Stefanie Smith
Atlanta,GA
Summary
Dynamic and results-driven Enterprise Account Executive with over 12 years of experience in driving revenue growth and building strategic relationships within Fortune 100 companies. Proven track record of exceeding sales targets through expertise in complex sales cycles, contract negotiations, and account management. Adept at leveraging deep industry knowledge and technical product expertise to identify and capitalize on upsell and cross-sell opportunities. Skilled in using data-driven insights to inform sales strategies, deliver compelling presentations, and enhance customer satisfaction. Known for a collaborative approach that strengthens client relationships and contributes to long-term business success.
Overview
15
15
years of professional experience
Work History
Enterprise Account Executive
Ironclad
Atlanta, GA
01.2023 - Current
- Spearheaded enterprise sales cycles from prospecting to close, consistently achieving and exceeding revenue targets.
- Recognized as the leader in pipeline growth and generation in the entire company- 3.5x quota
- Built and expanded relationships with key stakeholders in Fortune 500 companies, resulting in closing the largest customer for the company
- Drove significant growth by identifying upsell and cross-sell opportunities, leading to an 80% increase in the install accounts.
- Developed and executed strategic account plans, ensuring alignment with customers' business objectives and Ironclad’s offerings.
- Presented tailored demonstrations and conducted negotiations that addressed client-specific challenges, resulting in a 65% success rate in competitive scenarios.
- Collaborated closely with the product team to relay client feedback and influence the product roadmap, leading to enhanced customer satisfaction and product innovation.
Enterprise Account Executive
PagerDuty
Atlanta, GA
04.2021 - 12.2022
- Managed sales cycles from discovery through close using the MEDDIC sales process
- Identified and closed net new opportunities in new and existing accounts inside multiple Fortune 100 companies
- Increased revenue and new lines of business inside of my existing accounts by 86%
- Applied needs-based analysis to assess current satisfaction and learned the importance of their strategic initiatives by identifying various product features to upsell and cross-sell opportunities.
- Conducted integrated tailored technical sales presentations to illustrate value of product or service and create a call-to-action.
- Employed proactive and collaborative approaches to strengthen relationships and manage customer needs.
- Researched competitive landscape and emerging technologies to position brand in global marketplace
- Created detailed strategies based on research, total addressable market, and in depth discovery conversations with all levels inside a account
Business Development Executive
Inspire11
Atlanta, GA
08.2019 - 03.2021
- Established strong relationships with C-suite decision makers across several Fortune 500 companies for an emerging market/brand through prospecting and referral introductions
- Developed a strong Go To Market strategy to focus on digital and data transformation opportunities
- Attained several MSA’s at these Fortune 500 companies to allow for additional solicitation within these companies
- Mastery of our offerings, technology solutions, capabilities, prior projects and differentiators to competitors
- Defined and integrated roles, responsibilities and processes for business team and data management organization.
- Closed large projects at several of these companies in tandem with identifying additional opportunities within the organization across other internal verticals
- Supervised the end to end process in identifying, setting, pursuing and closing work through the management of the buyer, our internal teams and additional resources/technology needed to be successful
- Exceeded goals in working very closely with consultants to ideate on approaches, solutions, and wins
Business Development Executive
Thought Logic
Atlanta, GA
02.2019 - 07.2019
- Managment Consulting
- Acquired relationships with C-suite decision makers in Fortune 500 companies to not only introduce new logos but to create new opportunities within existing clients through effective prospecting, timely follow up, and referrals
- Identified opportunities, set meetings with potential clients and organized a cross functional team of relevant
- SME’s/practice leads to meet with client to develop a targeted proposal
- Managed the proposal/RFP process in working with leadership team to develop a competitive pricing structure, approach
- Responsible for setting meetings with C-suite prospective clients to present solutions, and gain feedback from the prospective client to drive the sale forward
- Made weekly reports to leadership about sales pipeline, timing, recommendation of consultants and forecast of revenue
Account Executive
Costar
Atlanta, GA
07.2018 - 02.2019
- SaaS Sales
- Successfully managed attrition of clients by setting up development meetings regularly with the client that consisted of ongoing training, account coverage and introducing new features within our technology
- Prospected new leads and growth opportunities through internal data pulls, social media, referrals, and networking events to sell our groundbreaking technology in the commercial sector
- Responsible for learning and understanding constant changes within our technology to explain our systems at great length
- Conducted several training groups, seminars, and presentations to help clients navigate the software that was most useful for their specific business needs
- Managed targeted business plans in conjunction with client leaders to create best practices for their sales and administrative teams
Senior Account Manager (promotion)
Worldwide Express
St. Louis, MO
01.2016 - 05.2018
- Promoted to a new role based on the successful growth of our current customers in conjunction with bringing in new customers
- Conducted strategic meetings with executives to find innovative ways to reduce costs and propel their business forward through best practices and operational process
- Responsible for helping our sales force with more efficiency and improving business analytical approach
- Exceeded expectations of becoming in our office over product lines, capabilities and new technology therefore making me accountable for the overall growth/expansion of our location
- Charged with rolling out our new technology to all current and new clients including prep, installation, and maintenance
Account Executive
Worldwide Express
St. Louis, MO
05.2015 - 12.2016
- Managed largest revenue customers in the market in the largest market for Worldwide Express
- Identified opportunities to upsell new or different lines of business to client base
- Conducted consultative meetings with decision makers to expose a better operating model of their supply chain
- Problem solved complex sales, data and operational issues for customers
- Demonstrated extensive operational knowledge of technologies, customer needs and operational efficiency
- Expected to retain all customers assigned to me
- Delivered sales presentations and pitches to clients, upper management and junior sales associates for demonstration.
