Global commerce platform
Helped a global commerce platform enter North America
- Role
- Director, Commerce and Marketplace Sales
- Stage
- Pre- and post-IPO
- Model
- B2B
- $1.27MACV from the largest new customer win
- 7Additional mid-market customer wins
- 10+People led across each sales pursuit
The platform was established overseas and new to the US. As lead for the Western US, I helped win its first major North American customers.
The situation
The platform was entering a market where buyers didn’t know the name and competitors were entrenched. Deals ran six to eight months and involved many stakeholders on both sides.
What I did
I led cross-functional teams of more than ten people through every phase of each evaluation: discovery, defining the subscription and implementation services, building the proposal, and negotiating the contract.
The job was to make an unfamiliar platform the safe choice. That meant understanding each buyer’s business well enough to design a deal that worked for their IT, finance, and commerce teams at once.
The result
I secured the largest new customer, at $1.27M ACV, plus seven mid-market customers across several industries.