TODD DEFELICE
BRANFORD,CT
Work Preference
Summary
Enterprise SaaS and Automotive Technology executive with 20+ years of experience scaling commercial organizations from early-stage growth through enterprise scale. Currently the CCO of MOTO(acquire), driving a 50% increase in market share within three months. Proven record of building predictable revenue engines, leading sales organizations to 110% of quota after underperformance (Affinitiv), and scaling customer bases by 200% (AutoHub). Expert in GTM strategy, MEDDPICC methodology and building high-performing teams for AI-powered automotive solutions.
Known for aligning executive teams around commercial strategy, building scalable operating models, developing enterprise sales leaders, and delivering predictable revenue growth in complex B2B SaaS environments.
Visionary Chief Commercial Officer with 20 years of experience making excellent decisions based on customer feedback and company research. Obsessive focus on customer satisfaction led to increased market share. Specializing in building highly functional commercial organizations. Well-respected for leadership, integrity and innovation.
Overview
20
20
years of professional experience
Work History
Chief Commercial Officer
MOTO(acquire)
05.2026 - Current
- Serve as Chief Commercial Officer / CRO, owning enterprise commercial strategy across Sales, Customer Success, Revenue Operations, Pricing, Forecasting, and GTM execution.
- Captured more than 50% growth in market share in a three-month period
- Engage with executive leadership to optimize revenue operations, drive customer acquisition, and facilitate enterprise growth.
- Optimized retention strategies increasing GRR from 90% to 96% and NRR from 100% to 113%
- Coordinated with finance, legal, and sales operations to streamline enterprise deal approvals, pricing governance, contract terms, and commercial negotiations, boosting forecast accuracy and sales execution.
- Developed and executed comprehensive commercial strategies to drive revenue growth and market expansion.
- Led cross-functional teams to enhance product offerings and improve customer engagement initiatives.
Vice President of Sales
Affinitiv
04.2025 - 05.2026
- Guided enterprise sales team to reach 110% of quota after overcoming 18 months of underperformance.
- Refined executive forecasting pipeline, streamlining sales process and strengthening strategic account management.
- Developed scalable commercial governance integrating pricing strategy, discount approvals, quote review, and contract approval workflows for enterprise sales.
- Directed strategic sales efforts aimed at enhancing revenue growth within various market segments.
- Formulated and instituted robust sales training programs for team members.
Vice President of Sales
AutoHub
03.2024 - 04.2025
- Elevated customer count by 200% via strategic outreach efforts.
- Reengineered enterprise GTM strategy, optimizing territory and quota planning alongside sales process and commercial execution.
- Led strategic sales initiatives to drive revenue growth across multiple market segments.
- Developed and implemented comprehensive sales training programs for team members.
- Collaborated with cross-functional teams to align sales goals with overall company objectives.
Vice President of Sales
RockED
04.2023 - 03.2024
- elevated ARR to approximately $2.7 million.
- Developed enterprise sales playbooks and optimized repeatable B2B selling processes.
- Assessed market trends for identification of new business opportunities and refinement of sales strategies.
- Directed negotiation processes for high-value contracts, securing favorable terms for the organization.
Regional Vice President of Sales
AutomotiveMastermind
05.2015 - 04.2023
- Helped scale from approximately 100 to 3,000+ dealership customers.
- Supported growth beyond $120M in recurring revenue.
- Built and developed enterprise sales leaders during hypergrowth.
- Developed and implemented sales strategies to enhance market penetration across multiple regions.
- Led cross-functional teams to drive operational efficiency and improve customer engagement initiatives.
- Cultivated relationships with key stakeholders to support business growth and client retention efforts.
- Oversaw the integration of data analytics tools to refine sales forecasting accuracy and reporting processes.
- Established strategic partnerships to drive business development and maximize revenue opportunities.
Skills
- Enterprise Sales Leadership
- Go-to-Market Strategy
- Chief Commercial Leadership
- Revenue Operations
- Customer Success
- Strategic Partnerships
- Executive Leadership
- Forecasting & Pipeline Governance
- SaaS
- Automotive Technology
- Organizational Transformation
- Sales Methodology
- Enterprise Account Strategy
- Cross-Functional Leadership
- M&A Integration
- CRM: Salesforce, HubSpot
- Sales Enablement: Gong, Chorus
- Policy management
- Contract negotiation
- Human capital management
ENTERPRISE IMPACT
- Scaled automotiveMastermind from approximately 100 to 3,000+ dealership customers.
- Contributed to growth beyond $120M in recurring revenue.
- Increased MOTO(acquire) market share by more than 50% within the first three months.
- Led Affinitiv to 110% of annual quota following 18 consecutive months below target.
- Grew AutoHub customer base by 200% through GTM transformation.
- Built enterprise sales organizations, forecasting disciplines, and executive operating cadences across multiple SaaS companies.
Timeline
Chief Commercial Officer
MOTO(acquire)
05.2026 - Current
Vice President of Sales
Affinitiv
04.2025 - 05.2026
Vice President of Sales
AutoHub
03.2024 - 04.2025
Vice President of Sales
RockED
04.2023 - 03.2024
Regional Vice President of Sales
AutomotiveMastermind
05.2015 - 04.2023