Mike Besecker Email & Phone Number

Austin, Tx, Us

Houston, Texas, Us

St Louis, Mo, Us

Momentus is an end-to-end SaaS platform with a purpose-built ERP, fully integrated CRM, event management, accounting, reporting and modern web portals for space booking, event planning, catering and payments. Led a global revenue organization consisting of 110 team members including new logo sales, account management, renewals, presales, revenue operations, customer success, and sales development representatives. Global direct reporting line of GVPs, VPs, and Directors across Americas, EMEA, and APAC regions.Completed a comprehensive transformation of the global GTM strategy and revenue organization by implementing the following:❖ A data driven approach to optimize the GTM strategy by prioritizing key verticals and ICPs.❖ New sales methodology, comprehensive territory plans, and opportunity management approach underpinned with MEDDPICC, Challenger, Insight, and Value selling techniques.❖ Built a new sales training, onboarding, and enablement program including formal sales talent assessment and individual coaching dashboards.❖ Reorganization of the revenue organization structure, talent profile, and roles. Established global enterprise, mid-market, and inside sales (SMB) sales teams.❖ Overhauled the sales compensation plans to align with a performance culture and growth mindset.❖ A new sales operating tech stack including Salesforce CRM & CPQ, Outreach, Zoominfo, Chorus, and Linkedin Navigator.❖ A cross-functional collaboration mindset to maximize lead conversion, customer value, product fit, and implementation success.Annual results achieved after 6 months of transformation:➜ 70% YoY SaaS new bookings growth➜ 2x increase in YoY ARR growth➜ 2.2x increase in sales productivity (average ACV/rep)➜ 2.4x increase in new logo average deal size ➜ 3x increase in number of sales reps achieving quota➜ 4x increase in >$1M SaaS ACV sellers➜ Material improvement in gross retention and net retention

Durham, Nc, Us

JAGGAER is a global SaaS leader in enterprise procurement and supplier collaboration solutions, and the catalyst for enhancing human decision-making to accelerate business outcomes. They help organizations to manage and automate complex processes while enabling their highly resilient, accountable, and integrated supplier base.Led a sales organization consisting of sixty-five team members including new logo sales, SDRs, field marketing, account management, and renewals. Direct reporting line of GVPs, VPs, and Directors across Americas and APAC regions.Revamped the GTM strategy and restructured the sales organization to a vertically focused team by implementing the following:❖ Leveraged a data driven approach to restructure the sales team to proactively focus on our key winning verticals and products.❖ Optimized the sales process for partner engagement earlier in the sales cycle to increase average SaaS deal size and improve win rates.❖ Implemented a proven renewal playbook and process to improve gross and net retention.❖ Implemented the MEDDPICC sales methodology for the new logo and cross sell sales motion.❖ Created a dedicated account management team to focus on cross sell and upsell opportunities.During my tenure we grew the Americas & APAC region’s ARR from $144M to $185M. We achieved the following overall business results:➜ 15% YoY ARR growth➜ Gross retention improvement of 89% to 94%➜ Net Retention improvement of 102% to 112%➜ 1.6x improvement of sales productivity (average ACV/rep)➜ 65% partner engaged deals➜ 1.5x new logo average deal size ➜ 2x cross sell average deal size

Durham, Nc, Us

Bethesda, Maryland, Us

Bethesda, Maryland, Us

Led the global $250M Capital Asset Group (CAG) sales organization for US, LATAM, EMEA and APAC consisting of 115 team members responsible for F1000 new account acquisition and account management for a reverse supply chain e-Commerce platform and SaaS solutions.❖ Achieved YoY revenue growth of 16% while reducing cost of sales from 40% to 27% of revenue. Worked closely with marketing, operations and technology leaders to ultimately achieve 6x increase in EBITDA.❖ Transformed six legacy sales teams (formed through M&A) into a scalable global sales organization with standardized sales process, forecasting, value proposition, compensation and methodologies.❖ Launched a new global lead generation strategy and team that resulted in a 150% increase in sales qualified leads (SQLs) and increased Account Executive average annual revenue contribution by 30%.❖ Grew global alliance partner ecosystem from 3 to more than 70 partners worldwide. Leveraged strategic partners to support France, Spain, Germany and Singapore.❖ Successfully launched SalesForce CRM that improved forecasting accuracy by 45% and reduced sales cycle times by 25%. Ramped sales pipeline to consistently have revenue backlog of 3x the quarterly budget.❖ Developed a new Account Executive and Account Manager recruiting profile, on-boarding process and ongoing training program. Conducted Corporate Executive Board (CEB) sales organization benchmark survey and implemented the CEB Challenger Sales training program. ❖ Developed a global Sales Operations team to manage RFPs, CRM adoption, lead distribution, collateral library, commissions and sales training.

