Dave Woolwine
Indianapolis,IN
Summary
An outcome-driven sales executive with over 20 years of experience, adept at building, revitalizing, and expanding sales teams. Possesses robust communication, motivational, and leadership skills. Demonstrates a track record of consistent overachievement and specializes in developing sales organizations through the implementation of metrics-driven, repeatable sales processes.
Overview
24
24
years of professional experience
Work History
Vice President of the Americas
HackerOne
06.2021 - Current
- Assigned the responsibility of expanding operations in the Americas, overseeing Account Executives, Account Managers, Sales Engineers, Alliances, renewals, and Federal initiatives.
- Increase Enterprise ACV by 240%.
- Increased Commerical ACV by 52%.
- Revitalized and restructured the Account Management, Strategic, and Federal teams.
- Closed the first six-million-dollar deals in the company's history.
- Created and executed a sales process that set the company apart, resulting in a 94% win ratio against competitors.
- Implemented an all-encompassing global plan for sales enablement, addressing new hires' onboarding and leadership development.
Chief Revenue Officer
Edify
01.2020 - 03.2021
- Recruited in a pre-revenue phase to formulate and implement the Go-To-Market strategy, encompassing alliances, direct sales, sales engineering, and customer success.
- Achieved zero to 4.2 million in revenue within the initial 12 months.
- Generated 19 million in pipeline within the first year.
- Doubled revenue consecutively in each of the first four quarters.
- Established a 98% win ratio against competitors in the market.
North American Vice President Sales and Channels
Fuze
10.2015 - 10.2019
- Tasked with reconstructing the North American direct and channel organization, overseeing 50 first and second-line managers and sales professionals.
- Developed and executed an industry-differentiating sales process, resulting in a 90% win ratio against competitors.
- Instilled accountability in the field by guiding leaders to focus on three key pillars: strategic hiring, metrics-driven pipeline generation, and forecasting accuracy.
- Executed a comprehensive global sales enablement plan, covering the onboarding of new hires and leadership development.
- Successfully recruited 98% of the sales organization while maintaining sales goals during the rebuilding phase.
- Achieved a 55% increase in ACV.
- Expanded the channel program's contribution to overall sales from 40% to 60%.
- Implemented a structured forecasting methodology using MEDDICC and Force Management.
Area Vice President
Sprinklr
09.2014 - 09.2015
- Drove substantial growth, resulting in a 300% increase in revenue.
- Expanded the team from 3 to 9 representatives, successfully establishing a presence within the marketing divisions of Fortune 500 accounts, including AT&T, HP, Dell, and Kimberly-Clark.
- Achieved a 70% increase in the average deal size and secured the largest transaction in the company's history.
Regional Vice President
Verint Systems Inc.
01.2013 - 08.2014
- Accountable for formulating strategy, providing leadership, and overseeing sales execution within a 7-state, 22-million-dollar division of Verint.
- Managed all facets of the sales approach, including software, services, maintenance, and channel streams, leading a team of 12 executives and 8 field sales personnel.
- Undertook the challenge of revitalizing a territory, expanding the sales team from 2 executives to 12 within a 12-month period.
- Revamped the sales methodology, transitioning from a tactical IT focus to a strategic solution-oriented approach.
Senior Enterprise Account Manager
Verint Systems Inc.
01.2008 - 01.2013
- Assumed responsibility for a consistently underperforming territory and transformed it into the highest-producing region in the company within a span of 15 months.
- Elevated the status of five high-profile accounts from potential displacements to lucrative multimillion-dollar partnerships.
- President's Club 2009, 2010, 2012
- 2012 119% of quota
- 2010 107% of quota
- 2009 Salesperson of the year 370% of quota and over 10 million in net new business.
Regional Sales Manager
Xactly Corporation
01.2006 - 01.2008
- Hired to develop and run an 8-state region for a SaaS Sales Performance Management solution.
- Created partnerships with consulting companies while selling an enterprise suite of products, which included Sales Compensation Analytics, and Modeling tools.
- 2007 101% of quota.
District Sales Manager
Pivotal Corporation
10.2005 - 12.2006
- Responsible for the development of the manufacturing vertical for a 12-state region.
- Developed and executed a marketing plan to revitalize new business within a neglected territory.
National Account Manager
RightNow Technologies
01.2000 - 08.2005
- Responsible for the development of the company's largest accounts such as Nike, Pitney Bowes, Enterprise Rent A Car and T-Mobile.
- 2004-100% of quota
- 2003-101% of quota
- 2002-113% of quota
- 2001-127% of quota
- 2000-102% of quota.
Education
B.S: Marketing and Logistics -
University of Maryland At College Park
MEDDPIC
Force Management
Challenger Sale
Strength Finders 2.0
Predictive Index
Corporate Coach University
Skills
- Building sales teams
- Refining sales processes
- Forecasting accuracy
- Effective verbal communication
- Public speaking
- Guiding and mentoring leaders
- Implementing sales enablement strategies
- Strategic hiring
Timeline
Vice President of the Americas
HackerOne
06.2021 - Current
Chief Revenue Officer
Edify
01.2020 - 03.2021
North American Vice President Sales and Channels
Fuze
10.2015 - 10.2019
Area Vice President
Sprinklr
09.2014 - 09.2015
Regional Vice President
Verint Systems Inc.
01.2013 - 08.2014
Senior Enterprise Account Manager
Verint Systems Inc.
01.2008 - 01.2013
Regional Sales Manager
Xactly Corporation
01.2006 - 01.2008
District Sales Manager
Pivotal Corporation
10.2005 - 12.2006
National Account Manager
RightNow Technologies
01.2000 - 08.2005
B.S: Marketing and Logistics -
University of Maryland At College Park
MEDDPIC
Force Management
Challenger Sale
Strength Finders 2.0
Predictive Index
Corporate Coach University
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