Jerry Payne Email and Phone Number

Worked with executive leadership to align company goals for the year with Board expectations, and then collaborated with department heads to define and develop applicable key strategies, major tactics, and applicable KPIs.Challenged the status-quo and realigned Product with Revenue Operations to develop policies and processes for improved customer activity reporting and billing. This resulted in increased total annual revenue of 2% in 2022 and almost 20% in 2023.Developed a standard departmental reporting model for weekly standup GTM meetings that instilled discipline and transparency across the revenue team. This included working with department heads in Sales, Customer Success, and Finance to identify and measure performance and provide accurate forecasting.Created and managed a detailed GTM report that was delivered to executive leadership on a monthly basis. This report provided updates and highlighted trends including the performance of major KPIs and became the basis for reporting to the Board of Directors.Took over Sales Comp and Bookings, defined go forward policies and implemented processes that brought rigor and consistency in payments to staff and reporting to the Board of Directors. Also significantly decreased overall process time for the reporting of both.Developed Sales and BDR policies and processes (including the creation of new hire launch plans), to ensure visibility, increase alignment with other departments, and allow for scaling of the organization.

Negotiated with Fortune 50 companies on deals in excess of $1BSignificantly reduced the deal closing cycle when compared to in-house and outside counselTeam successfully eliminated the use of over 50 law firms from AWS’s roster of outside attorneys within the span of 10 monthsDeveloped negotiation processes and wrote guidelines for team

Facilitated rapid growth of the global sales team (12 to 60 in a year) to meet a target of 230% run rate by leveraging business analytics to identify additional revenue sources and improved customer engagement.Managed 5 person team to support 1,000+ monthly transactions from 60 high volume globally located sales reps via the development and launch of a streamline process to eliminate wasteful, onerous requirements and permit reps to focus on revenue generation.Managed a 3 person team that redesigned and rolled-out Salesforce.com in order to increase rep productivity, increase CRM user adoption, and improve accuracy of reporting. This relaunch included developing data flow and processes related to 9 newly created integrations into various Product, Finance and Marketing systems.Managed 12 person sales support team dedicated to expanding data within the CRM to inform headcount and territory planning. The team focused on researching, vetting, and fully expanding target prospect accounts. This resulted in the profiling of 11,000 + accounts in 2.5 months.Defined and developed all sales processes, procedures, and documentation; led SFDC implementation and engagement rollout; created a formal sales manual (including training sales team on SFDC); and designed reporting and dashboards Sales and Customer Success teams for use in customer health and territory planning.Worked with Finance to migrate data from QuickBooks into Netsuite.

Negotiated all marketing (including IAB terms), software subscription agreements, and NDA’s for North AmericaAssisted with purchasing agreementsChosen to facilitate legal component of EMEA group’s Q3 closing

Developed process and negotiated outbound licensing/contract renewals (Intuit, HP, and VMWare)Negotiated subscription, NDAs, data center contracts, marketing and consulting agreementsDevelop and implement efficient procurement process as the internal compliance rate increased from 10% to 90%Complex negotiations included Intuit, Hewlett-Packard, Zappos.com, LuLuLemon, Primerica, AAA

Directly report to SVP and General Counsel; managed attorney and paralegal team Responsible for $50MM of inbound and outbound contracts for 5,000 customersStreamlined contract process including SFDC, DocuSign, and training (negotiation, contract playbook and periodic on legal topics)Drafted and negotiated complex agreements (Pixar, Samsung, Major League Baseball, Nike, Visa, British Telecom, Target) and ran due diligence liaison of TALEO acquisitions

Managed blended Sales team of 25 sales reps to provide coverage to local hospitals and national GPOs, that increased a $3MM book of business by over 700% in two years.Developed and rolled out a multi-faceted government, DOD, and partnership sales strategy that generated $10MM revenue from partnerships.