Open To Work
Tony Karamitas
Marietta,GA
Summary
Account executive with over 10 years of experience in selling SaaS AI solutions and managed services, achieving 14 President's Club awards in 15 years. Demonstrated consistent performance with 100-150% quota attainment in high-pressure environments, ranking as a top performer at both UKG and ADP. Successfully closed approximately $12 million in new annual recurring revenue at UKG, maintaining a 98% customer retention rate on three-year contracts. Expert in penetrating challenging accounts through innovative prospecting and personalized executive engagement, utilizing MEDDPICC for ROI analysis and effective mutual action plans.
Overview
16
16
years of professional experience
Work History
Senior Account Executive
UKG
Atlanta, Georgia
03.2016 - Current
- Closed ~$12M in new ARR selling SaaS + AI solutions + managed services into the 200–500 employee segment; typical deal ~$130K ARR, largest $350K ARR; contracts predominantly 3-year terms.
- Earned 9 President’s Clubs in 10 years with sustained 100–150% quota attainment in a high-quota organization; ranked Top 10 on the salesboard multiple years.
- Maintained 98% customer retention by aligning outcomes to measurable value and partnering cross-functionally to support adoption and expansion readiness.
- Generated pipeline and secured executive access through innovative prospecting and targeted drip campaigns, consistently arranging meetings with CEO/CFO/CHRO/CIO while establishing credibility with HR/Finance end users.
- Ran multi-threaded deal cycles using MEDDPICC and Challenger-based discovery; built CFO-grade ROI business cases and mutual action plans that accelerated consensus and increased deal velocity.
- Quarterbacked complex pursuits by mobilizing solutions architects, consultants, IT, and senior executives for workshops, technical validation, and executive alignment; navigated procurement/legal/MSA redlines and security/risk reviews to maintain control over deals.
Business Development Manager
ADP
Atlanta, Georgia
05.2010 - 02.2016
- Achieved 5 President’s Clubs in 5 years and ranked a Top 5 sales rep nationally, consistently outperforming in a high-velocity, competitive environment.
- Closed ~$50K ARR deals, securing largest deal of $300K ARR by consultatively engaging HR/Finance buying centers and aligning with executive stakeholders (CEO/CFO/CHRO/CIO) to achieve consensus.
- Built and converted pipeline through disciplined outbound efforts and targeted messaging, leveraging quantified ROI and structured close plans to facilitate decision-making.
Education
BBA - Sports Management
University of Johannesburg
Johannesburg, South Africa12-1999
Skills
- Hunter - Land & Expand
- Executive Prospecting & Targeted Drip Campaigns
- Multi-Threading (CEO/CFO/CHRO/CIO champions)
- MEDDPICC Challenger Sandler methodology
- Value Engineering & CFO-Grade ROI
- Mutual Action Plans Deal Velocity Close Plans
- Negotiation, Procurement, MSAs, Redlines, Security/Risk Reviews
- Partner Co-Sell (GSI / Channel / Cloud Marketplace)
- Cross-Functional Quarterbacking (SA/Consulting/IT/Exec Sponsors)
- Tools: Salesforce, Clari, Outreach/SalesLoft, ZoomInfo, Sales Nav, DocuSign
Accomplishments
• President’s Club: 14x (UKG 9x; ADP 5x)
• National Ranking: Top 5 Rep (ADP) | Top 10 Salesboard (UKG)
• Largest Deals: $350K ARR (UKG) | $300K ARR (ADP)
• Client Retention: 98% (UKG)
• National Ranking: Top 5 Rep (ADP) | Top 10 Salesboard (UKG)
• Largest Deals: $350K ARR (UKG) | $300K ARR (ADP)
• Client Retention: 98% (UKG)
Timeline
Senior Account Executive
UKG
03.2016 - Current
Business Development Manager
ADP
05.2010 - 02.2016
BBA - Sports Management
University of Johannesburg