Michael Russo
Arlington,VA
Summary
Strategic Account Executive with 9+ years of experience in federal government and enterprise sales. Skilled in driving multi-cloud adoption across federal agencies, Tribal governments, and Tribally-owned contractors. Extremely well-connected across the Federal Civilian sector, with deep knowledge of federal operations, procurement, and compliance. Skilled at building executive relationships, translating technology into mission-critical outcomes, and consistently driving portfolio growth and quota overachievement.
Overview
8
8
years of professional experience
Work History
Strategic Federal Account Executive
Salesforce
02.2024 - Current
- Manage a ~$13M relationship with the Department of the Interior, growing the portfolio by $3M since taking lead.
- Manage a ~$7M portfolio spanning the Tribally-owned Federal Contractor space, growing by $2M since taking lead.
- Directed Salesforce strategy and adoption for Legislative Branch offices, securing net new logos within the House, Senate, Architect of the Capitol, and Library of Congress, totaling $1.3M in FY24.
- Hold and manage key strategic relationships with DOI Political Leadership and Bureau Administrative executives, driving multi-cloud adoption and fostering long-term partnership growth.
- Accelerate enterprise adoption of Salesforce Public Sector Solutions by leveraging expertise in federal procurement, security compliance, and governance, ensuring scalable, mission-critical implementations.
- Story telling: Translate the value of complex solutions into compelling outcomes, using insights from hundreds of successful deployments to help customers see measurable impact and achieve their objectives.
- On track for 145% quota attainment - FY25
Federal Account Executive
Salesforce
04.2020 - 02.2024
- Played a key supporting role for federal agencies, including USDOT, DOI, HUD, EPA, GAO, FDIC, and USPS, driving enterprise adoption and multi-cloud solution delivery.
- Developed and executed strategies to acquire new customers and expand existing relationships, growing portfolios and increasing revenue.
- Managed full, complex sales cycles, presenting the value of Salesforce’s complete suite of products and services to C-level and executive stakeholders.
- Federal Civilian Sales Rep of the Quarter (Q3 & Q4 2024), achieving 300% of quota attainment.
- Consistently exceeded 100% quota attainment over three years in inside sales roles, demonstrating sustained performance and growth.
Senior Governmental Affairs Officer
U.S. Department of Transportation
08.2017 - 03.2020
- Oversaw Congressional and State & Local Affairs for the Department of Transportation in the Office of the Secretary, Elaine Chao.
- Regularly engaged with Congressional offices to build relationships, communicate administration priorities, and influence policy outcomes.
- Prepared briefing materials and talking points for senior leadership, supporting engagements with Congress, intergovernmental officials, Tribal leaders, and the public.
- Contributed to the development of political strategies aligned with the Secretary’s goals and departmental objectives.
- Planned and coordinated events, briefings, and meetings, facilitating direct interactions between DOT representatives and members of Congress.
Education
Bachelor of Science - Communications
James Madison University
Harrisonburg, VA12-2017
Skills
- Strategic Relationship Management
- Enterprise Solution Selling / Multi-Cloud Expertise
- Federal & Regulatory Expertise / Compliance
- Storytelling & Value Translation
Timeline
Strategic Federal Account Executive
Salesforce
02.2024 - Current
Federal Account Executive
Salesforce
04.2020 - 02.2024
Senior Governmental Affairs Officer
U.S. Department of Transportation
08.2017 - 03.2020
Bachelor of Science - Communications
James Madison University