Matthew Barry
Norton,MA
Summary
Sales professional with a background in consultative selling, pipeline management, and contract negotiation across account executive and account management roles. Builds new business, grows existing accounts through renewals and expansion, and maintains strong CRM discipline to improve pipeline visibility and deal execution.
Overview
1
1
Certification
13
13
years of professional experience
Work History
Account Executive
Ludiinc
Nashville, Tennessee
04.2026 - 10.2026
- Built client interest by presenting LudiInc services to decision makers.
- Engaged qualified decision makers through LudiInc service presentations.
- Negotiated contract terms with clients and internal teams to reach favorable agreements.
- Aligned contract terms through client and internal team negotiations.
- Facilitated contract term discussions with clients and internal teams to ensure mutual understanding.
- Enhanced sales pipeline visibility through consistent and timely CRM updates.
Account Executive - Higher Education
3Play Media
Boston, MA
12.2024 - 11.2025
- Consultative Account Executive at 3Play Media. Expert in guiding Higher Education institutions toward ADA/Title II video compliance using accessibility solutions. Drove net new school acquisition and expanded revenue in existing accounts and product lines.
- Conducted discovery calls to evaluate client accessibility needs.
- Identified and contacted potential clients to promote media accessibility services. for media accessibility services and captioning solutions.
- Oversaw and organized sales pipeline in CRM for transcription and localization projects. in CRM for transcription and localization opportunities.
Account Manager - SMB
ZoomInfo
Waltham, MA
03.2022 - 07.2024
- Strategic Account Manager, ZoomInfo SMB. Maximized client ROI by helping small businesses leverage B2B data and sales intelligence for pipeline growth. Conducted product demos, managed renewal risk, and fostered client loyalty for long-term contract expansion.
- Managed SMB renewals and expansions across ZoomInfo customer accounts.
- Built trusted relationships with account stakeholders and decision makers.
- Tracked pipeline activity in Salesforce and CRM tools.
Sales Manager
Connection
Marlboro, MA
08.2019 - 02.2022
- Results-oriented Sales Manager for Connection, Inc., skilled in B2B IT solutions and team development. Achieved revenue growth by managing sales pipelines and coaching Account Managers to meet high-growth sales targets across hardware, software, and services.
- Developed territory plans for hardware, software, and services sales.
- Oversaw and organized the sales pipeline for technology solutions at Connection to ensure smooth operations.
- Built client relationships across enterprise accounts and procurement teams.
Sales Coach
Connection
Marlboro, MA
12.2017 - 08.2019
- Coached Account Managers at Connection, Inc. to maximize B2B IT sales growth through targeted, one-on-one coaching, skill development, and strategic training (Challenger method).
- Guided sales teams through product knowledge and solution positioning
- Trained sales representatives on effective consultative selling techniques during team workshops.
- Reviewed customer calls and provided performance feedback
Account Manager
Connection
Marlboro, MA
01.2017 - 12.2017
- Prospected 60+ accounts daily, managed B2B sales cycles, and built long-term relationships for IT hardware, software, and services solutions as Inside Sales Account Manager for Connection, Inc.
- Managed Connection client accounts through daily communication and service coordination.
- Reviewed customer needs and recommended technology options.
- Developed quotes for hardware, software, and service solutions.
Substance Abuse Counselor
Spectrum Health Systems
Norfolk, MA
09.2013 - 01.2017
- Delivered trauma-informed treatment as Specialized Substance Abuse Counselor in correctional environment (MCI-Norfolk). Led group sessions and developed recovery and reentry plans for Spectrum Health Systems.
- Conducted substance use assessments for outpatient and residential treatment clients.
- Developed treatment plans using Spectrum Health Systems counseling standards.
- Facilitated individual counseling sessions for recovery and relapse prevention.
Education
Bachelor's Degree - Criminal Justice
Westfield State University
Westfield, MA06-2013
Skills
- CRM Proficiency, Prospecting and lead generation, Forecasting, Pipeline Management, Negotiation & Closing, Relationship Building, Active Listening, Persistence, Strategic Initiatives, product knowledge, SaaS, salesforce, Customer Success, Mentoring, leadership, customer-facing
- Salesforce CRM
- Pipeline forecasting
- Contract negotiation
- Consultative selling
Personal Information
Title: Account Executive, Account Manager, Customer Success, Sales Leadership
Certification
- Challenger Sales Methodology Challenger 2021-08
- MEDPICC Sales Methodology MEDDICC 2022-08
- MEDDPICC Sales Methodology 2026
Timeline
Account Executive
Ludiinc
04.2026 - 10.2026
Account Executive - Higher Education
3Play Media
12.2024 - 11.2025
Account Manager - SMB
ZoomInfo
03.2022 - 07.2024
Sales Manager
Connection
08.2019 - 02.2022
Sales Coach
Connection
12.2017 - 08.2019
Account Manager
Connection
01.2017 - 12.2017
Substance Abuse Counselor
Spectrum Health Systems
09.2013 - 01.2017
Bachelor's Degree - Criminal Justice
Westfield State University