Zachary Fairris
New York,NY
Summary
Sales professional and proven top performer in B2B enterprise software sales and experienced in selling complex SaaS solutions to both IT and LOB leadership teams and CXOs. I've maintained consistent over achievement by leveraging value based selling and MEDDIC, and have a proven ability to earn customers trust and business by effectively navigating complex buying cycles with multiple use cases, technical requirements, and business units.
Overview
9
9
years of professional experience
Work History
Regional Sales Manager
Luminary Cloud
12.2022 - 09.2024
- Ran all GTM strategies for manufacturing accounts on the east coast.
- Used MEDDPICC sales methodology to efficiently progress pipeline.
- Mastered the ability to build Value Pyramids and account plans to PG into Fortune 500 companies, securing meetings with Executive Buyers in large manufacturing accounts.
- Focused on Aerospace and Automotive accounts based on PMF, and worked to build executive relationships with top strategic accounts.
- FY 2023 - #2 rep of 5. Closed biggest single logo for the year with top aerospace company
- FY 2024 - #1 rep of 5. Closed biggest deal in company history, 234k TCV, with early stage aerospace account.
- Closed 50k land deal with large motorsport organization
- Worked with Senior Leadership to identify product gaps and help build out roadmap.
Senior Enterprise Account Executive
Google Cloud (Looker)
01.2020 - 12.2022
- Built and maintained a healthy pipeline, achieving 3x+ pipeline coverage, year over year
- Identified and prospected into our ICP account lists
- 113% of 2021 Quota
- 127% of 2022 Quota
- Closed 1.6m TCV deal with 10k+ Public Telecommunications company for strategic enterprise wide deployment
- Closed 250k ACV deal with large ticketing platform during covid shutdown
- Partnered with major technology partners like Snowflake, Fivetran, Databricks, etc.
Account Executive
Looker
06.2018 - 01.2020
- Built a strong performing territory in PA through prospecting our ITP, creating new partner relationships, and closing premier target accounts over a 2 year period.
- 157% of 2H quota for 2018
- 124% of 2019 quota
- 110% of 2020 quota through June, Promoted to enterprise 7/1
- Closed largest Mid-Market user deployment of 30k users. 275k ACV for series B enterprise collaboration tool
Mid-Market Account Executive
Sisense
07.2017 - 06.2018
- Mid-Market Account Executive covering accounts with 200-1000 employees for both direct and OEM
- Q4 2017- 130%, Q1 2018-102%, Q2 2018-105%
Account Executive
Birst
06.2015 - 09.2017
- Multiple promotions over 2+ years
- SDR to SDR leadership to Account Executive
Education
BA - Legal Studies/Spanish
CALIFORNIA STATE UNIVERSITY OF CHICO
Chico, CA06.2013
Skills
- CxO level presentation and communication
- Sandler/MEDDPICC sales trained
- Well trained in prospecting strategy and execution
- Complex sales processes including multiple technical and business stakeholders
- Negotiating with key stakeholders and procurement teams of large enterprise organizations
Timeline
Regional Sales Manager
Luminary Cloud
12.2022 - 09.2024
Senior Enterprise Account Executive
Google Cloud (Looker)
01.2020 - 12.2022
Account Executive
Looker
06.2018 - 01.2020
Mid-Market Account Executive
Sisense
07.2017 - 06.2018
Account Executive
Birst
06.2015 - 09.2017
BA - Legal Studies/Spanish
CALIFORNIA STATE UNIVERSITY OF CHICO
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