Matt Larson
Hastings,MN
Summary
Dynamic and result-oriented sales leader with expertise in SaaS, HR Tech, and financial industry and driving revenue growth. Skilled in prospecting and acquiring new customers, sales cycle management, and achieving organizational objectives. Demonstrated track record of developing business and overseeing key accounts in human capital management and financial industries, including human resource management, payroll, benefits, pre-employment, and retirement services. Adept in identifying customer requirements and providing viable solutions. Focused on increasing sales and market share. Effective communicator, known for building long-term business relationships with senior leaders, cross-functional teams, customers, and other stakeholders.
Overview
22
22
years of professional experience
1
1
Certification
Work History
National Account Executive - Large Enterprise
CareerBuilder
Chicago, IL
01.2019 - 01.2023
- Oversaw business valued at $1.2M+ along with driving initiatives to acquire new logo accounts
- Collaborated with CFO, CHRO, and other talent management leaders to develop and implement strategies focused on increasing ROI, decreasing cost per hire, and improving hiring process
- Built and maintained strong relationships with clients with aim to grow existing accounts and successfully contest for potential business opportunities, and enhance overall account performance
- Delivered target of $1.2M in client retention revenue and growth in 2020
- Ranked in top 2% within organization in replacement revenue and growth and received President Club Award in 2021
- Managed business of $1.3M and ranked in top 3% of all sales representatives in replacement rate in 2022
- Earned position in top 5% of all sales representatives with respect to pipeline growth and activity for three consecutive years - 2020, 2021, and 2022
Regional Sales Manager - Gig Economy/OnDemand Vertical
Sterling Talent Solutions
New York, NY
01.2018 - 01.2019
- Led initiatives to identify and acquire new Gig accounts across the US while supervising end-to-end process of selling background SaaS-based screening services allowing API integration
- Collaborated with VAR partners to provide value-enhancement by offering organization's services and products
- Supported clients in implementing platform to ensure complete integration and quality service
- Leveraged Salesforce to manage sales activities and process contracts
- Attained 20% growth in new business by consistently achieving assigned targets
- Generated $3M in pipeline growth within six months of joining organization
- Successfully produced 10 new logos in a span of 12 months
- Identified and acquired largest single opportunity worth $2M in pipeline sales
- Researched and found new companies to add to total addressable market, thus increasing potential customer base
Regional Sales Manager, MN, IN, MI
Cornerstone on Demand
Santa Monica, CA
01.2015 - 01.2017
- Directed sales of Cornerstone's Unified Talent Management solution across three assigned states with focus on acquiring new clients with employee strength between 500 - 5,000 while leading sales support resources comprising of solution consultants, solution architects, and account development representatives
- Utilized Salesforce to manage end-to-end sales process starting from initial prospecting to closing sale
- Conducted industry research to identify potential customers and gain access to decision makers with the aim to create value propositions for CFO and HR executives
- Partnered with clients to find viable solutions for supporting business growth and achieving organizational objectives
- Attained position in top 10 among all mid-market regional sales managers for consistently delivering targets
- Produced highest number of logos within 11 months in mid-market segment in 2016
- Acquired at least one new logo every quarter for six consecutive quarters
- Delivered $400K of assigned target of $700 within six months in 2017
Major Account Executive, MN, ND, SD, MI
Ceridian
Bloomington, MN
01.2012 - 01.2015
- Drove sales of HCM solution across four assigned states with aim to secure business from organizations with 1,000 or more employees
- Engaged with CFOs and HR executives from multiple industries to understand needs, goals, and objectives and provide solutions to improve efficiency and enhance effectiveness
- Supervised complete sales process, including prospecting, discovery, consultation, solution development, and client presentation
- Delivered 111% of allotted annual target by generating more than $1M in revenue by third quarter in 2014
- Selected to join Presidents Club in 2014 for achieving 125% of assigned target
Major Account Executive - Financial Systems
Lawson Software
St. Paul, MN
01.2011 - 01.2012
- Company Overview: (Purchased by Infor in 2012)
- Role was to sell Lawson financial and accounting software to companies throughout upper Midwest
- Managed the entire sales process combined with managing the implementation goals as well
- Worked with companies to identify needs and challenges with current systems to achieve business goals and objectives for client
- Was able to cross-sell Lawson HCM suite when identified an additional need or goal of prospect
- Was able to sell revenue in every QTR after completion of training
