MASON POWERS
Salt Lake City,UT
Summary
Energetic professional with solid experience in leadership roles. Adept at implementing strategic business plans, driving growth and improving operations. Skilled in strategic planning, identifying opportunities and implementing practical business strategies with commitment to staying informed about latest trends, technologies and best practices.
Overview
14
14
years of professional experience
Work History
Chief Revenue Officer
Rowbot Software, Inc.
01.2021 - Current
- Developed and executed Rowbot's go-to-market strategy to drive company success in exceeding revenue and profitability goals.
- Scaled product offerings with emphasis on revenue growth, operational efficiency and speed of execution.
- Drove operational excellence at every stage of sales funnel and buyer journey and developed innovative strategies to sell to existing partners and value-added resellers.
- Won first partner/re-seller agreement, bringing in $500K in year 1 and $2M in partner sales by end-of-year 2 (2023).
- Succeeded hiring key roles, such as Chief Operating Officer, VP of Sales & Alliances for EMEA, and Marketing & Alliances Manager for Latin America.
- Devised and presented business plans and forecasts to board of directors.
- Founded performance- and merit-based evaluation system to assess staff performance.
- Managed financial, operational and human resources to optimize business performance.
Vice President of Sales / Head of Commercial
Vaticle Ltd.
01.2020 - 01.2021
- Crafted overall account sales strategies and coordinated activities of sales executives to achieve revenue goals.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Increased meeting conversion rates of inbound leads from 5% to 35% in 6 months, generating $1M+ in pipeline from outbound prospecting in same period. Resulting in opportunities with Rolls Royce, Johnson & Johnson, AT&T, US Air Force, and AstraZeneca.
- Completed evaluation, purchase, and deployment of first sales enablement platform (ZoomInfo).
- Produced outbound sales collateral, such as whitepapers, presentations, blogs, and articles, by researching, writing, and editing engaging and informative content.
- Performed monthly sales forecasting and competitive analysis to determine product performance levels and need for new product developments.
- Developed short and long-term sales strategies to gain market share, uncover new sales opportunities and increase revenue.
- Conducted research and analysis to determine brand positioning and messaging in support of corporate brand change.
Vice President of Sales
BT Mack Technology Group
01.2019 - 01.2021
- Developed sales strategies, coordinated activities and staffed Account Executive function - annual sales revenue increased 300% year-over-year.
- Initiated and staffed Inside Sales function - qualified monthly meetings increased by 600%.
- Developed and helped staff Technical Support function - customer ticket resolution time decreased by 250%.
- Created and staffed Administrative Assistant role, saving $200K annually through proper resource allocation.
- Accomplished first CRM (Salesforce.com) deployment, from evaluation, procurement, to training and adoption.
- Created sales training and onboarding program for all new hires in sales and technical support functions.
- Created sales compensation plans to attract high-value talent.
- Created company social media accounts and hired 3rd party service to manage.
- Increased CAGR 210% in first year.
Head of Sales & Market Development
Nearmap
01.2017 - 01.2018
- Developed Market Development Representative (MDR) function which enabled average lead follow-up time to shrink from 24 hours to 45 minutes.
- Contributed $8 million in qualified pipeline within first fiscal year by analyzing historical and current opportunities, identifying over $6 million in opportunities previously disqualified due to poor analysis.
- Accomplished increased activity of MDR team by 250% from first-half of fiscal year vs second-half.
- Automated inbound lead management processes and lead form data enrichment, enabling targeted industry and persona demand generation programs while decreasing operational expenses.
- Developed Sales Development Representative (SDR) function, focusing on outbound prospecting to targeted accounts in support of Strategic Account team.
Sr. Account Executive
MarkLogic
01.2016 - 01.2017
- Achieved 104% of sales goal FY2017.
- Increased Annual Recurring Revenue and Total Contract Value in named accounts by 150% in support of MarkLogic's 'Land & Expand' strategy.
- Secured Standards level opportunities with FedEx SVP of IT and Calpine CTO - MarkLogic positioned as NoSQL database standard within named accounts.
- Identified and created opportunities within assigned region by tracking and analyzing usage, downloads, engagement and perceived interest in prospective accounts.
- Co-created 'Operation Overlord' - lead qualification program leading to 62% in qualified pipeline growth.
- Leader of Opportunity Management Program using Revegy/Infomentis Methodology,
- Leader in top of funnel programs using channel and inside sales.
