105% of quota while the team more than doubled.

The job

Lead a cloud sales team that carries a $30M consumption quota and $10M in annual product revenue, and make it bigger without making it weaker.

What I did

• Grew the team from 4 to 10, including a regional manager who leads 5 reps, while it kept delivering quota.
• Recruited a new seller and ramped him to over 200% of quota and Club recognition in his first year.
• Stayed close to the deals. I join reps in front of customer executives, and I coach the way each person needs.
• Targeted account coverage that generated more than $10M in new and expansion cloud business.

What came out of it

• 105% of team quotaQuarter over quarter, while the team more than doubled.
• $60M a year, renewedIn fiscal 2027, a two-year renewal with a large Canadian enterprise customer, 10% larger than the previous five-year contract. I oversaw it as the executive lead, and my rep helped bring it home.
• $26.8MA cloud deal with a large East Coast healthcare company in fiscal 2027, closed by the team I coached.
• 7 net-new logosIn fiscal 2026, with a multicloud win in every quarter.
• 84% growthYear over year in Engineered Systems.

Projects beyond the quota

• MBR, a monthly reporting dashboardAn AI-powered dashboard I built. Every first-line manager in Retail and Hospitality adopted it to gamify their reps’ targets and run internal team competitions.
• Consultative selling trainingAn internal program I developed and taught to a line of business of more than 100 reps and managers.

Before that

I joined Oracle in January 2020 to build a new mid-market field team. It started with 5 reps, and I built a competitive-selling curriculum that reps and sales engineers used to win net-new logos. In August 2020 a separate, second team lost its manager, and Oracle asked me to lead it alongside my own. That brought the two teams to 13 reps combined. My original team delivered 109% of its revenue target and the second team delivered 136%. In fiscal 2021 I was named Regional Manager of the Year and Regional Manager of the Quarter, at 119% attainment for the year.

Figures are my own team results at Oracle. Customer names are not shared.

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