Summary
Overview
Work History
Education
Skills
Certification
Languages
Languages
Timeline
Generic

Thomas Wolfe

Fort Myers,United States

Summary

Proven sales/marketing professional in the software development world, I significantly boosted Switch Software Solutions' US presence, driving revenue from $0 to $5M+.

My go-to-market expertise and cross-functional collaboration led to creating over 80 software development jobs, showcasing my ability to blend technical acumen with strategic partnership building.

I bring over 10 years of dynamic, challenging experiences across three countries.

Overview

14
14
years of professional experience
1
1
Certification

Work History

Founder / Freelance Developer

Growth Partners - Mobile Apps Agency
Fort Myers, United States
04.2024 - Current
  • Developing visually appealing mobile apps with full-stack functionality using FlutterFlow (a low-code app development platform), while applying knowledge in other technologies like Flutter, HTML, CSS, Python, JSON, and APIs to achieve custom requirements and use cases for clients.
  • Using prior exposure to working for a software development agency to implement operational development plans customized for businesses in various industries.
  • Using prior experiences in go-to-market, I created and implemented a comprehensive business plan to successfully launch the company.
  • Developed three new app development clients in less than four months from the company's inception, through marketing myself on Upwork.
  • Established and maintained successful partnerships - from clients in Virginia and Boston to strategic marketing partners locally in Fort Myers.

US Sales Manager

Switch Software Solutions
Fort Myers, United States
03.2023 - 04.2024
  • Directly impacted creation of around 80 US based software development FT / PT jobs, which enabled US based talented people to connect with Uruguay / LATAM based talented developers, in meaningful ways for both.
  • Creation and development of around 500 leads, and more than 30 client contacts over the years, most of which still work with Switch today.
  • My purpose for making big impact derived from a conversation at an early 2017 company event in Uruguay with a Switch developer about their desire to experience the US work culture - and various deep conversations with Switch leadership about cultural learning.

Account Executive, Account Manager, and Strategic Partnerships

Switch Software Solutions
Naperville, United States
09.2017 - 02.2023
  • Improved on my initial sales strategies from G2M phase (pitch, value proposition, sales materials, approach) to generate my own leads at a higher scale - closing new sales meetings and building trust with some of the most targeted/experienced buyers in IT Services, throughout the east coast and midwest in NYC, DC, Philadelphia, Baltimore, Denver, and Chicago - with exclusively CEOs, Founders, CTOs, VPs, and Director level decision-makers
  • AE: Scaled up company new sales activity via pipeline built from 0 to 400+ new, targeted sales decision-makers
  • I closed new meetings consistently - almost on demand for a period of years
  • I led hundreds of Intro, Needs Assessment, Proposal meetings over many years
  • AE: Total new sales activity helped grow the company's US sales revenue from $0 to $5M+ in the US, mostly recurring revenue
  • AE: In 2018, closed a deal with my 1st well-funded start-up target, a Texas based SaaS product funded by Mark Cuban
  • AM: By 2022 when my AM role ended, I was responsible for about 30 client decision-makers on accounts, mostly major corps and growth startups
  • I led strategic, intentional monthly client meetings for 5+ years - including how to run them internally
  • Nearly all accounts I was responsible for grew year-over-year, and still work with the company today
  • AM Operational: In 2021 co-created a new 'customer journey' (building off the initial one I designed during G2M phase) encompassing all functional areas - focused on a customer/value driven client experience
  • Strategic Partnerships: I created and maintained, mostly generation vehicles which brought sales results to the company by 'creating' leads through referrals and joint marketing initiatives
  • I established marketing partnerships with industry media publications (Nearshore Americas, Clutch.co) for exposure
  • In another partnership, the company received office space in Denver - a thriving tech community and sales target for the company

