MICHAEL C. WHALEN
Fort Mill,SC
Summary
Enterprise sales leader with nearly 30 years of experience in complex, regulated customer environments across public sector and federal civilian agencies. Overachieved quota at 130%+ for four consecutive years while leading executive stakeholder engagement and full-cycle enterprise software and cloud sales. Builds and sustains high-performance sales teams through effective recruiting, coaching, and cross-functional collaboration.
Overview
8
8
years of professional experience
Work History
Sr. Sales Director / Area Director, Federal Civilian Customer Success Services
Oracle
01.2022 - Current
- Direct sales strategy and go-to-market execution for the Federal Civilian public sector, leading and developing a team of Account Executives against aggressive revenue and growth targets.
- Recruited, hired, and coached the entire sales team, establishing high-performing, accountable organization that consistently exceeded targets.
- Achieved a minimum of 130% of quota for four consecutive fiscal years; four-time Club Award winner.
- Delivered 14%+ YoY growth for four straight years on a $70M+ book of business, on pace to reach $90M ARR in FY 27.
- Grew services bookings at the Department of State by 441% ($1.7M to $9.2M), with ARR expected to reach $22M in FY'27; drove comparable triple-digit growth at the Bureau of Fiscal Service, Bureau of Engraving and Printing, and HRConect.
- Led the full-cycle migration of 14 Civilian Agencies to cloud and managed services, a project worth over $250M in net-new revenue.
- Engaged with C-level enterprise and government customers, partners, and cross-line-of-business stakeholders to drive new business and expand account relationships.
- Owned sales forecasting, pipeline management, and performance reporting to senior sales leadership, and led complex negotiations through close.
Senior Director, Sales and Account Management
Veritone
10.2018 - 01.2022
- Partnered with executive leadership to enhance pipeline visibility, refine pricing strategy, and execute cross-functional business planning.
- Led forecasting, pipeline management, and revenue planning in partnership with sales, product, finance, and operations.
- Built scalable sales operating cadences, including pipeline inspections, quarterly business reviews, forecasting processes, and executive dashboards.
- Negotiated strategic enterprise agreements while leading cross-functional teams to deliver customer-aligned solutions.
- Advised enterprise clients on aligning technology solutions with business goals, ensuring integration of strategic initiatives.
- Leveraged proprietary AI tools to enable critical workflows in the public sector and media for investigative analysis, transcription, content management, and governance.
- Extensively utilized aiWARE to provide clear and actionable use cases for current and future customers.
- Additional 20+ years in sales leadership, sales training, and individual contributor roles across both private and public sector organizations.
Education
Bachelor of Science - Mass Communications, Marketing, English
Ithaca College, Roy H. Park School of Communications
Ithaca, NYSkills
- Go-to-market
- Public sector strategy
- Revenue forecasting
- Pipeline management
- Enterprise sales
- Contract negotiations
- Sales solutions
- Sales team development
- Leadership strategy
- Relationship management
- Collaboration skills
Personal Information
Title: Regional Vice President, Sales
Accomplishments
- Consistently met and exceeded sales goals throughout career.
- Nationally recognized for leading a product launch within the pharmaceutical industry.
- Successfully launched multiple products across both private and public sector markets.
- Multiple-time Club Award winner across several companies; recipient of company Integrity Award.
- Founding committee member, Federal News Radio (formerly WTOP2).
Timeline
Sr. Sales Director / Area Director, Federal Civilian Customer Success Services
Oracle
01.2022 - Current
Senior Director, Sales and Account Management
Veritone
10.2018 - 01.2022
Bachelor of Science - Mass Communications, Marketing, English
Ithaca College, Roy H. Park School of Communications