Executive Summary

Enterprise AI SaaS Sales Executive with 20+ years of experience building and scaling high-performing sales organizations, accelerating revenue growth, and leading go-to-market strategy for AI-powered software platforms, enterprise SaaS solutions, and digital transformation initiatives.

Proven success selling complex technology solutions to Fortune 1000 organizations, partnering with C-suite executives, and driving adoption of emerging technologies. Experienced building repeatable GTM strategies, scaling enterprise sales teams, and delivering measurable revenue outcomes across AI, SaaS, healthcare technology, and digital transformation initiatives.

CORE COMPETENCIES

AI-Powered SaaS Platform
Enterprise AI Solutions
Revenue Growth
Enterprise GTM Leadership
Executive Leadership
Sales Organization Development
Pipeline Management
Sales Forecasting
C-Suite Relations
Digital Transformation
Enterprise Negotiations
Strategic Partnerships
Sales Leadership & Development
Fortune 1000 Sales

Work History

EXPERIENCE

BUSINESSOLVER | Vice President of Sales
2022 – Present
AI-Powered Enterprise SaaS Platform

Rebuilt and scaled the Western Enterprise Sales organization, developing a high-performing sales team responsible for employer growth.

Serve as one of four Vice Presidents of Sales, shaping national sales strategy, revenue execution, and organizational priorities.
Lead a team of 7 enterprise sales professionals responsible for National, Enterprise, and Mega Employer segments, driving new logo acquisition, expansion opportunities, executive relationships, and long-term client value.
Own enterprise forecasting discipline, pipeline inspection, and revenue predictability through deal strategy, pipeline coverage analysis, and market intelligence.
Partner with executive leadership in weekly strategy sessions focused on market expansion, growth initiatives, operational excellence, and business transformation.
Drive cross functional initiatives with Product, Marketing, Sales Operations, Onboarding, and Customer Success to improve sales execution, pipeline growth, and customer outcomes.
Lead enterprise SaaS sales execution across complex buying groups including executive leadership, HR, operations, technology stakeholders, consultants, and strategic partners.
Drive enterprise adoption of AI-powered SaaS solutions that improve user experience, operational efficiency, and digital engagement across large employer organizations.

MERU HEALTH | Vice President of Sales
2021 – 2022
Digital Mental Health - Startup

Joined an early-stage team to help build enterprise GTM strategy across the Western US.

Built strategic partnerships with employers, health plans, consultants, and brokers.
Developed relationships with HR and Benefits leaders to align behavioral health solutions with workforce wellbeing strategies.
Partnered with Marketing and Business Development to execute GTM strategy and pipeline growth initiatives.
Delivered executive forecasting, market intelligence, and competitive insights to leadership.

CARBON HEALTH | Senior Director, Enterprise Sales
2020 – 2021
Digital Healthcare - Startup

Built and scaled the enterprise sales function from inception for a high-growth digital technology company, creating GTM strategy, sales methodology, team structure, and operating cadence that generated $22M in enterprise revenue within the first year.

Managed enterprise sales execution across employer, consultant, and strategic partner channels during rapid company growth.
Built Enterprise Sales and SDR organizations from the ground up, including hiring strategy, sales methodology, enablement programs, pipeline processes, and operating cadence.
Developed GTM strategy for onsite care, virtual healthcare, and digital health solutions targeting enterprise employers.
Established partnerships with Fortune 1000 employers and healthcare stakeholders.
Collaborated with Clinical, Product, and Operations teams to execute complex healthcare programs.

EMPYREAN BENEFITS SOLUTIONS | Vice President of Sales

BENEFITFOCUS | Regional Sales Director
Healthcare Technology | 2016–2020

Led enterprise sales strategy for benefits administration SaaS platforms serving employers nationwide.

Managed and developed multi-layer sales organizations, including 4 Sales Leaders and 18 sales professionals, driving enterprise growth, coaching effectiveness, and revenue execution.
Drove enterprise growth through consultative selling, strategic pipeline management, and executive relationships.
Led transformation initiatives to improve CRM adoption, sales process discipline, forecasting accuracy, and organizational effectiveness.
Top Ranked Sales Leader (2016–2018) and recipient of a CEO Award (2016).