GTM Expansion: Sales and Marketing

Switch Software Solutions
Montevideo, Uruguay
05.2016 - 09.2017
  • I decided to work in Uruguay because I saw a huge personal and professional growth opportunity, and it was!
  • I was 1 of 2 US native people hired to expand the company's sales from Uruguay to the US market - the most competitive market in the Nearshore custom software development industry
  • At the time in 2016, the company had about 20 employees (in 2023 has over 130)
  • I learned Spanish in 1.5 years and was able to work effectively at the office in Montevideo, including directly with company leadership
  • Co-crafted the company's new sales and marketing language for targeting the US market, using my previous B2B Services sales and G2M experience
  • Marketing: LI and other social platforms, website (led a re-design later in 2019)
  • Sales: Rate card, Pitch, Intro presentations material, Follow-up presentations, Proposal presentations
  • Designed and implemented the company's 1st formal LI content strategy and reporting to Management tooling, which resulted in increased US based following
  • Company LI page went from ~ 200 to 2k followers from 2016-18 (now has 9k+, not via my work)
  • Designed the company's 1st B2B sales process from scratch (prospect -> lead -> opportunity qualification -> closing deal -> making it billable) including CRM and other tooling
  • Designed the company's 1st formal client management process (including how different functional areas work together), changing the way the company worked with customers to demonstrate more value and competitiveness
  • Created the opportunity and closed initial deals for the company's 1st sizable sale in the US market
  • Even as a small provider new to the US market, I closed a deal with a NYC-based Insurance corporation, a Fortune 500 company at the time, in one of the most competitive verticals in Nearshore custom software development
  • This would become my 1st career $1M deal closed, before age 30 (a personal goal), and our team of developers eventually grew from just 2 to 20+ over many years

AE / New Sales Consultant

TransparentBusiness
Greater Chicago Area
12.2014 - 04.2016
  • Company Overview: In 2020, TransparentBusiness, part of KMGi Group, became a 'unicorn' company with its $1B valuation
  • I found and pitched an opportunity on Upwork to work with the award-winning Founder / CEO, Alex Konanykhin, to help expand the enterprise client base and evolve from a seed funding stage with initial clients like Citi Group, ADP, and more - to a 'rapidly scale' stage
  • I generated meetings myself and represented the company
  • My work resulted in closed deals with The New York Times, and a few other major corporations
  • I learned a ton by working closely with a proven .COM era CEO on fast-paced, strategic go-to-market initiatives within the KMGi Group
  • I also sold Yandiki, another company in the group providing creative marketing and web design recruitment / talent services
  • In 2020, TransparentBusiness, part of KMGi Group, became a 'unicorn' company with its $1B valuation

Account Executive / Go-To-Market

Scholar Source Recruitment
Chicago, United States
08.2015 - 12.2015
  • I was hired by the Co-Founder to help bring the idea to market / close the very first sales deals for 'Scholar Source', a spin-off of Pre-Scouter which was already scaled up
  • It was a recruiting service specializing in scientists and engineers (Pre-Scouter provides scientists and engineers as a service, Scholar Source provided recruiting as a service)
  • I took advantage of the opportunity the best I could - working directly with the CEO on a daily basis, and used my prior experience from AIESEC to establish a B2B prospecting strategy, write the first pitches, establish cross-department workflows between Recruiting and Sales using Podio, build a healthy CRM - and eventually closed the first deal with Scotts Miracle-Gro (a billion dollar+ company) in just 3 months
  • I decided to leave because I saw the traditional headhunting model as outdated, and saw an opportunity in Uruguay with a software company called Switch Software - where I could learn Spanish, live in another country, etc

Interim Regional Sales Trainee

AIESEC
Birmingham, United Kingdom
04.2015 - 07.2015
  • Company Overview: www.aiesec.co.uk
  • Selected to be an Interim Regional Sales Trainee, using my expertise with the student-run organization in the United States to boost performance
  • Main Responsibilities and Accomplishments: Created Strategic Partnerships with externals which became 'Lead Generation vehicles'
  • Analyzed the Birmingham (2nd largest city in the UK) market, created and left behind a refreshed Sales strategy
  • Trained the local Leadership on innovative Sales techniques
  • Prospected and closed deals individually and with the teams, to boost Sales results

Local President - Student Organization

AIESEC
Greater Chicago Area
01.2014 - 02.2015
  • Led departments in: Business Development, Finance, Account Delivery, Outgoing Exchange, Marketing, and Talent Management
  • Main Responsibilities and Accomplishments: Pioneered an innovation in workflows encompassing customer management, organizational development, and accounting
  • Led meetings and training sessions including operation strategy and entrepreneurial training
  • Coordinated outreach and partnered with three essential university partners who contributed to organizational development
  • Managed workflows and information systems

Project Leader, Springboard Initiative

Northern Illinois University
08.2014 - 01.2015
  • Springboard works closely with businesses, federal/state partners, and University Staff to foster growth and overcome a variety challenges
  • I led a team of 12 conducting domestic and international market research to determine strategies and make recommendations in: Branding, Business Development, International Trade, Operations, and Social Media Strategy
  • Main Responsibilities and Accomplishments: Trained the team to utilize over 20 Research and Business Development tools used by industry-leading companies around the world
  • Trained and coached skills in resource management and market research
  • Created tools for optimization in workflows and training