Major Account Manager
DNT Technologies
St. Louis, MO
02.2014 - 05.2015
- Demonstrated strong work ethic prospecting to grow the company's client base
- Negotiated new contracts to fulfill current and prospective clients ever changing needs
- Creatively found ways to help customers to operate at the highest efficency
- Maintained strong relationships with current clients and increased retention rate in my area
- Provided solutions, knowledge of industry, competition intel, and new technology to current and new clients
- Created an innovative strategy to get to net new prospective decision makers
- Managed business and issues in small local, to large nationwide accounts
- Built mutually beneficial partnerships with industry and resale partners to enhance overall service and value to clients.
Remarketing Account Manager
Enterprise Holdings Inc
St. Louis, MO
10.2011 - 01.2014
- Demonstrated strong negotiation tactics and sales with decision makers
- Proved high level sales on a consistent basis with rankings of top 25 out of 250 nationwide
- Displayed considerable knowledge of my industry to consistently provided meaningful and helpful information to potential and current customers
- Successfully sold new customers that the organization had tried to obtain for over 10 years
- Creatively explored new strategies to sell and bring on new customers
- Built strong and lasting relationships that brought the store consistent revenue
- Achievements/
Branch Manager
Enterprise Rent-A-Car
, MO
01.2010 - 10.2011
- Charged with overseeing and handling all day to day business functions for the location
- Responsible for all activity needed to lower costs and increase revenue
- Managed the overall sales of the branch through training employees, accountability of the employees, and leading by example
- Proved the branch's overall customer service satisfaction by obtaining top ESQI (service score), 3 out of the 4 months
- Top 10 rankings in the revenue out of 50 locations
Education
Bachelor of Science - Business Economics
Illinois State University
Bloomington, ILSkills
- Sales Methodologies (eg, MEDDPICC, SPIN, Challenger Sales, SPICE)
- CRM Software Proficiency (Salesforce, HubSpot)
- Data Analysis and Reporting
- Contract Negotiation
- Technical Product Knowledge
- Pipeline Management
- Sales Presentations and Demos
- Market Research and Competitor Analysis
- Proposal Writing
- Enterprise Software Tools (Microsoft Office, G Suite)
- Legal and Compliance Knowledge
- Sales Coaching
- Territory Management
- Cold-calling
Accomplishments
- Ironclad- 85% of quota my first year (Ramping)
- Ironclad- On track to hit 1.4M quota
- Ironclad- recognized as the only Enterprise Account Executive to have built and growth pipeline to 3.5x my quota
- PagerDuty- increased new business lines and products by 86%
- Pagerduty- Closed the largest healthcare company to date & exceeded quota by 112%
- Inspire11- Achieved Quota 1.5M (2020)
- Worldwide Express- Presidents Club 2015, 2016, 2017
- Enterprise Remarketing- #3 overall out of 176 in the company 2012
- Enterprise- Presidents Club- 08,09,10,11,12,13
Timeline
Enterprise Account Executive
Ironclad
01.2023 - Current
Enterprise Account Executive
PagerDuty
04.2021 - 12.2022
Business Development Executive
Inspire11
08.2019 - 03.2021
Business Development Executive
Thought Logic
02.2019 - 07.2019
Account Executive
Costar
07.2018 - 02.2019
Senior Account Manager (promotion)
Worldwide Express
01.2016 - 05.2018
Account Executive
Worldwide Express
05.2015 - 12.2016
Major Account Manager
DNT Technologies
02.2014 - 05.2015
Remarketing Account Manager
Enterprise Holdings Inc
10.2011 - 01.2014
Branch Manager
Enterprise Rent-A-Car
01.2010 - 10.2011
Bachelor of Science - Business Economics
Illinois State University
Similar Profiles
Seth MyersSeth Myers
Shop Worker at IroncladShop Worker at Ironclad
Drew GransburyDrew Gransbury
Senior Technical Support Engineer at IroncladSenior Technical Support Engineer at Ironclad
Norman CofieldNorman Cofield
Driver at Ironclad EnvironmentalDriver at Ironclad Environmental
Keilah YisraelKeilah Yisrael
Rural Mail Carrier Associate at USPSRural Mail Carrier Associate at USPS
ANDREA WADDY-WILLISANDREA WADDY-WILLIS
Fiscal & Compliance Director at Georgia Vocational Rehabilitation Agency (GVRA)Fiscal & Compliance Director at Georgia Vocational Rehabilitation Agency (GVRA)