Mike Sutton Email & Phone Number

Washington, District Of Columbia, Us

Washington, District Of Columbia, Us

► Oversaw business and revenue operations for a company with >$35MM in annual revenue, creating and implementing lead scoring and multi-touch attribution models, increasing new product signups by 11% and leads by 29% per month.► Revamped GTM architecture to grow from supporting 1 product-centric line of business to 3 lines of business and 7 new customer relationship models, while managing a 10x increase in operating budgets over 4 years, reaching $1.2MM.► Overhauled the sales process with the Chief Revenue Officer to drive a 19% increase in new sales and a 45% increase in average revenue per customer, generating $478K, while reorganizing to allow reps to specialize in specific verticals.► Led a team of 8 in migrating the data warehouse in 3 months to a more robust platform, migrating 172 data models leveraging 72 individual data sources that feed data to all GTM platforms and reporting systems with 58 dashboards.► Implemented a new distributor invoicing system that generates invoices for over 12K organizations in minutes, saving over 450 hours per year in staff time, while overhauling MRR reporting in SFDC to save 16 hrs/wk in report generation.► Created a series of retention, revenue recovery, and churn risk dashboards with the Chief Revenue Officer and VP of Customer Success, reducing churn by 38%, while increasing MRR retention by 31% and customer LTV by 45%.► Consolidated the data source for all GTM tools into a single, validated source of truth and replaced data integrations on all tools, reducing reporting requests from 25 to <3 per week, while creating KPI and Revenue dashboards for >30 KPIs.

Washington, District Of Columbia, Us

► Established the business intelligence function and created the company’s first data warehouse to standardize reporting and ensure accuracy of the data and analysis for financial modeling, resulting in 128% YoY revenue growth for 4 years.► Created and maintained 13 hierarchical management reporting dashboards from board/ELT level KPIs and reporting to IC performance metrics, driving a YoY increase in net MRR retention by 16% and in customer LTV by 64%.► Designed reporting, monitoring, and analysis of over 130K app telemetry events per day, while implementing a multi-touch attribution model, leading to a 45% YoY increase in average revenue per user, generating $18MM in new ARR.► Deployed the company’s first marketing automation platform for 36% YoY increase in new product signups and 29% YoY increase in average monthly new leads, while managing all GTM integrations and data connections for 64 sources.

Marblehead, Massachusetts, Us

► Led a team of 27 with 5 direct reports to oversee business operations, mentoring and consulting for the founder to grow from $100K to over $1.1MM in revenue in only 2 years before being invited to act as COO.► Created financial models and implemented cost optimization to turn a $40K/mo loss into a $20K/mo profit in 8 months, while overhauling processes to improve overall product quality, reducing bug reporting from 37 to 6 per month.► Implemented a suite of process improvements, reducing monthly logo churn from 11.5% to under 4.5%, reducing average ticket response time from 22 hrs to 4 hrs, and improving CSAT scores from 66.75% to 98%.

► Overhauled organizational planning and implemented a standardized sales process to generate 20% YoY revenue growth in 3 years and improve tech efficiency by 20%, resulting in the successful sale of the $3.2MM ARR business.► Rebuilt the marketing department and strategy, increasing lead generation and engagement by 45% to generate a $1MM in new sales pipeline, while cultivating strong relationships with a portfolio of 20 high-profile clients and businesses.

► Built an IT business from $0 to over $500K in ARR in 4 years with a successful sale to a larger regional MSP, establishing systems to support over 300 users across 30 companies with only 1 full-time technician.► Mentored 5 other IT companies across the US to achieve an average YoY growth of 65% total revenue, while coaching 8 business owners to an average of 35% annual revenue growth YoY for 3 years.

Bachelor Of Science In Health Behavioral Management

Certificate, Python

Certificate, Business Operations