Wesley Bishop Email & Phone Number

United Kingdom

As the Global VP of Sales, I was responsible for developing and executing a new GTM strategy aimed at acquiring new logo customers. This required a refined and narrowed focus on target ICP and persona, restructuring of the existing sales team and sales processes, and refining what “success” looks like via a new performance management methodology. Additionally, I worked closely with senior marketing executives to revamp our lead generation strategy and spearheaded the initiative to create a new customer success and channel partner team separate from the New Logo direct team.• Implemented a new lead gen strategy to include webinars and events, “seller led” campaigns, outsourced business development, “high intent signal” target prospecting from website and organic search, competitive displace marketing and sales plays. These and other efforts resulted in over 300 organic sales qualified leads and 7.5M incremental pipeline generated in 12 months.• Revamped the “lead to cash” sales process to include measurable activity and criteria within each individual sales stage resulting in a 30% closing ratio and reduced sales cycle by 30 days on average• Closed 15 of our ICP targeted new logo deals valued at over 3M TCV• Created performance management criteria for individual contributors and first line managers to include measurable revenue goals and key performance indicators• Recruited and hired top talent in the sales and business development roles• Provided customer facing support to account executives with “in flight” opportunities via direct co-sell customer engagement in all deal stages• Reported directly to the CEO (UK based) and CFO (U.S.). Direct reports included 6 Account Executives, 2 Business Development Representatives and 1 Senior Director of Channel Partnerships

Nintex Director of Sales- New Logo Director of Sales- RPA As director of New Logo Sales at Nintex, I served a dual role of managing a national team of direct sellers while leading the post-acquisition integration efforts of Enablesoft- RPA. Influenced 30% increase in bookings of the new Nintex RPA solution via development of revamped sales plays, talk tracks and marketing materials. Created Nintex first ever direct new logo acquisition sales team and scaled it from 1.5m in new bookings across 3 Account Executives to 12-15m annual recurring revenue and 20 Account Executives. Restructured the business development process in order to streamline inbound leads based on intent scoring, resulting in higher top of funnel conversion and 60% increase in opportunities created. Developed and implemented new outbound prospecting campaign and process leveraging industry leading business intelligence platforms (Gong, SFDC, Clari).• Developed the sales strategy for the newly acquired RPA solution into the Nintex platform resulting in 30% increase in RPA bookings• Trained the global sales organization on RPA value selling into financial services vertical• Developed AE led monthly webinar content targeted at prospect accounts• Developed and led a successful channel partner strategy designed to cross-sell Nintex into current partner accounts• Built and managed a successful New Logo sales team that has achieved 110% attainment to goal over 3 years• Developed sales leader strategy for turning Gong IO, Clari, SFDC insights into actionable AE engagement• Negotiated contract and commercial terms with C-Level audiences in top 20% of pipeline• Developed targeted sales plays for prospecting resulting in 25% growth in salesperson-initiated opportunity creation• Restructured the business development process to drive 60% increase in “inbound” opportunity creation• 2020 and 2021 Presidents Club

Florida

Enablesoft, Inc (Nintex acquired 2018) (March 2016 – March 2018) Vice President of SalesEnablesoft, Inc. is a pioneer in Robotic Process Automation Based in Orlando, Florida. Primarily providing banks and credit unions with a “no code/low code” automation solution that enables organizations to amplify operational efficiency.As Vice President of Sales, I led a team of Account Executives responsible for roughly $10 million in annual revenue. Delivered 30% growth in new logo bookings by optimizing inbound lead execution and developing new outbound prospecting strategies. Managed a team of outsourced business development representatives resulting in an increase in high converting inbound leads while lowering costs to acquire new logo business. Served a key role in the Nintex acquisition of Enablesoft via collaboration with Nintex C- Suite, analysts and sales and marketing resources to develop pre- and post-acquisition strategy. Spearheaded the opening of a Nintex East Headquarters in Orlando, a 5,000 square foot renovated office space for sales, customer success and business development resources.• Hired and managed a team of 5 AE’s to achieve an average of 130% of quarterly sales targets• Led outsourced business development strategy resulting in 3X return on investment• Developed and implemented updated commercial terms, incentives, and pricing models to meet customer demand• Optimized the trial and POC pre-sales process, shortening the sales cycle to 60 days from 90-120 days• Influenced the Nintex/Enablesoft acquisition through collaboration with legal, marketing, and Nintex stakeholders• Attended regional and national tradeshows and conferences for RPA in the financial services vertical

