David Brown
SaaS | HR Tech | AI
San Diego,CA
Summary
Ambitious technology professional with 16 years of experience in SaaS blended across enterprise sales, customer management, partner management, and sales engineering roles. I bring a mix of technical proficiency, relationship-building skills, and a strong track record of success.
Overview
16
16
years of professional experience
Work History
Pre Sales Engineer
Go1
12.2022 - 11.2023
- My role was eliminated due to a workforce reduction effort.
- In partnership with the enterprise sales team, I managed solution discovery, curated demonstrations, proofs-of-concept, RFP support, and solution designs for opportunities greater than $100K ARR.
- Supported the partner organization in the acquisition process to perform technical demonstrations and propose and develop a solution design that detailed the current state, negative consequences, future state, positive business outcomes, solution requirements, user journey, technical journey, and technical architecture.
- Supported and completed low-level technical questions for enterprise security questionnaires and tech reviews.
- Delivered technical demonstrations via webinars to support partner marketing and demand generation efforts.
- Attended several industry trade shows and events to support the sales and partner teams with onsite demonstrations and technical discussions.
Consultant, Implementation, and Customer Experienc
Stealth Startup
11.2021 - 02.2022
- Proposed a framework to automate the creation of a customer's org structure within my client's app, which included the import of departments, locations, positions, and employees.
- Proposed a process to handle transitions and updates to the org structure as changes in employee status and the org structure occur.
- Proposed and designed a workflow to automate the import of employee compliance documents and parse document metadata, to match regulatory employee compliance information to the organization's defined compliance requirements, reducing the time and effort needed for a new customer to implement the customer's account.
- Led a project to analyze 8 customer locations and existing data to assist with the migration of employee compliance data into my client's platform.
- Hosted bi-weekly customer calls to solicit app feedback and customer experience to share with the Product and Customer Success team.
Strategic Sales Engineer
Checkr
10.2019 - 07.2020
- 50%+ Win rate with significant contributions to Enterprise and Strategic sales team bookings.
- Zero deals rejected due to improper solution engineering.
- Developed a number of click-through product demonstrations for the core product and partner integrations to enable sales and sales engineer success.
- Achieved Command of the Message Certification, Force Management.
- Supported reps across Enterprise and Strategic segments.
- Responsible for supporting sales reps and prospects from initial discovery through the close process, through implementation hand-off, up to the customer’s implementation kick-off call.
- Guided and lead workshop engagements with prospects to optimize their screening programs and achieve better outcomes.
- Responsible for scoping implementation needs and recommending appropriate professional services package.
- Acted as a subject matter expert for internal stakeholders on partner API integrations.
Director, Partner Management & Relationship Manage
GoodHire
03.2018 - 07.2019
- Responsible for the management and retention of a partner channel across 10+ partners
- Achieved significant growth in the channel - 2017 vs. 2018
- Prospected and signed 4 partners
- Implemented referral programs for the GoodHire sales & success teams and provided support and coaching to optimize partner engagement and success.
- Responsible for the GoTo Market process, post-launch, and maintenance of partnerships once live.
- When needed, serves as a solutions consultant for new partner opportunities, and existing partners who want to refresh or optimize their integrations or programs.
- Provided sales support to the sales team on complex partner integrations and deals such as Discovery, Demo, and Process Mapping.
- Managed a budget for partner sponsorship & event opportunities to increase referrals for the sales team.
- Responsible for the company's largest accounts (20% of company revenue) to ensure retention and revenue growth.
Director of Sales
GoodHire
08.2017 - 03.2018
- Responsible for quarterly net new revenue attainment of over $500K.
- Hit and exceeded the quarterly team goals for all 3 quarters I managed sales.
- Managed a team of 6 sales reps, and one solution consultant, and each team member achieved quota.
- Prioritized and maintained sales feature requests for products, along with ROI and revenue opportunities.
- Assisted reps with in-person, and virtual sales presentations.
- Developed price tiers, price points by tier, and overall pricing strategy for the sales team.
- Won the company’s first enterprise customer through a blind RFP
- process and reverse Dutch blind auction won a large on-demand food delivery service.
- Won the company’s first major gig economy customer which also required a customized partner integration and new feature development.
- Drove a project to analyze lead conversion, which resulted in a 10% increase in lead conversion from Q1 to Q2 2018.
