Charlie Stone Email & Phone Number

Washington DC-Baltimore Area

• I lead a team of 3 managers with 10 sales executives and 5 sales engineers to sell a disruptive open source intelligence (OSINT) AI-enabled SaaS platform into commercial and public sector markets. We are rapidly.
• Grew revenue 111% FY22 and on track for 90% FY23
• Grew team headcount from 6 to 18
• No voluntary sales attrition
• Added marquee logos such as Honeywell, Best Buy, Disney, Defense Department, US Congress, federal Inspectors General, Los Angeles, Houston, and New York City

Washington D.C. Metro Area

• Lead a team of sales executives and sales engineers to sell a disruptive cybersecurity and OSINT platform to the federal market with a focus on DOD/Intell
• Averaged 50% annual growth over 3 years
• Added major intelligence agencies and elite military units as Authentic8 customers
• Teamed with leading contractors including BAH, BAE, Deloitte Government, Accenture Federal, Leidos, Lockheed Martin, Nortrop Grumman, Boeing, & General Dynamics

Washington D.C. Metro Area

• Lead a national sales team of over 50 members managed by 3 regional sales directors to sell wireless systems & equipment to VARs and commercial enterprises across the country
• Averaged less than 1% annual customer churn
• Stopped 6 quarters of continuous revenue decline after 3 months on the job
• Achieved first YoY revenue growth for VAR after 3 consecutive years of decline

Naperville, IL

• Vice President, Enterprise Sales 📊 Exceed annual goal 5 of 6 years 📊 Grew federal business to $105M annual revenue Lead a startup-like team of sales executives and sales engineers to sell a disruptive software defined.
• Exceed annual booking goals in five of six years leading Federal Sales
• Increased annual enterprise sales from $30M to $105M over six years
• Won key accounts such as Marriott, Westin, TX A&M, USMC, US Army, DHS, multiple municipalities
• Contributed to successful sale to Marlin Equity (PE firm)

Herndon, VA

• Vice President, Federal Sales 📊 Grew a startup from $7M to $55M annual revenue in 6 years 📊 Directly participated in successful sale of the business to Black Box Started as the sole sales rep and quickly evolved into a.
• Grew annual revenue from $7M to $55M in 6 years
• Improved win rate from 24% to 62% in five years
• Initiated discussions with Black Box which led to acquisition
• Built a sales team from the ground up: CRM, quota & compensation plans, processes & policies, hiring & firing, coaching & supervising

Woburn, MA

• Customer Implementation Services Manager 📊 Supervised over 100 networking engineers and communications logistics specialists 📊 Through sucessful efficiency projects added $11M in company monthly revenue Led 3.
• Held increasingly higher levels of operational responsibility during a time of corporate downsizing
• Led team through a 66% work force reduction, while maintaining service delivery intervals
• Led team to achieve its highest customer satisfaction rating to-date of 95%
• Reduced order backlog, capturing $1.8mil in monthly revenue
• Reduced monthly billing discrepancies from $13.2M to $4.1M

Germany, Iraq, Kentucky, New York

• Led soldiers in combat, trained thousands of basic trainees, supervised and mentored West Point cadets.
• Hand-picked by General John Abizaid to led the Cadet Honor Committee and Honor System
• Proposed and established the Center for the Professional Military Ethic at West Point
• Rated as "top 10% of all officers I have rated in 21 years of service"
• Rated as “The best executive officer in the battalion … one of the 2 or 3 best I have ever observed”

Bs, Engineering

BS Engineering

Masters, Leadership And Counseling

MS Organizational Leadership

Education record

Student Body President, National Honor Society, Varsity Athlete