Chris Olszewski Email & Phone Number

Washington, DC, US

Morristown, NJ, US

Tysons, Virginia, US

• Led memoryBlue’s Sales organization, strategy, and operating model.
• Accelerated time-to-revenue by 25%. Re-architected forecasting processes to improve time-to-kickoff, and time-to-revenue, in collaboration with Delivery (Product) and Talent executives.
• Improved monthly bookings performance from net negative to net positive after 4 months. Delivered best Sales month in >1 year (Aug, 2023) and 2nd-best in a year (Sep, 2023). Monthly net bookings growth has been.
• Increased ramped AE productivity by 50%. Revised ICP. Standardized an opportunity qualification methodology (MEDDICC), simplified Sales process, and re-launched territories. Re-hired 60% of AE team.
• Doubled outbound pipeline generation.
• Launched “enterprise” Sales, generating company’s 4 largest clients + 60% higher AE productivity.

Cambridge, MA, US

• Lead Forrester's Customer Success organization of 170 professionals worldwide. Responsible for customer ROI and NRR improvement on portfolio of $217M in ARR.
• Grew ARR under management by $2M (to $219M) in 2022.
• Improved Employee Engagement by 4-points YoY; reduced attrition by >50%.
• Led $8.7M YoY improvement in sourced wins.
• Modernized Company-wide Client Engagement Model and Health Indicators.

Cambridge, MA, US

• Led Sales for two Business Segments in addition to Sales Operations Globally. Led Sales for New Client Acquisition + Public Sector, responsible for $55M of annual revenue. Led team of 70.
• Increased Forrester Overall Revenue 17.5% YoY and Led Consistent Productivity Gains each Quarter.
• Drove annual Quota and Compensation process with CSO, and members of Forrester Finance.
• Grew Public Sector revenue 18% YoY.
• Grew New Client Acquisition 11% YoY.

Cambridge, MA, US

• Led Revenue functions for two Business Segments. Achieved 12% annual growth during pandemic-impacted year. Responsible for $49M in annual revenue. Led team of 65.
• Integrated New Client Acquisition functions for Forrester. Reconciled headcount deployment (BDR and Account Executives), territories, sales process, and methodology for heritage Forrester and heritageSiriusDecisions.
• Grew Public Sector revenue 18% YoY.
• Launched GTM for State & Local Government. Grew from $200k to $3.5M+ ARR in 18 months.

Cambridge, MA, US

• Scaled team and revenue processes to drive annual growth between 15 - 22% each year.
• Participated in Sirius Decisions Acquisition: Selected by CSO to lead the New Client Acquisition functions (Business Development Reps and Account Executives) from Sirius Decisions, after Forrester’s acquisition of.
• Optimized Productivity While Reducing Cost of Sales: Tripled the size of our Public Sector revenue from $8M to $24M. Rearchitected territory, headcount, methodology, and overall GTM for Public Sector.

Cambridge, MA, US

• Led front-line sales teams of eight reps in two different business units.
• Deployed localized hybrid reps in-territory, leading pilot of new territory model in 2014-2015.

Cambridge, MA, US

• Established the DoD market for Forrester.
• Sold largest-ever new client ($1.1M annual) in Public Sector.

Cambridge, MA, US

Needham, MA, US

Led all new business development & sales for the Mid-Atlantic region.

Cambridge, MA, US

Responsible for $500k annual portfolio of large law firms. Sold largest-ever deal in DC region ($125k) in 2005.

New York, NY, US

Ba, International Affairs - International Conflict & Security

Education record