $5M annually in TCV, including deals averaging $75K+ ACV across acquisition and expansion
  • Acted as executive sponsor on high-impact deals while maintaining 90%+ forecast accuracy and improving team attainment from 74% to 94% through MEDDPICC qualification, structured deal reviews, and consistent coaching
  • Designed and launched the company’s first Enterprise Agency role; advanced global procurement to final-stage MSA negotiations with 3 major agency holding companies, representing $5M+ in combined contract value
  • Led a team of 4 agency CSMs, achieving an 87% renewal rate, and strengthening cross-functional alignment to protect and expand strategic accounts
  • Scaled an agency referral network driving $25K MRR, aligning cross-functionally with internal Enterprise AE teams to co-sell and close referred account

Sales Manager

Instawork
06.2023 - 03.2024
  • Led and coached a team of 8+ AEs to drive proactive prospecting, pipeline generation, and consultative selling
  • Provided strategic deal support on high-value opportunities averaging $30K, helping reps navigate complex sales cycles and achieve revenue targets
  • Drove adoption of Instawork’s sales methodology, including SPIN Selling, through targeted coaching and structured deal reviews
  • Owned weekly forecasting and executive reporting, providing visibility into pipeline, risks, and revenue performance

Sales Manager, Enterprise

Upwork
10.2022 - 05.2023
  • Generated $2M in incremental annual revenue across a portfolio of 36 Enterprise customers through strategic expansion and account growth
  • Achieved 34% QoQ revenue growth by developing and executing a data-driven sales strategy across expansion and renewals
  • Built and led a net-new Enterprise sales team of 7 direct reports, owning recruiting, onboarding, coaching, and performance management
  • Collaborated with Sales Enablement, Customer Success, Talent Management, and other teams to develop and implement initiatives enhancing team performance and customer growth

Senior Sales Manager, Mid Market

Upwork
02.2020 - 10.2022
  • Built and scaled a Mid-Market sales team from 4 to 8 AEs through continuous recruiting and hiring, while developing talent and driving 8 promotions over two years
  • Managed $25M in gross volume in Q3 2022, driving 10% QoQ revenue growth through disciplined pipeline and account management
  • Collaborated with Product and Marketing to launch new products and pricing strategies for high-value customers, identifying opportunities that increased adoption and revenue growth
  • Partnered with Sales Operations to drive adoption of Outreach, Anaplan, Gong, and sales methodologies including MEDDPICC, strengthening team productivity and sales execution

Account Executive

Upwork
10.2018 - 02.2020
  • Increased portfolio's YoY monthly revenue growth from 9% to 63% in 11 months by identifying upsell opportunities and expanding relationships with existing clients
  • Consistently achieved monthly performance targets of 32 client meetings, 600 outbound dials, and 20 client activations, demonstrating disciplined prospecting and pipeline generation
  • Selected by peers to represent the team on a leadership council, partnering with senior leaders to surface ideas and influence team strategy

Division Director

Robert Half
11.2017 - 09.2018
  • Led and coached a team of 5 while managing a full recruiting desk and driving individual and team revenue performance
  • Generated $1M+ in cumulative revenue during tenure, earning promotion to Assistant Vice President
  • Ranked among the top 15% of Creative Group representatives nationwide

Senior Account Manager

Robert Half
05.2014 - 11.2017
  • Cultivated relationships with key decision-makers and senior executives to address staffing needs, resulting in $290K in annual revenue

Education

Bachelor of Arts - Journalism and Mass Communication

University of Iowa
05-2011

Bachelor of Arts - Psychology

University of Iowa
05-2011

Timeline

Sales Manager, Strategic Agency

Sprout Social
04.2024 - 07.2026

Sales Manager

Instawork
06.2023 - 03.2024

Sales Manager, Enterprise

Upwork
10.2022 - 05.2023

Senior Sales Manager, Mid Market

Upwork
02.2020 - 10.2022

Account Executive

Upwork
10.2018 - 02.2020

Division Director

Robert Half
11.2017 - 09.2018

Senior Account Manager

Robert Half
05.2014 - 11.2017

Bachelor of Arts - Journalism and Mass Communication

University of Iowa

Bachelor of Arts - Psychology

University of Iowa

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Josie Jones