- Developed and grew a net new sales pipeline of qualified opportunities to almost 4.5 million
- Worked directly with CFO's and Finance Executives to identify the financial software needs and gaps effecting their accounting operations
- Was on pace for quota achievement of 1.2 million prior to sale to Infor
- (Purchased by Infor in 2012)
National Account Manager - MN, WI, IA
Empower Software
Orlando, FL
01.2010 - 01.2011
- Accountable for selling human capital solutions, managing all aspects of the account from sale through implementation
- Work with customer base to promote and cross-sell other Empower solutions to achieve business goals
- Clients include a diversified client base including large technology, healthcare, financial and retail industries
- Accounts include Target, 3M, Taylor Corporation, Blue Cross and United Health Group
- Cover all aspects of the sales process at the 'C' level including cold calling, industry references, tradeshows and webinars
- Use a consultative sales process (e.g., Miller Heiman, Solution Selling) to determine sales and cross-sale opportunities
- Responsible for gaining new mid and large clients with over 1,000 employees and managing all aspects of the account
- Selected to Employee Advisory Council to help improve business processes
National Account Manager - MN, ND, SD
Stromberg
Lake Mary, FL
01.2007 - 01.2009
- Company Overview: (Purchased by Kronos in 2009)
- Responsible for selling time and labor management solutions to mid-market and national accounts
- Also responsible for all account management activities for new sales from contract negotiations, through implementation, and go-live strategy
- Clients I worked with HealthEast Hospital, Douglas County Hospital, Woodbury Health Systems and Medtronic
- Achieved territory annual quota of over $1.2 million encompassing 3 states
- Rank in top 10% of reps across the country
- Responsible for account management from pre-sale, sale, implementation, go-live and cross sale opportunities
- Generated almost 30% growth in pipeline
- Consistent leader in quota attainment and account retention
- (Purchased by Kronos in 2009)
National Account Manager
Paxar, Inc
White Plains, NY
01.2004 - 01.2007
- Responsible for managing accounts in a 5-state region to implement and adapt new inventory control solutions to improve operational efficiency and control costs
- Responsible for large named accounts such as Target, Best Buy, SuperValu, Blue Cross and UHG
- Also responsible for managing a large network of dealer distributors throughout region
- Developed an account plan to help clients convert from old technology to new technology to achieve greater efficiency
- Achieved a nearly 50% growth in designated territory in two years
- Crown Club winner, awarded annually to quota achievers
- Ranked #2 overall in sales in 2005, #6 in 2006 (out of 25)
- Expanded sales growth in account base by 20% in 2005 and 2006
National Account Executive
Ceridian
Bloomington, MN
01.2001 - 01.2004
- Responsible for all aspects of selling human capital solutions to mid-market companies with employees counts of 500 - 3,000
- Responsible for managing entire client engagement from sales through implementation and continued revenue growth through cross selling additional Ceridian solutions
- Also worked with accounts to gain user acceptance and adaption
- President Club winner each year of eligibility by earning 100% of quota
- 70% sales each year from new business while I drove another 30% through cross sale of current accounts
- Responsible for retention and sales of software and services to prospects across multiple industries with revenue in excess of $650k
- Successfully completed extensive sales training programs on effective prospecting, closing, and account management strategies
Education
Marketing, Management, Finance, Statistics, & Economics
University of North Dakota
Skills
- Sales Cycle Management
- Market Expansion
- Consultative Selling
- Business Development
- Revenue Generation
- Pipeline Management
- Project Management
- Cross-Functional Collaboration
- Client Relationship Management
Websites
Certification
- Strategic Sales and Sales Management Training, Miller Heiman - Ceridian
- Challenger Sales Training - Empower
- Sandler Sales Training - Cornerstone onDemand
- Solution Selling Sales Training - Lawson Software
- Corporate Visions Sales Training - Ceridian
- Telemasters Telemarketing Sales Training - Ceridian
Affiliations
- American Payroll Association (APA), Member
- Society of Human Resources Managers (SHRM), Member
- University of North Dakota Football Team
Timeline
National Account Executive - Large Enterprise
CareerBuilder
01.2019 - 01.2023
Regional Sales Manager - Gig Economy/OnDemand Vertical
Sterling Talent Solutions
01.2018 - 01.2019
Regional Sales Manager, MN, IN, MI
Cornerstone on Demand
01.2015 - 01.2017
Major Account Executive, MN, ND, SD, MI
Ceridian
01.2012 - 01.2015
Major Account Executive - Financial Systems
Lawson Software
01.2011 - 01.2012
National Account Manager - MN, WI, IA
Empower Software
01.2010 - 01.2011
National Account Manager - MN, ND, SD
Stromberg
01.2007 - 01.2009
National Account Manager
Paxar, Inc
01.2004 - 01.2007
National Account Executive
Ceridian
01.2001 - 01.2004
Marketing, Management, Finance, Statistics, & Economics
University of North Dakota