Kosi Ukwu
Houston,TX
Summary
Enterprise account executive with over 10 years of B2B SaaS sales expertise, specializing in closing six- and seven-figure deals in legal tech, data privacy, AI-enabled platforms, martech, and supply chain SaaS. Proven ability to navigate complex multi-stakeholder transactions with ACVs ranging from $90k to $200k, effectively engaging C-suite decision-makers. Utilizes MEDDPICC and Challenger Sale methodologies to shorten sales cycles and successfully displace competitors. Demonstrates executive-level presence and structured negotiation skills to enhance credibility and drive results.
Overview
10
10
years of professional experience
1
1
Certification
Work History
Enterprise Account Executive
DocJuris
Houston, Texas
10.2024 - 12.2025
- Developed strategic proof-of-concept programs and multi-stakeholder presentations to compress decision timelines.
- Leveraged established C-level relationships to enhance AI governance committee evaluations and resolve integration concerns.
- Presented ROI case to internal leadership, overcoming budget gaps and securing multi-year expansion clauses.Closed largest deal in company history, securing $133,600 annual contract value with Siemens through seven-month MEDDPICC-led sales campaign.
- Scaled average deal size by 300%, increasing annual contract value from $18,000 to $120,000 by redesigning sales motion.
- Secured $96,000 annual contract value three-year enterprise agreement with Indiana University Health in 90 days using co-sell strategy with technology partner Ntracts.
- Accelerated closing of $48,000 Relive Life Sciences contract to 40 days by engineering phased implementation structure.
- Established first centralized AI-powered contract workflow at global industrial conglomerate, displacing manual processes.
- Developed strategic proof-of-concept programs and multi-stakeholder presentations to compress decision timelines.
- Leveraged established C-level relationships to enhance AI governance committee evaluations and resolve integration concerns.
- Presented ROI case to internal leadership, overcoming budget gaps and securing multi-year expansion clauses.
Enterprise Account Executive
Contently
New York, New York
08.2023 - 10.2024
- Drove 87% full-year attainment against $1M annual quota by tripling outbound prospecting velocity.
- Executed multi-channel ABM sequences targeting CMO, VP of Marketing, and CFO stakeholders through personalized outreach.
- Closed $137,000 ACV with ezCater by developing persona-specific value narratives for CMO and Head of Content.
- Secured $140,000 ACV with Pinnacle Financial via an ABM campaign across 186 Texas financial institutions.
- Increased SQL conversion rate 22%, contributing $3M to $5M in qualified pipeline.
- Reduced lead response time to under 4 hours across 180+ outbound opportunities per quarter.
- Improved forecast accuracy through Salesforce automation and outreach sequencing without SDR support.
Commercial Account Executive
Pluralsight
Lehi, Utah
07.2022 - 12.2022
- Closed $77,000 with Butterball in under 120 days by leveraging new CIO hire as trigger event.
- Utilized personalized video to address technical skill gaps and expedite discovery for economic buyer.
- Secured $53,000 with Baldwin Risk Partners through AWS co-sell partnership and existing cloud relationship.
- Led full sales cycle by demonstrating ecosystem-first approach, enhancing trust and reducing procurement friction.
- Generated $1.2 million qualified pipeline with 44% conversion rate, closing eight new logos.
- Achieved 63% quota attainment within six months, including $60,000 win with Children's Healthcare of Atlanta.
- Linked digital transformation with cloud architecture upskilling ROI to secure executive approval.
Senior Account Executive
TrustArc
Walnut, California
03.2021 - 06.2022
- Closed $129,000 ACV with Gojo Industries and $116,000 ARR with Puppet Inc. by navigating CISO, CIO, IT director, and legal buying committee to create a proof-of-concept addressing e-commerce compliance gaps.
- Developed a risk mitigation business case with Puppet's Director of Data Privacy to position TrustArc as essential compliance infrastructure.
- Secured $96,000 contract with Eagle Professional Services by demonstrating superior DSAR functionality to General Counsel and CPO, supported by competitive analysis highlighting faster time-to-value.
- Increased win rates by 23% for opportunities over $100,000 while generating $4 million to $6 million in qualified pipeline through Salesforce and Gong.io data tracking.
- Refined ideal customer profile targeting and adjusted competitive messaging in real-time based on shifts in data privacy regulations.
- Established systematic approach for engaging CISO, CPO, and DPO-led enterprise evaluations to enhance sales effectiveness.
- Delivered compelling presentations that addressed compliance audit risks unmatched by competitors, securing key client trust.
- Utilized competitive proof points to differentiate offerings and drive strategic conversations with stakeholders.
Account Executive
Plantgistix
Houston, Texas
06.2018 - 03.2020
- Executed territory growth plan, generating $1.1M in new revenue from a greenfield area.
- Developed $5M to $8M in qualified pipeline by targeting VP-level operations and procurement.
- Converted cold call into $420,000 ARR agreement with Sekisui, establishing long-term partnership.
- Facilitated structured discovery to surface supply chain pain points, delivering cost-saving solutions.
Senior Account Executive
Avetta
Lehi, Utah
04.2016 - 04.2018
- Achieved 130% quota attainment, generating over $500,000 ARR for Gulf Coast region.
- Executed disciplined territory plan targeting energy construction and industrial sector enterprise accounts.
- Closed $380,000 deal with Lemoine Company by implementing executive sponsorship strategy.
- Aligned internal leadership with EHS and procurement stakeholders to drive ROI measurement.
- Streamlined pre-qualification workflows to enhance safety risk reduction efforts.
- Secured C-level commitment in relationship-driven market through strategic outreach.
- Focused on vertical-specific prospecting to identify key opportunities within targeted sectors.
Education
Bachelor of Arts - Marketing
University of Tennessee, Chattanooga
Chattanooga08-2011
Skills
MEDDPICC / MEDDICC
Challenger Sale
Value Selling
Complex sales cycles (6 to 12 months)
Multi-stakeholder buying committees
Pipeline management
Competitive displacement
Co-sell and channel partnerships
Legal Tech
Data Privacy and GRC Compliance
Martech, EdTech and Skills Development
Supply Chain and Logistics
Salesforce
HubSpot
Gong
Outreach
LinkedIn Sales Navigator
Apollo
ZoomInfo
Timeline
Enterprise Account Executive
DocJuris
10.2024 - 12.2025
Enterprise Account Executive
Contently
08.2023 - 10.2024
Commercial Account Executive
Pluralsight
07.2022 - 12.2022
Senior Account Executive
TrustArc
03.2021 - 06.2022
Account Executive
Plantgistix
06.2018 - 03.2020
Senior Account Executive
Avetta
04.2016 - 04.2018
Bachelor of Arts - Marketing
University of Tennessee, Chattanooga