Robert James
Sales Director, Western US & Canada (EAE)
Santa Barbara,CA
Summary
Robert carries a successful background in technical SaaS sales with a 91% quota attainment record over the past 6 years. His experiences have built a thorough understanding of the current challenges facing today's enterprises as they navigate the ever-evolving market. These include speed to market, reduction of risk, costs of innovation and end user satisfaction.
Leveraging tactics and methodologies derived from value selling, Robert continues to develop his craft,
resulting in lasting, profitable relationships across his customer and prospect bases.
At this time, Robert is looking to translate his successful experiences while continuing to progress his career by seeking an Account Executive, Majors role.
Overview
2025
2025
years of professional experience
4
4
years of post-secondary education
Work History
Sales Director, Western US and Canada
MeshIQ
04.2024 - Current
- Generated $1.7M for 2025 pipeline since joining, split between 1 customer and 4 net new logos
- Hired to build out large, greenfield territory (only 1 customer) with focus on Technology, Banking/Finance, Healthcare, Insurance and Retail, $2B+ in revenue
- Scheduled to close 1st net new logo of new platform release (Kafka Observability, Management & Distribution) in H1 25
Sr. Account Executive
LogicMonitor, Inc.
1 2023 - 04.2024
- 2023 YTD: 70% ($657,329/$925,000)
- 2023: Transition year, moved into new territory of PNW on April 1st, 2023
- 2023: Grew regional Credit Union by 100% to $200k ARR in 9 months
- 2022 YTD: 90% ($871,550/$975,000)
- 2022 Top 2 Rep on Team in ARR (6 Reps)
- 2022 Top 6 Rep across Segment in ARR (~35 Reps)
- 2022: Grew Phrama company by 85% and secured 36 month partnership totaling $640K TCV
- January 14th, 2022: Observability Pitch Contest Winner for Corporate Team
- Promoted to Sr. Account Executive on January 1st, 2023
Account Executive II, Corp II
LogicMonitor, Inc.
01.2022 - 01.2023
- 2021 YTD: 114% $911,000/$800,000
- 2021: 4 six figure deals closed in H1
- 2021 Top Rep on Team in ARR (6 Reps)
- 2021 Top 3 Rep across Segment in ARR (~45 Reps)
- 2021 Top 12% Rep Org Wide in ARR (~100 Reps)
- 2021 President's Club Award winner
- Promoted to AE II on January 1st, 2022
Account Executive, Corp II
LogicMonitor, Inc.
01.2019 - 12.2021
- 2020: 200% of ramped quota: $150,000/$75,000
- 2020: Promoted to higher profile territory, Oct 1st, 2020
- 2019 Top 10 Rep, Overall ARR
- 2019 Top 10 Rep, Net New Logos - Hunter
Account Executive, SMB
LogicMonitor Inc.
10.2017 - 12.2018
- 2018 YTD: 161%: ($811,000/$500,000): Highest annual quota attainment for SMB in company history
- Q4 2018: 235%: ($293,750/$125,000): Highest quarterly attainment for SMB in company history
- Q3 2018: 100%: President’s Club attainment Sept, 28th, 2018
- Q2 2018: 221%: ($276,250/$125,000): Highest quarterly attainment for SMB in company history
- Q2 2018: Self sourced and closed largest deal SMB company history - Managed Service Provider: $136,000 ARR
- Q1 2018: 89% ($111,250/$125,000): First fully ramp quarter in seat
Sales Development Representative
LogicMonitor Inc.
09.2015 - 09.2017
- 1st SDR to be promoted to AE role in company history
- Founding member of the SDR Team
- 2017 YTD: 103%
- 2017 Sourced Close Won: $423, 774
- 2017 YTD Pipeline: $938,444
Sales Development Representative
Curvature
05.2014 - 09.2015
- Pipeline generation of the "NetSure" service offering for Enterprise accounts; $1B+
- Pipeline generation across multiple hardware product lines: Cisco networking, Dell/HP servers, storage and optics
Education
Bachelor of Arts - Sociology
University of California, Santa Barbara
Santa Barbara, CA 08.2002 - 03.2006
Skills
Sales framework is MEDDPICC & Command the Message; champion building, pain identification & quantification, the 3 Whys, ROI analysis, account mapping, reverse timelines and mutual close plans
Technical sales experience and knowledge in large IT domain: Observability (Monitoring, Logs, APM), Infrastructure, DevOps, Software Development, MACH, Integration, Middleware, Streaming and Shared Services in a direct, channel and MSP motion
Extensive prospecting experience: high outbound call volume, email, InMail, VoiceNotes, Video, physical mail, industry/channel events, onsites, custom landing pages and other digital assets Tools include LinkedIn, Navigator, ZoomInfo, Outreach, Gong, Vidyard, ShowPad, DemandBase, ChatGPT, Octopus
Superb account management, relationship building and customer service skills
Extreme organization for daily activities, opportunities, pipeline, and other KPIs in SFDC Lightning, Classic, Hubspot and Clari
Excellent oral and written communication skills to effectively educate prospects, administer constant discovery, justify investments, negotiate terms and represent the brand across all levels of departments, internally and externally
Timeline
Sales Director, Western US and Canada
MeshIQ
04.2024 - Current
Account Executive II, Corp II
LogicMonitor, Inc.
01.2022 - 01.2023
Account Executive, Corp II
LogicMonitor, Inc.
01.2019 - 12.2021
Account Executive, SMB
LogicMonitor Inc.
10.2017 - 12.2018
Sales Development Representative
LogicMonitor Inc.
09.2015 - 09.2017
Sales Development Representative
Curvature
05.2014 - 09.2015
Bachelor of Arts - Sociology
University of California, Santa Barbara
08.2002 - 03.2006
Sr. Account Executive
LogicMonitor, Inc.
1 2023 - 04.2024