Steve Finch
American Fork,UT
Summary
Results-driven Sales Engineering Leader with over 12 years of experience in SaaS sales, successfully driving over $30 million in Annual Recurring Revenue (ARR) growth. Proven ability to lead high-performing teams that consistently exceed sales quotas and collaborate effectively across product, marketing, and services teams to execute strategic initiatives. Expertise in developing go-to-market strategies, providing training on best practices, and mentoring sales engineers through comprehensive onboarding programs. Committed to fostering a results-oriented culture that aligns with organizational goals.
Overview
16
16
years of professional experience
Work History
Head of Sales Engineering PXM
Pattern, Inc
01.2024 - Current
- Developed and implemented sales strategies to improve market share.
- Provided leadership, insight and mentoring newly hired employees to supply knowledge of various company programs.
- Delivered sales presentations focused on offerings and unique advantages over competitors.
- Supported sales team members to drive growth and development.
- Identified potential new markets and developed strategic plans for expansion into those markets.
- Conducted market research and reported on competitors.
Sales Engineering Manager
Salsify, Inc.
09.2022 - 01.2024
- Led a high-performing team of 6 sales engineers supporting enterprise and mid-market sales teams
- Top performing SE team in the organization in 2023 achieving over 90% of ARR quota for the year.
- Instrumental in rolling out new pricing models and persona-based demos with early returns showing an increase of 15% in ARR
- Boosted sales performance by implementing strategic demo frameworks and cloud architecture diagrams
Principal Sales Engineer
Salsify, Inc.
01.2021 - 01.2022
- Generated $1.8 million in annual recurring revenue in my first full year, ranking top two among 12 team members.
- Achieved a 60% close rate, highest on the team by 10%.
- Highest avg. deal size on the team
- Mentored 3 junior SEs to develop theirs skills and boost performance
Principal Sales Engineer
Workfront, Inc., Inc.
01.2012 - 01.2021
- Increased Amazon account ARR by 200% to over $3 million in 2020
- Delivered the largest net new deal in company history ($1.8 million)
- Recognized with multiple awards, two President’s Club award winner awards and 3X Sales MVP
- Developed an ROI Calculator adopted across the sales organization
Sales Engineering Manager
Workfront, Inc., Inc.
01.2017 - 01.2020
- Directed the Center of Excellence team to repeatedly exceed sales quotas and deliver on quarterly goals
- Partnered with product, product marketing, sales and professional services to launch and sell two new products which generated over $10 million in ARR
- Delivered comprehensive education on best practices, sales processes, and new products to the Presales team of over 30 members
- Spearheaded a GTM strategy targeting compliance teams including identifying key personas, use cases and value props for the new market
- Designed and implemented an onboarding plan for new hires reducing on boarding time by 50%
Video Production Team Lead
Workfront, Inc., Inc.
01.2010 - 01.2012
- Built video team from ground up, began by creating training videos and expanded to creating videos for entire company
- Lead team in producing over 100 videos
- 2011 Q4 Most Valuable Professional Award
Education Specialist
Workfront, Inc., Inc.
01.2009 - 01.2010
- Conducted regional and virtual Workfront education courses for current clients and employees
- A top performer helping team achieve over 92% customer satisfaction rating
- Produced over 40 Workfront training videos
Education
Executive MBA -
Brigham Young University
08.2014
B.S. - Communication
University of Utah
12.2007
Skills
- Solution Selling
- Sales Process Optimization
- Strategic Account Development
- Product Demonstration
- Market and Competitive Analysis
- Sales Training/Enablement
- Performance Coaching
- Process Optimization
- Project Management
- Cross-Functional Collaboration
Timeline
Head of Sales Engineering PXM
Pattern, Inc
01.2024 - Current
Sales Engineering Manager
Salsify, Inc.
09.2022 - 01.2024
Principal Sales Engineer
Salsify, Inc.
01.2021 - 01.2022
Sales Engineering Manager
Workfront, Inc., Inc.
01.2017 - 01.2020
Principal Sales Engineer
Workfront, Inc., Inc.
01.2012 - 01.2021
Video Production Team Lead
Workfront, Inc., Inc.
01.2010 - 01.2012
Education Specialist
Workfront, Inc., Inc.
01.2009 - 01.2010
Executive MBA -
Brigham Young University
B.S. - Communication
University of Utah
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