- Trained and mentored new hires, new alliance sales teams, and promising inside sales talent.
Account Executive
MarkLogic
01.2014 - 01.2016
- Acquired FedEx Services as new customer in 2014, sales of $500K in LFYM & Services, selling with AWS cloud deployment.
- Acquired Calpine Corporation as new customer in 2014, sales of $1.2M in LFYM & Services.
- Acquired Elevate Credit Service, LLC as new customer in 2014, selling on company's first subscription-model.
- Accomplished 98% of sales goal FY2016.
- Achieved 95% of sales goal FY2015.
- Accomplished 90% of sales goal FY2014.
- Co-founded Houston Energy Data Science Meet-up group for lead generation and brand development.
- Originated and managed corporate membership with Professional Petroleum Data Management Association.
Sr. Market Development Representative
MarkLogic
01.2013 - 01.2014
- Achieved 155% of sales qualified lead generation goal FY2013, led to $12M in qualified pipeline.
- Created and delivered new Inside Sales/Market Development training program.
- Member of transition team for new outsourced Inside Sales function
- Member of evaluation team for data providers and tools (RainKing, Discovery.org, LinkedIn Sales Navigator, Hoovers, and Crush Reports).
Market Development Representative
MarkLogic
01.2010 - 01.2013
- 120% of sales qualified lead generation goal FY2012, led to $9M in qualified pipeline.
- 130% of sales qualified lead generation goal FY2011, led to $5M in qualified pipeline.
- 145% of sales qualified lead generation goal FY2010, led to $4M in qualified pipeline.
- Executed 100-150 cold calls/emails to prospective target accounts per day.
Education
Bachelor of Arts - International Business Management
05.2004
International Business Management
12.2003
Skills
- Strategic planning
- Channel partnerships
- Data-driven decision making
- Territory management
- Product positioning
- Cross-functional collaboration
- Competitive intelligence
- Lead qualification
- Business development
- Sales technology
Consulting Summary
- 2018 - Present, GLG Consultants, Consulting Engagements.
Advised multiple private equity firms on strategic initiatives to improve the performance, scale and profitability of their portfolio companies, primarily those in the technology, enterprise software, and software-as-a-service industries., Provided valuable insights and recommendations through research and analysis and career experience that has led to repeat engagements from satisfied clients., Succeeded by applying traditional research and analysis methods, as well as leveraging today's cutting-edge advancements in artificial intelligence, e.g. large language models, generative AI, and AI agents.
- 2018 - Present, Coleman Research Group, Inc., Consulting Engagements.
Delivered expert advice and feedback to asset management and private equity firms with investments in high resolution aerial imagery, software-as-a-service, NoSQL database management systems, cyber security, and unified communication associated funds or organizations.
Technology Skills
- Microsoft Office Suite Power User: Word, PowerPoint, Excel, Outlook
- Google Workspace, Google Gmail, Google Sheets, Google Docs
- Business Intelligence Software: Tableau, Excel, IBM Cognos, Google Sheets, Miro, Lucidchart
Hobbies and Interests
- Parenting
- Coaching
- Soccer
- Golf
- Saxophone
- Traveling
- Reading
- Artificial Intelligence
- Cooking
- Skiing
- Hiking
- Camping
Trainings
Winning by Design (SaaS sales training)
Valkyrie Battle Plan Sales Training
Customer Centric Selling
Solution Selling
Own the Room Communication Training
Infomentis & Revegy Discovery and Influencer Mapping
CEB Challenger Sell and Challenger Buyer Training
VITO Letter Writing
Timeline
Chief Revenue Officer - Rowbot Software, Inc.
01.2021 - Current
Vice President of Sales / Head of Commercial - Vaticle Ltd.
01.2020 - 01.2021
Vice President of Sales - BT Mack Technology Group
01.2019 - 01.2021
Head of Sales & Market Development - Nearmap
01.2017 - 01.2018
Sr. Account Executive - MarkLogic
01.2016 - 01.2017
Account Executive - MarkLogic
01.2014 - 01.2016
Sr. Market Development Representative - MarkLogic
01.2013 - 01.2014
Market Development Representative - MarkLogic
01.2010 - 01.2013
Southwestern University - Bachelor of Arts, International Business Management
Universität Pompeu Fabra - , International Business Management