I joined a SaaS company with no prior presence in the healthcare vertical.

Establish a 3x pipeline within 90 days to support a $600k annual quota.

I created an ICP and tiered account list, launched a 5-touch outbound sequence, partnered with SDRs for event follow-ups, and set weekly CRM hygiene blocks to update stages and next steps.

Built a $1.9M qualified pipeline in 10 weeks and sourced 14 SQLs with a 28% meeting-to-opportunity conversion rate.

A retail prospect initially sought a reporting tool for store operations.

Validate needs and expand scope if warranted.

I ran layered discovery with business and technical stakeholders, mapped pain to cost-of-delay, and quantified the impact of inaccurate inventory on lost sales.

Shifted the solution to include demand forecasting, increasing ACV by 42% and creating an executive-level business case that accelerated approval.

We were competing against a lower-cost vendor at an enterprise manufacturer.

Win the deal without heavy discounting.

I built a value matrix tied to uptime and support SLAs, coordinated a technical validation with SEs, and aligned procurement on total cost of ownership, not list price.

Closed a 3-year $720k contract at 8% discount, with customer citing reduced downtime as the deciding factor.

Forecast volatility previously led to missed guidance.

Improve predictability without slowing down deals.

I implemented stage exit criteria, ran weekly commit reviews, validated next steps with buyers in writing, and tagged risks with mitigation in CRM notes.

Improved forecast accuracy from ±25% to ±8% across two quarters and increased win rate by 6 points.