Summary
Overview
Work History
Education
Skills
Timeline
Generic
Zachary Wallin

Zachary Wallin

Naperville,IL

Summary

SMB and Mid-Market SaaS seller with 3+ years driving pipeline and new-logo growth. Proven in sourcing, qualifying, and closing multi-threaded deals through strong discovery and cross-functional collaboration. Known for clear business cases that accelerate cycles and boost ARR.

Overview

12
12
years of professional experience

Work History

Account Executive

SAP Concur
01.2023 - Current
  • Own full-cycle new-logo sales for SMB/MM accounts: discovery, ROI alignment, pricing, negotiation, and close in 30–90-day cycles
  • Build and manage territory plans; consistently self-generate meetings via targeted outbound and partner motions
  • Multi-thread with Finance/C-Level stakeholders; deliver tailored demos with Solutions Advisors and align legal/IT to remove blockers pre-close
  • FY23: Quota achiever, closing 48 net new logos
  • FY24: Exceeded quota for Q1, Q2, and Q4, closing 58 net new logos
  • Collaborate with Marketing/SDR on campaigns to address pains like manual reconciliations, policy compliance, and ERP integrations

Senior Sales Development Representative

SAP Concur
07.2021 - 12.2022
  • Consistently exceeded activity and opportunity creation targets, finishing at 132% of quota for qualified meetings and influenced pipeline.
  • Contributed to $2.9M+ ARR pipeline and $400K+ Closed-Won; certified through SAP Sales Academy (EO & Demo).
  • Awarded Mid-Market Sales Development Representative of the Year for 2022 for top performance and conversion results.
  • Selected as IC Leader; mentored new hires on messaging, research, and conversion fundamentals.

Carrier Sales Representative

Route Transportation & Logistics
01.2020 - 07.2021
  • Ran end-to-end sales cycles (prospect → quote → close) with nationwide carriers; strengthened book via relationship-led selling.
  • Led CRM transition to Revenova (Salesforce OEM), improving adoption and data quality across remote users.

Supply Chain Consultant

RJW Logistics Group
02.2019 - 12.2019
  • Built and converted supplier pipeline; closed 5 accounts in 4 months totaling ~$2M revenue.
  • Supported proposals, pricing, and contract execution across multiple stakeholders.

Director of Sales; Customer Service Representative

Hurricane Golf
01.2014 - 01.2019
  • Promoted from CSR to Director; led retail team operations, training, and customer engagement for national e-commerce golf retailer.

Education

Business Administration & Management coursework

Northern Illinois University
DeKalb, IL

Skills

  • Outbound Prospecting
  • Discovery & Qualification
  • Multi-threading
  • Forecasting & deal hygiene
  • Relationship building & management
  • Pipeline generation & management

Timeline

Account Executive

SAP Concur
01.2023 - Current

Senior Sales Development Representative

SAP Concur
07.2021 - 12.2022

Carrier Sales Representative

Route Transportation & Logistics
01.2020 - 07.2021

Supply Chain Consultant

RJW Logistics Group
02.2019 - 12.2019

Director of Sales; Customer Service Representative

Hurricane Golf
01.2014 - 01.2019

Business Administration & Management coursework

Northern Illinois University

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