Orlando, Florida Area

Lead 11 Microsoft account executives responsible for growing new business and developing strong customer relationships within an assigned territory to provide in-depth customer technology solutions. Leverage cross functional sales leaders and account executives to drive engagement with sales team to identify, develop and close additional opportunity. Mentor and train team on emerging technology to grow new opportunities. Conduct quarterly business reviews with key accounts to Clevel audiences. Selected Contributions: ● Designed and implemented new forecasting model resulting in accuracy of over 95%. ● Established new target and quota guidelines to drive increased profitability ● Spearheaded bi-weekly account mapping calls with cross functional sales leaders ● Launched Customer Success strategy and scorecard resulting in increased account retention and expansion ● Created sharp team focus around retention, expansion and new prospect sales strategies. ● Constructed precise reporting processes and mechanisms and delivered weekly to VP of Sales. ● Partnered with marketing team to develop sales collateral, presentations and other sales enablement resources. ● Developed and implemented key performance indicators across multiple sales teams. ● Pioneered Dynamics CRM Pipeline methodology to drive consistency across workgroups. ● Implemented customer contact and engagement metrics resulting in an $8M quarterly pipeline. ● Frequently visited key prospect and retention accounts with Account Executives

• Retention and Development of 60-70 strategic mid-market accounts in Florida• Met and exceeded sales target of 18 million dollars annually• Grew solutions revenue 80% YOY in territory• Achieved 1st and 2nd quartile attainment and Key Performance Indicator rankings over >8 quarters• Obtained Microsoft, Vmware, Citrix sales accreditations• Prioritized selling time and qualified new leads to work through the sales funnel and achieve sales goals• Executed account penetration strategies for key target and competitive accounts based on technical needs• Developed long term customer relationships for account retention and leads• Dell Innovation Award winner- 1H, 2013• Received Significant Achievement award (FRS 2013)• Received Innovation Award (FRS 2014) for development of internal tech training podcasts

Orlando, Florida Area

• Developed and managed key relationships resulting in excess of 2.5 million dollars in named gifts for Pediatric Nephrology at Arnold Palmer Hospital For Children• Managed key relationships with physicians and donors in four specialties practices including Nephrology, Pediatric Oncology, Cardiac, and Level 1 Trauma• Leveraged partnerships with Bay Hill Invitational and Arnold Palmer Enterprises, Daytona International Speedway, and Orlando Magic to develop relationships and activate prospects• Designed solicitation cycle and integrated into existing CRM tool• 2010 Orlando Business Journal Health Care Hero Nominee

Orlando, Florida Area

As Vice President of Sales at Foxtrot RPA, I led the go-to-market strategy for the early stage pioneer in RPA. Primary responsibility was driving revenue growth and recruiting and hiring of the sales team. My focus was on scaling our solution to help businesses automate repetitive tasks, improve operational efficiency, and accelerate digital transformation. Reporting to the founder and CEO, I worked with the new VP of marketing to refine key messaging and sales campaigns for lead generation and pipeline developmentKey responsibilities included:Building and scaling a high-impact sales team resulting in 1.5m incremental ARR Developing and executing a comprehensive sales strategy yielding 4.5m in organic pipeline generated Driving process improvements and KPI to resulting in 35% close rate and 60% lead to opp conversion

Nashville, Tennessee, United States

Led a team of 15 account executives with $23 million quarterly target in mid-market and large enterprise segment. Developed master sales plans, performance indicators and quotas for team and cross functional resources. Spearheaded an offshore business development team based in Bangalore, India to drive inbound sales qualified lead generation• 120% Average Attainment • Circle of Excellence Winner