Years of professional experience
James W. Hammons
Chief Revenue Officer
Paris
Summary
Experienced, multilingual revenue executive seeking to transform the Go-to-Market strategy & execution of a promising venture-funded start-up/scale-up as Chief Revenue Officer. By capitalizing on my depth of experience in GTM strategy, business development & sales cycle optimization, I’ll identify areas of acute opportunity to improve return on capital, streamline sales cycles, grow deal sizes, and improve win rates. Properly tuning our Go-to-Market engine, we’ll deliver faster and higher returns to our shareholders, delight our customers, and build a formidable brand that will set a new standard of excellence in our space.
Overview
23
23
8
8
Years of post-secondary education
5
5
Languages
15
15
Years of revenue leadership experience
Work History
Chief Revenue Officer
Ably Realtime, Ltd
London
10.2020 - 12.2021
- Grew a multifunctional global sales & customer success organization from 5 to 33 heads
- Grew Enterprise revenue from $2M to $9M ARR, and overall revenue from $3.1M to nearly $11M ARR in under 13 months, increasing Enterprise Sales from 65% to 82% of total revenue
- Led successful sales strategy transition from inbound-only to a deterministic multi-channel enterprise GTM approach, improving revenue predictability & signing the company’s first three $1M+ ARR accounts
- Drove complete overhaul of Revenue Operations strategy, implementing new tooling for CRM,
- Sales Engagement, Lead Scoring, Data Enrichment, and Customer Success Management
- Launched & led the creation of Ably’s first-ever Sales Playbook & value framework
- Successfully implemented Challenger Sales messaging & MEDDICC sales execution approach
- Achieved 136% of 2021 global sales plan, ranging from 113% to 202% of 5 quarterly plans
- Successfully launched Customer Success, taking on support/onboarding & adding PS function - Took over interim Marketing responsibilities except Content & Product upon CMO’s departure
- Attended semi-quarterly board meetings, taking full ownership of GTM reporting
- Engaged in extensive diligence exercises for two acquisition offers (declined) & Series B round
SVP of Sales
Mesosphere, Inc
Paris
07.2018 - 03.2020
- Led EMEA sales organization of 30+ multifunctional sales & technical resources, executing complex sales cycles and comprehensive account/territory plans across 120+ countries
- Turned company’s worst-performing geo (among 5) into Mesosphere’s top-performing geo for 4 consecutive quarters
- Achieved 2x+ YoY EMEA revenue growth vs. WW revenue growth of just over 40%
- Following predecessor’s departure due to high employee churn, oversaw 11-month period with no voluntary departures during a period of high volatility at Mesosphere
- Conceived, developed & launched pilot for a new Mesosphere Global Partner Program, increasing channel revenue from under 40% to over 60% of total EMEA revenue
- Streamlined structure & operation of EMEA Sales Development organization, leading to 40%+
- Sales Qualified Lead growth and 50%+ lead value & SDR-driven revenue growth
- Launched ISV/OEM sales initiative, growing 7-figure EMEA sales opportunities by 100%
- Promoted & developed a Sales Development Rep into one of our top-performing AEs
Regional Sales Director
Mesosphere, Inc.
Paris
10.2017 - 07.2018
- To launch SEMEA market
- Drove demand generation & sales training activities across SEMEA region
- Built pipeline of €2.5 million ACV over first 4 months through targeted demand generation strategies, executive relationship-building, & partner strategy execution
- Drove redesign of Mesosphere’s Partners & Alliances strategy to more closely align to EMEA customer project & purchasing strategies
- Landed 3 net-new-logos (incl. 2 Tier-1 strategic global accounts) in first 4 months
- Earned appointment to Mesosphere’s inaugural President’s Club, Inc.
Regional Sales Manager
SEMEA, Red Hat Mobile
Paris
03.2015 - 09.2017
- Recruited internally to lead expansion of recently acquired BU into net-new markets
- Delivered 7-figure regional revenue for Mobile BU in first full year
- Integrated acquired sales organization with Red Hat’s existing organization
- Built Mobile & Workforce Management pipeline of €5 million ACV in first year through targeted demand-gen strategies, executive relationship-building, & partner strategy
- Landed 7 new-logo accounts & 3 Tier-1 strategic global accounts, in first 18 months
- Developed & trained Red Hat generalist and business partner resources on sales process & business development strategies, leading to 104% YoY increase in pipeline
- Signed Red Hat’s first Mobile ISV customer, providing an immediate 30%+ increase in French mobile pipeline
- Drove roadmap changes & commercial model improvements, allowing Red Hat to re-engage & win opportunities from which we’d been disqualified for technical reasons
Account Executive
Red Hat, Inc.
Phoenix, AZ
09.2011 - 03.2015
- Led account team of 9 sales & technical resources, executing complex sales cycles and comprehensive account/territory plans in the Fortune 1000 account segment
- Drove 2.5x YoY growth in same-account sales and 135% quota attainment in FY14
- Prospected, developed, and executed seven-figure strategic transactions comprised of operating system, identity, directory, middleware, application, storage and cloud orchestration software, along with technical support, training, and professional services
- Drove focused growth in the Aerospace, Retail, Technology, and Hospitality verticals
- Achieved 127% of total revenue target in FY12, placing 2nd among a team of 12
- Forecasting achievement of 154% of total revenue target in FY15, projecting 1st place among a region of 18 in quota attainment
Named Account Executive
Novell, Inc.