Principal Solution Consultant
Goodhire
04.2017 - 08.2017
- Supported the Goodhire and Identity.com sales team throughout the pre-sales process.
- Assisted with customer demos on all platforms and provided discovery support through needs analysis for new business, upsells, or process changes for existing clients.
- Assisted with RFP requirements review, strategy, and responses.
- Support presentation creation and value proposition positioning.
- Create process flows and business processes based on the client’s program objectives.
- Serve as Subject Matter Expert on all products, platforms, and solutions, including our web applications, partner integrations, and direct API integrations.- Scoped, defined, & launched the following partner integrations: Jobvite, BambooHR, and BreezyHR.
Sales Engineer, Enterprise
HireRight
09.2016 - 04.2017
- Solution-ed multiple enterprise deals where a custom integration using the HireRight SOAP XML API was required. One of them is a global deployment requiring integration to 3 separate platforms.
- Provided discovery support through needs analysis for new business, up-sells or process changes for existing clients.
- Attended client presentations, and quarterly business reviews to help support new revenue growth, and/or client retention.
- Created process flows based on the desired needs and business objectives of the prospect or customer.
- Served as a Subject Matter Expert on all products, platforms, and solutions.
- Conducted proof point demonstrations on all platforms and integration workflows during the sales and client change process.
- Complete Client Solutions Playbook outlining complete client program setup requirements.
Senior Product Manager
First Advatnage
03.2016 - 09.2016
- Developed detailed usage scenarios, feature specifications, and product designs for enhancements and customer requests.
- Defined the product strategy and roadmap for the Fingerprint Screening product line.
- Attended the annual FBI Fingerprinting Council meeting to stay current on regulatory requirements and competitive landscape. (Required FBI CJIS Clearance)
- Maintained competitive analysis, a library of state regulations, and solution differentiators.
- Performed market analysis to help identify strategic opportunities and verticals.
- Developed the core product positioning and messaging strategy for sales and customer success.- Lead an effort to define requirements for a rebuild of the existing fingerprinting platform.
Product Manager
TalentWise
07.2015 - 02.2016
- Developed detailed usage scenarios, feature specifications, and product designs.
- Defined the product strategy and roadmap for the Background Screening product line.
- Maintained competitive analysis and solution differentiators.
- Developed the core product positioning and messaging strategy.
- Set pricing to meet revenue and profitability goals.
- Worked with the product marketing department to develop sales tools and collateral.
- Briefed and trained the sales force at the product launch and quarterly sales meetings.
Senior Manager Sales Operations
TalentWise
07.2014 - 06.2015
- Oversaw and managed the sales operations groups consisting of 3 SCs, 2 SFDC Admins, and 3 Proposal writers.
- Acted as Master Solution Consultant for the company's largest deals.
- Developed, designed, coordinated, implemented, and trained sales teams on product certifications, sales processes, reporting, and pipeline management.
- Established accurate reporting mechanisms to assist the sales leadership and executive team with monitoring the execution of the plans, budgets, forecasts, and measurements across the revenue org.
- Maintained a Sales Operations dashboard containing analytics for pipeline health and success.
- Worked closely with the Salesforce.com administrator(s) to ensure systems alignment with the objectives and needs of sales and sales operations.
Solution Consultant
TalentWise
07.2012 - 07.2014
- Assisted with in-depth solution discovery, building the business case, and calculating ROI to close business.
- Created and performed onsite or remote demonstrations of TalentWise technologies for new prospects and existing clients.
- Analyzed prospect’s requirements to propose the best possible solution, either through existing technology or a recommended development effort.
- Mastered and maintained detailed knowledge of TalentWise product-suite configuration options.
- Responded to the technical and product sections of RFI/RFPs as necessary.
- Collaborated with Partners, Product Management, and Development teams to support complex enterprise requirements where development or engineering efforts are required.
Senior Account Manager
TalentWise
07.2011 - 07.2012
- Interfaced with all aspects of the organization including the executive team to resolve customer challenges and drive up-sell revenue.
- Managed enterprise customers and was responsible for all aspects of the client’s tenure with TalentWIse; including implementation, kick-off, training, and retention.
- Achieved 100% of my up-sell quota using consultative solution-based selling through 07/2011 – 07/2012
- Traveled to the customer site to conduct face-to-face account reviews, solutions meetings, and implementation kick-offs. I was responsible for the preparation and build-out of agendas, project plans, and program overviews as well as training and Go-Live management.
