Enterprise Sales & Strategic Accounts

Accomplished, growth-focused sales leader with 15+ years in high-growth tech. Expert at closing complex deals, building pipelines, and communicating value across executive and technical stakeholders. Proficient in Mandarin Chinese and Malay.

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100%+
Quota for 9 out of 10 previous years
550%+
Pipeline vs. quota (GitLab FY2021)
2× Pres. Club
Pluralsight 2019 & 2020

About

Proven record driving direct and channel sales, exceeding revenue goals, and expanding key accounts. Skilled in long, complex sales cycles; consultative and solution selling; and clear business value communication. Experienced partnering with SEs, directing sales teams, complex account planning and execution, and crafting strategies that maximize revenue and customer satisfaction.

Areas of Expertise

Account Development & Growth Strategic Partnerships Consultative / Solution Selling Long & Complex Sales Cycles Key Account Management Lead Generation Government / EDU DevOps & Software Development Cloud Apps & Computing Negotiation Exceeding Revenue Goals Salesforce / CRM MEDDICC

Professional Experience

Senior Strategic Account Manager — DryvIQ

Aug 2024 – Present • Remote (Ann Arbor, MI) • Unstructured Data Management
  • Large multi-year win with major US financial institution; several other large deals closed and won.
  • Owns key accounts with plans, targeted messaging, and growth strategies for deep penetration and multi-threaded access.
  • Largest share of self-sourced pipeline across the team.

Strategic Account Executive — Astronomer

Jan 2024 – Jul 2024 • Remote (San Francisco, CA) • Data Orchestration (Apache Airflow)
  • 100%+ quota both quarters; most self-sourced revenue in region.
  • Used MEDDICC effectively, managing complex cycles with rigorous attention to detail.
  • Drove multi-stakeholder, highly technical evaluations with longer budget cycles.

Strategic Account Leader — GitLab

Dec 2020 – Dec 2023 • Remote (San Francisco, CA) • DevOps Platform
  • Highest net-new ARR in region; exceeded $1M quota via bold ABM strategy.
  • Built pipeline >550% of quota (FY2021); secured largest partner deal in region.
  • 111.5% quota in year one (100% net new); 115% in year two.
  • Led region in self-sourced pipeline, new logos, and channel-generated deals through key VARs.

Enterprise Account Executive — Pluralsight

Mar 2017 – Dec 2020 • Farmington, UT • Tech Skills Platform
  • President’s Club (2019, 2020); one of the highest quota achievers.
  • 90%+ renewal rates across segments; standardized prospecting motion across the segment.
  • Average deal >$100K; largest deal $743K. 110% then 150% quota attainment in first two years.

Director of Business Development — Hitachi Solutions America

Jan 2015 – Mar 2017 • San Francisco, CA • Microsoft-centric Services (CRM/Cloud)
  • Built greenfield Desert Mountain territory; highest self-sourced pipeline and new logos in West (2016).
  • 102% quota in a new, challenging territory; multiple FinServ wins via channel.
  • Led marketing events with vertical focus to expand enterprise pipeline; Holden methodology certified.

Manager, International Sales & Service — X-IO Technologies (Xiotech)

Jan 2011 – Jan 2015 • Colorado Springs, CO • Enterprise Storage
  • Managed a team of 5 sellers across Asia; built distributor and channel relationships globally.
  • Delivered 200% YoY revenue growth; developed brand-new markets and expanded enterprise pipeline.
  • Closed multiple $500K+ deals, including the largest cloud deal in company history to date.

Education

Contact

steve@steveclarkwins.com • (801) 699-8762 • LinkedIn