Stuart Tarnowski
Chicago,IL
Summary
High-achieving Senior Account Executive with 6 years of Mid-Market & 3 years of Enterprise experience over my 11 year career. I'm a results driven AE that has earned 35 sales Awards. I'm known for cultivating lasting relationships that lead to lucrative partnerships. I'm a team first AE that knows how to work with cross functional teams to develop, build and execute strategies for (GTM), lead generation, live events, conversion and more.
Overview
11
11
years of professional experience
Work History
Enterprise Account Executive
Phamily
Chicago, IL
04.2021 - 07.2023
- Joined as 17th employee at Pre-Series A, Healthcare Software Startup
- Developed and maintained relationships with key decision makers in enterprise accounts.
- Sold New Logos between $95k - $750k & won largest deal in org history at $750k
- Average sales cycle 2-6 months
- Became #1 AE in org in under 1 year
- Generated over $2 Million in realized Revenue
- Partnered with marketing to create Go-To-Market (GTM) campaigns
- Identified new business prospects through market research and cold calling.
- Performed financial analysis on prospective accounts to determine viability.
- Visited client sites for presentations and demonstrations of products.
- Attended various networking events to identify sales opportunities and build relationships
- Collaborated with internal C-Suite, sales support, product delivery and customer service departments to manage service delivery and build client retention.
- Hosted live client experiences & Lunch N' Learn Presentations to 100s of attendees for lead gen
Senior Sales Account Executive
GrubHub
Phoenix, AZ
05.2019 - 04.2021
- 7X Quarterly President's Club Org Wide (200+ AEs)
- 9X #1 AE in Arizona
- 2X #1 AE in Organization
- 2020 #1 AE in Arizona / #5 AE Org wide for the year
- 2019 Champion of Excellence Award
- Won 606 deals
- Prospected new leads continuously and averaged 217% to Quota
- Won small locations, franchises & enterprise corporate accounts
- 1 of 4 people selected to move to Philadelphia for 90 days to launch new office, and train new hires
- Coached junior team members on best practices related to account management and sales techniques; provided feedback on performance regularly.
- Negotiated contracts and agreements with clients while maintaining a high level of customer satisfaction.
- Monitored industry developments and provided insights into changes in customer preferences and needs that could impact future sales activities.
- Created reports on account status including activity tracking, forecasting, performance metrics for senior management review.
Account Executive
ZipRecruiter
Phoenix, AZ
02.2018 - 03.2019
- 2018 Epic Award for Integrity
- 2018 #1 Sales Team
- #1 Overall AE on the Inbound/Chat sales teams
- September 2018 #1 AE org wide
- December 2018 #1 AE org wide
- Won deals across a variety of verticals and market segmentation (SMB, Mid-Market & Enterprise)
- Negotiated contracts with clients to ensure profitable outcomes for the company.
- Maintained accurate records of all sales activities using CRM software systems.
- Developed pricing strategies tailored to individual clients based on their unique needs.
- Actively monitored competitor activities within assigned region and territory.
- Developed sales pipeline by cold-calling, canvassing and obtaining referrals.
Senior Sales Executive
OutboundEngine
Phoenix, AZ
04.2015 - 09.2016
- 2015 Salesperson of The Year Award + $2k Bonus
- 4X President Club
- 7X #1 AE in Arizona
- 2X #1 AE Org wide
- Consistent Top 3% AE org wide (120+ AEs)
- Averaged $62,934 ARR/mo. on a $50k Quota
- Promoted twice including 2 salary increases
- Improved profitability and developed pipeline by leveraging multiple marketing channels and sales strategies.
- Delivered corporate training to over 50 new representatives on lead generation, motivational tools, best practices and protocols.
- Expanded new business with implementation of effective networking and sales strategies.
Account Executive + Team Lead
Zocdoc
New York, NY
06.2013 - 01.2015
- Broke record - Most deals won in 1st 3 months
- Consistent Top 10 AE
- Deal size 3k - 45k ARR paid upfront
- Used consultative sales strategies to effectively overcome client objections and maximize sales activity.
- Conducted product demos via screen shares & in-person meetings
- Developed sales pipeline by cold-calling, canvassing and obtaining referrals.
- Resolved customer complaints by offering creative solutions and incentives.
- Revived dormant accounts by re-establishing relationships with key decision-makers.
- Relocated to NY for 9 months & then back to AZ to launch new office. Played key role in developing SDRs & AEs. Grew
- Taught hour long weekly presentations on prospecting, cold calling and pitching
Account Executive + Team Lead
Yelp
Phoenix, AZ
09.2012 - 05.2013
- Won Top Rookie (#1 of 35 AEs)
- 2012 4th Quarter All Time Team Record (Won team trip to Las Vegas)
- Quickly became a Top 10 AE in Arizona & generated over 250k in ARR
- Deal sized $3,600 - $9,000 ARR
- Promoted to Team Lead where I managed struggling AEs from different teams. 7 of the 8 AEs successfully got off their Improvement Plan
- Utilized Salesforce to identity leads, build custom reports & generated 75% of deals won through outbound prospecting
- Generated regular reports tracking performance metrics such as sales figures, ROI.
Education
Bachelor of Science - Business Management in Media
Ohio University
Athens, Ohio08.2012
Skills
Sales Methodologies:
- Consultative, Challenger, MEDDIC, Sandler, NEAT/BANT, Solution, Gap, Mike Lindstrom & Scott Leese
Skills:
- Key Account Oversight
- C-Suite & Board Selling
- Creative lead Prospecting
- Strong Presentation Skills
- Pipeline Development
- Business Insights
- Needs Assessments
- Sales Lifecycle Management
- Contract Negotiation
- Customer Relationships
- Sales Strategies
- Microsoft Office
- Enterprise, Mid-Market & SMB
- Creating GTM Campaigns
- Building Case Studies with Clients
- Prepare, build & host live events to build retention, generate leads & conversion
- Working with Internal Cross Functioning Teams
- Generating Referrals
Affiliations
- Passion for cooking, athletics, travel & new adventures
Accomplishments
- 11 President Clubs
- 6X #1 AE in Org
- 18X #1 AE in AZ
- 2019 Champion of Excellence
- 2015 Salesperson of the Year
- 2X Top Rookie
References
References available upon request.
Timeline
Enterprise Account Executive
Phamily
04.2021 - 07.2023
Senior Sales Account Executive
GrubHub
05.2019 - 04.2021
Account Executive
ZipRecruiter
02.2018 - 03.2019
Senior Sales Executive
OutboundEngine
04.2015 - 09.2016
Account Executive + Team Lead
Zocdoc
06.2013 - 01.2015
Account Executive + Team Lead
Yelp
09.2012 - 05.2013
Bachelor of Science - Business Management in Media
Ohio University
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