Bethesda, Maryland, Us

Led US based sales organization consisting of 42 team members responsible for new account acquisition and account management.

Bethesda, Maryland, Us

Responsible for identifying and developing new vertical market segments, partner solutions, acquisition targets and global cross-sell opportunities.

Bethesda, Maryland, Us

Tru-Markets was a B2B e-Commerce platform and SaaS provider for the sale of surplus energy equipment, heavy equipment, and commercial salvage. ❖ Developed the business plan and go-to-market strategy for boot strapped start-up. ❖ Responsible for all sales, marketing, messaging, pricing model and collateral development. ❖ Secured first customers and orchestrated the sale of Tru-Markets to Liquidity Services including the evaluation, due diligence, closing and post-closing activities.

Private equity-backed company that operated a network of leading online marketplaces and software solutions for the disposition of commercial salvage and excess, surplus and end-of-life industrial assets. Acquired by Ritchie Bros. Auctioneers (RBA).❖ Led the Energy business unit consisting of sales, account managers, field operations and SMEs team members. Responsible for revenue growth and P&L for the business unit.❖ Grew the Energy group from two clients and $750,000 in annual sales to 50+ clients and $35 million in 3 years. Key growth vertical that was instrumental in the RBA transaction.❖ Developed the global reverse supply chain programs for BP, Shell, Enterprise Products, Valero, Chevron, DCP Midstream and Phillips 66.❖ Launched the sales and strategic account management playbook that was implemented across all business units. Asset-Auctions (acquired by AssetNation)Director of Sales, May 2008-January 2009 Privately held $30M reverse supply chain and online marketplace for Industrial capital assets and municipal government surplus. Acquired by AssetNation.❖ Responsible for new corporate account acquisition for Asset-Auctions focusing on the Industrial Manufacturing, Automotive and Aerospace verticals as well as developing a repeatable sales process and forecasting methodology for the company.❖ Closed 25 new corporate accounts including Bosch, ATK systems, Leggett & Platt, Medtronic, Eco-lab and Tennant.❖ New sales process and sales pipeline backlog of $60M was instrumental in helping sell the company to PE firm.

Wexford, Pennsylvania, Us

Directworks' SaaS platform provides a better way for manufacturers to work across teams and with suppliers to develop, launch and deliver more profitable products. Leading manufacturers use Directworks’ SaaS solutions to more effectively engage stakeholders and suppliers and achieve greater product success. Acquired by Ivalua.

Oakland, California, Us

Deem’s SaaS solutions are designed for the way employees work and travel, and the way companies apply policy and control costs. Deem’s intuitive SaaS suite of travel booking and management tools are used by corporate customers and the world’s largest travel management companies around the world.

Chicago, Illinois, Us

Kearney is a leading global management consulting firm with more than 5,700 people working in more than 40 countries. We work with more than three-quarters of the Fortune Global 500, as well as with the most influential governmental and nonprofit organizations.

Waldorf, De

Five years of top performing sales, account management and sales leadership results (pre/post-IPO) at successful venture backed start-up. FreeMarkets invented the concept of e-sourcing and was the world leader in providing e-sourcing software and services to many of the world's largest enterprises. Company went public with a record breaking IPO in 1999 and was acquired by Ariba in 2004. Early sales executive on the team that pioneered the launch of FreeMarkets’ High-Tech SaaS solution and vertically focused sales organization in San Jose, CA.