Jonathan Brown
Fredericton,NB
Summary
Results-driven Sales Executive with a proven track record in consultative selling, self-sourcing clients, and managing the entire sales cycle. Builds and maintains strong relationships with decision-makers.
Overview
12
12
years of professional experience
Work History
Enterprise Account Executive
Appcast
06.2021 - 09.2024
- Managed a portfolio of 120-160 enterprise prospects, driving new business acquisition and cross-sell opportunities.
- Achieved 108% of quota, resulting in a $1.2 million revenue increase in FY22. Led a public sector selling model that generated an additional $1 million in FY23.
- Conducted consultative sales with C-level decision-makers, delivering tailored software solutions aligned with client goals.
- Led presentations and demos to key stakeholders, effectively positioning customized solutions to meet business needs.
- Utilized Salesforce CRM to track sales activities, manage the pipeline, and ensure accurate forecasting.
Account Executive, Growth
Skillsoft
12.2018 - 06.2021
- Managed a territory of 60 SMB accounts, consistently exceeding sales quotas by leveraging deep consultative selling skills.
- Increased revenue by 30% in FY21 through cross-selling and upselling learning technology solutions.
- Drove self-sourced pipeline opportunities, leading to a 105% quota achievement and recognition as the Best New Rep in FY20.
- Conducted detailed product demos and worked closely with clients to develop tailored learning solutions.
Sales Development Representative
Skillsoft
07.2016 - 12.2018
- Self-sourced leads across multiple territories, contributing to 103% of quota attainment in FY19.
- Excelled in prospecting and building a pipeline for complex, long-cycle sales (6-12 months) within the corporate learning space.
- Engaged with stakeholders to uncover business needs, creating opportunities for large-scale software sales.
Executive Director
Fredericton Youth Hockey Association
08.2012 - 07.2016
- Managed operations, fundraising, sponsorship, and community engagement, leading to a 20% increase in youth participation over 4 years.
- Implemented new programs that removed entry barriers for new participants.
- Increased volunteer participation by facilitating regular development sessions.
Education
Bachelor of Recreation and Sport Studies - Sport Management
University of New Brunswick
Skills
- SMB Territory Sales Strategy
- Enterprise Sales Strategy
- Consultative Solution Selling
- Full Sales Cycle Management
- Lead Generation & Self-Sourcing
- Salesforce CRM Expertise
- Client Demos & Presentations
- Negotiation & Closing
- Field Sales & Territory Management
- Prospecting & Pipeline Development
- Stakeholder Engagement
Accomplishments
- Sales Gravy EQ Masterclass by Sarah Greer (2024)
- Mastering Solution Sales by Atlantic Growth Solutions (2022)
- Salesforce Account Optimizer by Sales Optimizer, LLC (2021)
- Rookie of the Year (Skillsoft, 2019)
Affiliations
- CrossFit - Team captain in yearly open competition, focused on team collaboration, community engagement and athlete growth.
- Big Brothers Big Sisters - Served as a mentor, building lasting relationships with youth.
- Youth Hockey Coach - On-ice instructor, guiding skill development for young athletes.
References
References available upon request.
Timeline
Enterprise Account Executive
Appcast
06.2021 - 09.2024
Account Executive, Growth
Skillsoft
12.2018 - 06.2021
Sales Development Representative
Skillsoft
07.2016 - 12.2018
Executive Director
Fredericton Youth Hockey Association
08.2012 - 07.2016
Bachelor of Recreation and Sport Studies - Sport Management
University of New Brunswick
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