Robert Penfold

As Operations Executive at Flexport, I led the global Sales and Marketing Organization, overseeing $3 billion in sales in 2022 and supporting a field team of 400 professionals. In this role, I spearheaded a 150-person organization that provided field support across eight key functional areas, including Global Quoting and Invoicing, Sales Operations, Sales Strategy and Planning, Reporting and Analytics, Sales Lead Development, Capture and Proposal, Sales Enablement, and Marketing Operations. Notably, I successfully initiated and executed C-suite initiatives such as launching the global quote and invoicing management team, devising a global location strategy, and orchestrating a reorganization of the Demand team. My ability to present strategic plans to the Board of Directors, drive business-critical initiatives, and scale value across a globally-focused sales organization in the supply chain domain was consistently demonstrated.

In my capacity as a Sales Executive at Color Health, I played a pivotal role in establishing the Global Public Sector Sales Organization. I elevated the public sector sales organization from generating less than $10 million in annual revenue from non-emergency contracts in 2021 to surpassing $1 billion in contract vehicles in 2022. This remarkable growth included the expansion of contracts from two states in 2021 to eight states in 2022. Additionally, I secured the company’s first two notable federal contracts with the U.S. Centers for Disease Control and Prevention (CDC) and the U.S. Environmental Protection Agency (EPA). To support and sustain this rapid growth, I recruited and built a diverse team of 15 individuals and established five crucial teams: Federal Sales, State and Local/Education Sales, Partnership Sales, Revenue Operations, and Proposals. My capabilities in presenting to the Board of Directors, launching a public sector organization, and delivering swift impact in the healthcare domain were evident throughout this transformative period.

During my tenure as the Operations Executive at AWS, I spearheaded the AWS Worldwide Public Sector business for eight years. Over this period, the business experienced phenomenal growth, expanding from $215 million in 2014 to $8.5 billion in 2022, representing a 59% 8-year Compound Annual Growth Rate (CAGR). Supporting a field team of 5,000 professionals, I built a diverse team of 600 individuals spanning 30 countries to accommodate this growth. My leadership extended across nine critical functional areas, including Sales Operations, Sales Strategy and Planning, Reporting and Analytics, Sales Lead Development, Capture and Proposal, Business Development, Business Contracts, Sales Enablement, and Internal Communications. In 2021, my operational purview broadened further as I took charge of a newly formed $15 billion Strategic Industries business. This strategic move resulted in overseeing operational aspects for two businesses totaling $22 billion, supporting a vast field team of 8,000 professionals. My ability to manage broad scopes and achieve operational excellence at scale in a high-growth environment was consistently demonstrated throughout my tenure.