EDUCATION

Bachelor of Science
California State University, Fullerton

TECHNOLOGY

Salesforce • Clari • Chorus • Copilot • Klue • LinkedIn Sales Navigator • Litmos • Microsoft Office Suite • Outreach • Amazon Quicksite • Salesloft • ZoomInfo • MiEdge

SALES METHODOLOGIES / TRAININGS

MEDDIC, Miller Heiman Strategic Selling, Challenger, Corporate Visions, Story Brand

EARLY CAREER

Held progressive roles in healthcare and benefits technology sales. Consistently exceeded revenue targets and developed a reputation for consultative, relationship-based selling.

Summary of Skills

Sales Strategy

Sales Strategy & Execution

Strategic Sales Leadership: Design and implement comprehensive sales strategies aligned with organizational goals, driving sustained revenue growth and market expansion.
Cross-Functional Alignment: Partner with Product, Marketing, and Operations to ensure seamless integration of sales objectives with broader business priorities.
Market Adaptability: Continuously monitor market dynamics, customer needs, and competitive trends to refine GTM strategies for relevance and impact.
Executive Guidance: Provide strategic direction and coaching to empower teams to execute effectively and consistently exceed performance targets.

PIPELINE DEVELOPMENT & FORECASTING

Pipeline Leadership: Built and managed robust sales pipelines, leveraging Salesforce and Clari for visibility, forecasting, and prioritization.
Prospecting Excellence: Developed multi-channel lead generation strategies (cold outreach, networking, events) to consistently exceed pipeline goals.
Qualification & Methodologies: Applied BANT, Miller Heiman Strategic Selling, and MEDDICC frameworks to prioritize high-value opportunities and accelerate deal velocity.
Data-Driven Forecasting: Produced accurate, insight-led forecasts; utilized dashboards and KPIs to inform strategic planning and resource allocation.
Performance Analytics: Tracked pipeline velocity, conversion rates, and sales cycle length to identify trends and improvement opportunities.

Team Development: Coached teams on best practices for prospecting, opportunity management, and forecasting accuracy.

PEOPLE MANAGEMENT

High-Performance Team Building: Recruited, developed, and led top-performing sales organizations focused on accountability, collaboration, and excellence.
Coaching & Mentorship: Delivered personalized coaching and professional development programs to enhance individual performance and career progression.
Performance Management: Established clear KPIs and MBOs, fostering a culture of ownership, continuous learning, and high achievement.

Conflict Resolution & Culture Building: Created cohesive, inclusive environments by proactively addressing challenges and promoting teamwork.

RECRUITMENT & RETENTION

Talent Acquisition: Managed full-cycle recruitment from sourcing to onboarding, ensuring alignment with organizational culture and strategic needs.
Employer Branding: Promoted a strong value proposition and culture to attract high-caliber talent.

Retention Strategy: Launched initiatives to boost engagement, reward performance, and foster long-term career growth.

MARKETING COLLABORATION

Integrated GTM Campaigns: Partnered with Marketing to develop and execute joint campaigns, ensuring consistency in brand, messaging, and outreach.
Market Insights: Provided real-time feedback from clients and field intelligence to shape marketing strategy and product positioning.
Digital Engagement: Leveraged automation, CRM, and marketing platforms to align lead generation with revenue goals and measure MQL-to-SQL conversion.

CROSS FUNCTIONAL ALIGNMENT

Strategic Collaboration: Acted as a bridge between Sales, Product, Marketing, and Operations to ensure unified strategy and execution.
Operational Efficiency: Partnered with Operations to streamline processes, enhance productivity, and ensure seamless delivery.

Customer-Centric Culture: Advocated for customer-first strategies across departments, enhancing satisfaction and retention.

TECHNOLOGY and ENABLEMENT

CRM & Analytics: Advanced proficiency in Salesforce (custom dashboards, reporting, forecasting) and Clari (pipeline analytics).
Sales Enablement Tools: Skilled in SalesLoft, Outreach, PersistIQ, Chorus AI, ZoomInfo, LinkedIn Navigator, Klue, and Clozd.
Collaboration & Productivity: Experienced with MS Teams, Zoom, Google Workspace, SharePoint, QuickSight, Litmos, MS Office Suite, Mac, and PC environments.

AI & Innovation: Early adopter of tools such as ChatGPT and CoPilot for content development, sales messaging, and workflow optimization.

JILL WORDEN Sales Leader