Senior Business Analyst, SpringBoard Initiative

Northern Illinois University
DeKalb
04.2014 - 09.2014
  • In hundreds of hours of market research and consulting I helped six clients determine strategies in: Branding, Business Development, and Social Media Strategy
  • Main Responsibilities and Accomplishments: Quickly learned and mastered 20+ Research and Business Development tools used by industry-leading companies around the world
  • Wrote company assessments for local, regional, and international companies
  • Learned and implemented International Trade policy and operation
  • Presented recommendations based on analysis to clients orally

Operations and Sales Intern

KFS, Inc.
Greater Chicago Area
01.2014 - 03.2014
  • Company Overview: KFS is an International Freight Forwarding and Logistics company, based in Fort Worth, TX
  • I was hired on to work closely with Management on short-term expansion work at the company's new Chicago office, after it was acquired
  • Main Responsibilities and Accomplishments: Completed Lead generation projects with the Business Development team
  • Received in-depth training on implementing new administration and operational technological processes implemented by the buying entity of M&A transaction
  • Provided additional support as-needed in Sales and Operations Management
  • KFS is an International Freight Forwarding and Logistics company, based in Fort Worth, TX

VP Business Development

AIESEC - Student Organization
Chicago
01.2013 - 02.2014
  • I led our Global Partnerships team of five members
  • I was responsible for Training and Strategy in Sales, Market Research, and Account Management
  • Main Responsibilities and Accomplishments: Motivated our B2B recruitment sales team to increase our Partnerships by 60%
  • Led inspired status and quota bench-marking meetings
  • Trained the team in Lead Generation, Sales Development, and Closing Deals
  • Pioneered a sales strategy innovation utilizing LinkedIn

Business Development Team Member

AIESEC - Student Organization
Greater Chicago Area
03.2011 - 08.2011
  • On the Business Development Team I gained tremendous business acumen, as a 19 year old
  • I met with CEO's of companies around Chicagoland at sales meetings and networking events
  • I became passionate about experiential development- interacting with real potential customers and current clients in an entrepreneurial environment at an early stage in life
  • Main Responsibilities and Accomplishments: Won 'Member of the Year' award on the business development team
  • Worked on the Account Delivery team to manage customer flow
  • Attended professional networking events as a student on behalf of AIESEC
  • Executed lead generation and market research projects
  • Communicated with prospective clients through e-mail and phone

Education

Bachelor's Degree - Marketing

Northern Illinois University
01-2015

Skills

  • Sales & Marketing Strategy
  • Sales and Marketing Process Design
  • Content Management Systems (CMS)
  • Customer Relationship Management (CRM)
  • Customer Journey & Account Management
  • Lead Generation
  • Cross-Functional Collaboration
  • Partnership Building
  • Technical Skills: Mobile App Development, HTML, CSS, Flutter, FlutterFlow, Python, AWS, and more

Certification

  • Account Manager Certification
  • JavaScript - Basic Level
  • J-1 Visa Certification
  • Intermediate Python
  • Front-end Foundations in HTML

Languages

  • English, Native or Bilingual
  • Spanish, Limited Working

Languages

Spanish
Professional

Timeline

Founder / Freelance Developer

Growth Partners - Mobile Apps Agency
04.2024 - Current

US Sales Manager

Switch Software Solutions
03.2023 - 04.2024

Account Executive, Account Manager, and Strategic Partnerships

Switch Software Solutions
09.2017 - 02.2023

GTM Expansion: Sales and Marketing

Switch Software Solutions
05.2016 - 09.2017

Account Executive / Go-To-Market

Scholar Source Recruitment
08.2015 - 12.2015

Interim Regional Sales Trainee

AIESEC
04.2015 - 07.2015

AE / New Sales Consultant

TransparentBusiness
12.2014 - 04.2016

Project Leader, Springboard Initiative

Northern Illinois University
08.2014 - 01.2015

Senior Business Analyst, SpringBoard Initiative

Northern Illinois University
04.2014 - 09.2014

Local President - Student Organization

AIESEC
01.2014 - 02.2015

Operations and Sales Intern

KFS, Inc.
01.2014 - 03.2014

VP Business Development

AIESEC - Student Organization
01.2013 - 02.2014

Business Development Team Member

AIESEC - Student Organization
03.2011 - 08.2011

Bachelor's Degree - Marketing

Northern Illinois University

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