Charlotte, NC
10.2009 - 09.2011
- Directed account team of 10 multi-functional associates to orchestrate enterprise sales execution in Southeastern US in theFortune 1000+ account tier
- Led team of 8 AEs in revenue target attainment for two consecutive years
- Employee of the Year, North America Enterprise Sales FY2010 - Produced over 500% sales pipeline growth ($7.5M) in first six months via account segmentation and tiered marketing strategies
- Reached President’s Club consecutive years, leading company in quota attainment
Account Manager & Team Lead
Novell, Inc.
Provo, UT
11.2008 - 10.2009
- Employee of the Year, North America Inside Sales FY2009
- Promoted to Team Lead in 2nd month to train, mentor, & coach Account Managers
- Led company with 143% quota attainment (2nd was 88%) & 55% YoY growth in FY2009, amidst 10% decline in company's yearly revenue - Trained/developed 12 Account Managers, 6 of whom were promoted in 18 months
- Executed team-wide prospecting campaign, tripling rolling pipeline to 5x team quota
- Promoted after 1 year to Account Executive
- Successfully displaced IBM, Oracle, CA, Sun, Quest, & ArcSight/HP estates
Compliance Manager
Novell, Inc.
Provo, UT
11.2007 - 11.2008
- Employee of the Year, Global Licensing FY2007 for record-setting revenue of $8M+
- Promoted after 9 months to manage team of 5 Compliance Auditors in Canada/ANZ
- Manager of the Year, Global Licensing FY2008 for record-setting revenue of $24M+
- Shortened cycles & grew hit rate, earning Asia-Pacific regional record $4M revenue
- Produced highest all-time revenue in department history before 1-year anniversary
- Awarded annual Breakaway Award in FY2007 for outstanding revenue production
Regional Sales Director
Connected Wireless
Orem, UT
07.2005 - 01.2007
- Took over struggling sales region of 3 retail stores & 1 B2B outside sales team, turning it into top-performing region
- Achieved 100+% of P&L and gross margin targets for entirety of tenure
- Developed & promoted 2 new store managers & 1 new assistant manager from sales team; all of whom succeeded in their new roles
- Grew B2B segment from under 10% to over 25% of regional gross profit
- Director of the Year, 2006
Assistant to the President
Switzerland Geneva Mission, Geneva
Geneva
07.2003 - 07.2005
- Managed 120+ full-time representatives in 11 regions of French-speaking Europe in prospecting and converting new church members and delivering humanitarian services
- Co-managed annual operating expense budget of over $4 million USD
- Filled in for Mission President during multiple instances of medical leave
- Designed streamlined analytics process and championed development of related tools, spurring 25% mission productivity increase (delivered 2 mos early & under budget)
- Delivered hands-on coaching of regional leaders, creating culture of high performance
- Implemented mission-wide revamp of go-to-mission strategy and training materials
- Launched History & Language training program for arriving missionaries, smoothing the onboarding process and cutting decommit/churn rates from 3% to under 1% per year
Education
Master of Global Management (Executive Post-MBA) - Global Entrepreneurship & Development
Thunderbird School Of Global Management
Phoenix, AZ, USA 01.2011 - 12.2011
Master of Business Administration (Executive) - Business Strategy
Utah State University
Salt Lake City, UT, USA 08.2007 - 10.2009
Bachelor of Science - International Business Management
Utah Valley University
Orem, UT, USA 08.2002 - 04.2007
Skills
Profitability and revenue generation
Accomplishments
- MEDDPICC
- Revenue Leadership (Sales Impact Academy)
- Go-to-Market Strategy (Sales Impact Academy)
- Solution Selling
- Challenger Sales
- Target Account Selling
- Command of the Message/Sale
- Red Cross First Aid & CPR
- Eagle Scout (Boy Scouts of America)
- American Lifeguard Association
Hobbies & Passions
Tennis, golf, cycling, film production, travel, wine, gastronomy, languages, astronomy, green tech
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Quote
A man is about as big as the things that make him angry.
Winston Churchill
Timeline
Chief Revenue Officer
Ably Realtime, Ltd
10.2020 - 12.2021
SVP of Sales
Mesosphere, Inc
07.2018 - 03.2020
Regional Sales Director
Mesosphere, Inc.
10.2017 - 07.2018
Regional Sales Manager
SEMEA, Red Hat Mobile
03.2015 - 09.2017
Account Executive
Red Hat, Inc.
09.2011 - 03.2015
Master of Global Management (Executive Post-MBA) - Global Entrepreneurship & Development
Thunderbird School Of Global Management
01.2011 - 12.2011
Named Account Executive
Novell, Inc.
10.2009 - 09.2011
Account Manager & Team Lead
Novell, Inc.
11.2008 - 10.2009
Compliance Manager
Novell, Inc.
11.2007 - 11.2008
Master of Business Administration (Executive) - Business Strategy
Utah State University
08.2007 - 10.2009
Regional Sales Director
Connected Wireless
07.2005 - 01.2007
Assistant to the President
Switzerland Geneva Mission, Geneva
07.2003 - 07.2005
Bachelor of Science - International Business Management
Utah Valley University
08.2002 - 04.2007
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