- Assisted sales teams with tradeshows, account management representation, and on-site RFP presentations.- Assisted with other special assignments such as – General Motors implementation and stabilization, 3 million account implementation planning, and project management.
Sales Engineer & Implementation Lead
Abso, a Sterling Company
04.2011 - 07.2011
- Performed consultative pre/post sales engineering through the sales teams, COO, and client services leadership to present and demonstrate product solutions to enterprise clients and RFP presentations.
- Worked closely with clients to ensure comprehensive and accurate capture of business requirements and transfer/translation of information into functional, technical, service, and project specifications.
- Lead clients & internal resources (task force) through phases of implementation, overcoming barriers to ensure successful, timely implementation delivery meeting Sterling’s “Time-to-Revenue” requirements and thresholds.
- Conducted requirements analysis, solution mapping, and policy development.
Business Relationship Manager (BRM)
Abso, a Sterling Company
02.2010 - 04.2011
- Maintained a book of business including 70 clients, totaling 1.5 million in revenue – Zero customers lost and achieved $80,000 in up-sell revenue.
- Primary responsibilities included retention of assigned accounts achieved through regular contact, loyalty surveying, and program enhancements to meet business needs.
- I was responsible for contract renewal and negotiation.
- Face-to-face or virtual account reviews were performed for every account to ensure software adoption and high customer retention.
- Interfaced with all aspects of the organization including the executive team to resolve customer challenges.
Account Executive
Abso, a Sterling Company
02.2008 - 01.2010
- 2009 Year-End Bookings: $260,000
- 2008 Year-End Bookings: $180,000
- Earned new business through outbound calls within assigned territory and industry tradeshow representation.
- Delivered competitive proposition value and performed business assessments to demonstrate a software solution designed to meet key business challenges.
- Handled all aspects of the sales cycle from cold calls to contract negotiation, as well as retention/renewal responsibilities
- Performed in-person presentations 10% of the time, 90% performed through teleconferences and webinars.
Education
High School Diploma -
San Juan High School
Citrus Heights 05.2001 -
Some College -
American River College
Sacramento, CA 05.2001 -
Skills
Customer Management: Business Reviews, contract negotiation, Go-To-Market, Onboarding, Renewals & Retention, Strategic Planning, Upsell & Expansion
Sales: Deal qualification, Discovery, Negotiation, Presentations, Pricing, Proposals, RFIs, RFPs, ROI, Tailored Product Demonstrations, Value Selling, Go-To-Market
Technical: Generative AI (beginner), Custom Integrations, Data Feeds, Github, JSON (beginner), Jupyter Notebook, Postman, Process Mapping, Proof-of-Concepts, Pandas, Python, Restful APIs, OAuth / SAML 20, Solution Designs, Streamlit, VS Code
Accomplishments
Python, Javascript, SQL, GenAI and more. Plase visit these links:
- https://www.linkedin.com/in/david-brown-san-diego-ca/details/certifications/
- https://www.linkedin.com/in/david-brown-san-diego-ca/details/courses/
Timeline
Pre Sales Engineer
Go1
12.2022 - 11.2023
Consultant, Implementation, and Customer Experienc
Stealth Startup
11.2021 - 02.2022
Strategic Sales Engineer
Checkr
10.2019 - 07.2020
Director, Partner Management & Relationship Manage
GoodHire
03.2018 - 07.2019
Director of Sales
GoodHire
08.2017 - 03.2018
Principal Solution Consultant
Goodhire
04.2017 - 08.2017
Sales Engineer, Enterprise
HireRight
09.2016 - 04.2017
Senior Product Manager
First Advatnage
03.2016 - 09.2016
Product Manager
TalentWise
07.2015 - 02.2016
Senior Manager Sales Operations
TalentWise
07.2014 - 06.2015
Solution Consultant
TalentWise
07.2012 - 07.2014
Senior Account Manager
TalentWise
07.2011 - 07.2012
Sales Engineer & Implementation Lead
Abso, a Sterling Company
04.2011 - 07.2011
Business Relationship Manager (BRM)
Abso, a Sterling Company
02.2010 - 04.2011
Account Executive
Abso, a Sterling Company
02.2008 - 01.2010
High School Diploma -
San Juan High School
05.2001 -
Some College -
American River College
05.2001 -
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