JUSTIN KRAMER
Summary
Accomplished Enterprise Sales Professional with 10+ years of experience in software consulting sales and 20+ years in sales/management. Strong and steady track record of overachieving sales quotas. Experience in fast growth Unicorn, Public, Fortune 100 and multiple IPO companies. Seasoned leader with impeccable integrity and ethics - always people and company first. Excels in fast-paced, demanding sales environments. Focused on meeting client enterprise technology needs with best product selection while leveraging account expansion opportunities and new business development. Proven record in landing and satisfying high-value business accounts. History of managing a $2M+ book of business and consistently pursuing new prospects.
Overview
22
22
years of professional experience
Work History
Enterprise Account Executive
Qualtrics
01.2022 - Current
- Generated new leads through personal business development, networking and cold calling.
- Qualified leads, built relationships and executed sales strategies to drive new business.
- Articulated and demonstrated products, product concepts, responded to questions, redirected concerns and overcame objections to close sales.
- Built and cultivated healthy pipeline of new leads interested in partnering with company to solve their pain.
- Asked appropriate questions to identify prospects' needs and pinpoint solutions for best fit.
- Collaborated with internal teams to develop account strategy.
- Developed creative solutions to meet individual client needs.
- Conducted integrated sales presentations to illustrate value of product and services and tailor call-to-action.
- As needed, developed a business value assessment to help champions sell the solution internally to get necessary budget approvals
- Executed continued successful sales strategies to convert leads into customers.
- Collaborated with customers to learn business operations, understand goals, objectives and processes to meet client business needs and capitalize on upselling and cross-selling opportunities.
XM West Account Executive
Qualtrics
01.2021 - 01.2022
- (promoted to AE6) – was recommended to this team by my manager as the most qualified rep on his team in in 2020 to move to bigger and more strategic accounts
Senior Account Executive - Mid Market
Qualtrics
10.2019 - 01.2021
- Top performer on the team during ramp and after being fully ramped
Managing Partner
Keystone Estates, LLC
01.2005 - Current
- Run a small portfolio of personally owned multi-unit and single family real estate investment portfolio, both short term and long term rentals.
- Controlling interest of the multi-unit rental properties for the purpose of financial gains through rental/equity growth, and write offs
- Grown original investment by 4500% and over 20% annually.
Senior Account Executive
Pluralsight
03.2017 - 10.2019
- Consultative & educational sales methodology to close active and net new B2B SaaS sales
- Consulting with C-Suite IT Leaders as a strategic skills development partner with our tech skills platform and professional services offerings
- Consistently meeting and exceeding sales expectations
- Successfully develop and work to close/win pipeline with an independent territory
- Aligning with CSM, BDR and SA resources as well as Executive leadership sponsors to create success as the CEO of my territory, earning the trust and business of my clients
- Quota/President's Club 2017, over 130% of annual quota attainment while ramping up
- Quota Club 2018 – promoted to Senior Commercial (larger accounts) Team.
Senior Account Executive
Solutionreach
09.2016 - 08.2017
- Consultative & educational sales methodology to close prospecting businesses
- B2B SaaS sales
- New customer acquisition
- Consulting clinical practices on increasing patient satisfaction, office efficiency, online presence and reputation
- Top 20% of company in Q4 2016, on quota attainment, while ramping up
- Quota attained through end of 2017 tenure.
Team Leader - Sales Development
Domo Inc
01.2014 - 01.2016
- Development Hunting, bringing in new clientele, finding decision maker, creating interest and opening doors
- Challenger sales approach
- Working with Account Executives to continue the sales cycle through to close, won or lost
- Leading a team of ADMs to ensure they achieve quota and metrics
- Enable them with additional training on a regular basis
- Top Corporate Territory in sales achieved in 2016
- Top 5 ACV attribution for all corporate ADHs in 2015, Top 2 in 2016 at time of departure
Senior Account Development Manager
Adobe Systems Incorporated
01.2012 - 01.2014
- Responsible for creating new client business and cross-selling current clients into other Adobe SAAS solutions
- Quota bearing role
- Hit over 100% of quota in 2013 & 2014.
Sales Manager
Prosper Incorporated
01.2003 - 01.2012
- Responsible for enabling my team to reach or exceed allocated sales quotas through training, supervision and assists in closing business
- Top fifteen percent of income earners on the sales floor 7 years straight
- Top Closer Awards for Dollar volume
- President's Club attainment, top salespeople elite group.
Safe Home Security/Pinnacle Security
01.2002 - 01.2003
Education
No Degree - Studying Towards Bachelors of Business Management
Utah Valley University, Utah Valley State College Back
Orem, UTNo Degree - Business Management
Clark College
Vancouver, WASkills
- High Impact Proposal Presentations
- Business Development and Planning
- Sales Strategies
- Sales Records Management
- Product and Service Sales
- Negotiation and Persuasion
- Customer Presentations
- Sales Expertise
- Strong Presentation Skills
- Pipeline Development
- Customer Relationships
- Sales Quota Achievement
- Tax Computing
Accomplishments
- Promoted Internally multiple time in last two companies I've worked for through stellar sales performance
- Achieved Presidents Club Status 2x and Quota club 4x in the last 5 years
- Eagle Scout
- Leadership calling required high trust and significant amounts of service hours, in my church congregation (non-paid)
- Collaborated with team of [Number] in the development of [Project name].
Mountain Biking, Running, Lifting, Pickleball, Boating, UTV
I love outdoor hobbies like Mountain Biking, Hiking, Running, Basketball and Pickleball. I love exercising. I love boating and taking out the UTV with family and friends. I'm married with 4 children. They are my life, pride and joy.
Timeline
Enterprise Account Executive
Qualtrics
01.2022 - Current
XM West Account Executive
Qualtrics
01.2021 - 01.2022
Senior Account Executive - Mid Market
Qualtrics
10.2019 - 01.2021
Senior Account Executive
Pluralsight
03.2017 - 10.2019
Senior Account Executive
Solutionreach
09.2016 - 08.2017
Team Leader - Sales Development
Domo Inc
01.2014 - 01.2016
Senior Account Development Manager
Adobe Systems Incorporated
01.2012 - 01.2014
Managing Partner
Keystone Estates, LLC
01.2005 - Current
Sales Manager
Prosper Incorporated
01.2003 - 01.2012
Safe Home Security/Pinnacle Security
01.2002 - 01.2003
No Degree - Studying Towards Bachelors of Business Management
Utah Valley University, Utah Valley State College Back
No Degree - Business Management
Clark College