Steve Gray
Oklahoma City,OK
Summary
Partner GTM SaaS Leader with proven track record of building and scaling partnerships for top Line and EBIDTA growth.
Overview
10
10
years of professional experience
Work History
Sr. Director, Global Partnershipss
Appspace
Tampa, Florida
06.2020 - Current
- Architected and built the Appspace Partner Go-To-Market (GTM) Organization, collaborating with the CEO, CRO, and CFO to align partnership strategy with corporate growth and revenue objectives.
- Defined and launched the Appspace Partner GTM Framework, encompassing Alliance, Reseller, and Technology Partnership models to establish a unified and scalable ecosystem.
- Built the cross-functional infrastructure required to attract, onboard, and activate partners — launching the Appspace Partner Desk, Partner Portal, Training & Certification programs, Sales & Marketing enablement tools, Quarterly and annual Incentive programs.
- Recruited, developed, and led a high-performing team of Partner Account Managers (PAMs) to drive partner engagement, achieve revenue targets, and foster sustainable growth across global channels.
- Expanded the reseller network from 50 to 300+ active resellers, onboarding global leaders including AVI-SPL, FORTÉ, WWT, CDW, SHI, Unisys, and other strategic global partners.
- Scaled Partner-Sourced Revenue (ARR) by 12x, from $4M to $50M+.
- Authored and launched the Appspace Reseller Partner Program, driving a 10% uplift in renewal and expansion revenue, equating to $4M+ in incremental ARR annually.
- Conceptualized and implemented the Appspace Alliances Program, establishing a global network of referral partnerships with leading hybrid workplace consultancies.
- Co-authored and operationalized the Appspace Device Certification Program, streamlining technology partner onboarding, driving cost savings, and creating better customer outcomes.
- Expanded the technology partner ecosystem to over 20 partners including Microsoft, Zoom, Logi, HP, and Hybrid Workplace leaders.
- Led the Appspace Partner Organization to rank #1 in sourced revenue contribution annually since its founding in 2020, growing from $2.8M to $5.2M in new ARR by 2025.
- Drove record-breaking new logo acquisition, securing 144 new customers and generating $3.6M in new ARR in 2025.
Sales Director, North America
Appspace
Tampa, Florida
03.2018 - 06.2020
- Provided strategic leadership for North America Sales organization, managing team of 10+ sellers and sales engineers.
- Architected and executed sales modernization strategy, establishing unified pitch and demo framework that enhanced conversion and win rates.
- Instituted disciplined sales methodology within Salesforce, improving forecasting accuracy and operational effectiveness across organization.
- Developed and maintained strategic partnerships with industry leaders including, Google, Crestron, and Cisco to broaden market reach and accelerate revenue growth.
- Scaled annual recurring revenue from $8M to $19M, consistently exceeding 100% of annual growth quotas.
- Participated in helping Appspace procure strategic investment as part of M&A process.
Account Executive
Appspace
Tampa, Florida
07.2016 - 03.2018
- Achieved over 100% of sales quota annually.
- Generated more than $1 million in new ARR.
- Directed sales initiatives to secure notable clients, including Uber, Costco, and Travelers Insurance.
- Advanced to North America Sales leadership role.
Education
Bachelor of Arts -
University of Oklahoma
Norman, OKSkills
- MEDDPICC
- Salesforce
- Gong
- Gainsight
- Groove
- Tableau
- 6sense
- Microsoft Office
- Google Workspace
Affiliations
Oklahoma Department of Libraries, Board Member, June 2020-June 2026
Timeline
Sr. Director, Global Partnershipss
Appspace
06.2020 - Current
Sales Director, North America
Appspace
03.2018 - 06.2020
Account Executive
Appspace
07.2016 - 03.2018
Bachelor of Arts -
University of Oklahoma