MICHAEL HORNE

Procurement SaaS platform providing data-driven sourcing solutions for industrial operations.

• Built and scaled a new enterprise pipeline from the ground up, generating €1.8M in qualified opportunities within six months.
• Closed €900K+ in enterprise SaaS contracts, driving revenue growth and expanding brand presence across the DACH region.
• Refined Ideal Customer Profile (ICP), improving lead qualification and boosting conversion rates by 40%.
• Implemented the MEDDPICC framework to standardize deal qualification and reduce average sales cycle time.
• Enhanced sales forecasting accuracy by optimizing pipeline tracking and CRM data integrity within Salesforce.
• Generated new contacts through networking and cold calling.
• Demonstrated products, responded to questions, redirected concerns, and overcame objections to close sales.

Cloud-based SaaS platform for returns management, logistics, and enterprise automation.

• Surpassed 100% of annual quota by managing and expanding enterprise accounts across EMEA.
• Generated €400K in upsell revenue and expanded active pipeline by €1.2M through strategic cross-sell initiatives.
• Represented ReverseLogix at major industry conferences, securing 50+ qualified enterprise opportunities.
• Strengthened client partnerships through consultative engagement, contributing to long-term renewal success.
• Developed deep knowledge of customer businesses and relationship to company objectives.

Provider of digital event and virtual conference SaaS solutions.

• Drove €900K+ in total revenue, achieving annual targets through new business and renewals.
• Launched targeted outbound campaigns that generated 150+ qualified enterprise leads in under a year.
• Established executive relationships across multiple verticals, resulting in multi-year enterprise partnerships.
• Collaborated cross-functionally with Marketing and Product to refine GTM messaging and improve lead quality.
• Played an instrumental role in winning new business through targeted prospecting and relationship building activities.
• Collaborated with internal teams to ensure timely and accurate delivery of products and services to clients.

AI-powered SaaS solution automating customer service operations.

• Supported GTM launches by identifying market opportunities and adapting sales plays to evolving customer needs.
• Partnered with Product and Marketing teams to align messaging and positioning with competitive insights.
• Improved efficiency of global operations by streamlining processes and implementing best practices across all departments.
• Developed training programs tailored to the specific requirements of each region, ensuring staff members possessed the necessary skills and knowledge to excel in their roles.
• Conducted comprehensive market research to identify emerging trends and potential areas for business growth.

B2B business intelligence and event solutions company.

• Secured 40+ enterprise partnerships, generating over €500K in sponsorship and collaboration revenue.
• Expanded strategic alliances across key industries, improving event content, reach, and partner ROI.
• Negotiated and executed contracts with major clients, strengthening company visibility and reputation.
• B2B business intelligence and event solutions company.
• Analyzed sales and marketing data for improved strategies.
• Improved brand visibility with well-executed promotional campaigns and engaging social media content.
• Optimized sales processes, streamlining procedures for increased efficiency and better customer service.
• Negotiated contracts skillfully, achieving favorable terms that contributed to bottom-line results.

Digital content and events platform serving the automotive technology industry.

• Increased lead generation and webinar engagement by 35% through targeted outbound sales campaigns.
• Expanded enterprise client portfolio across OEMs and Tier 1 suppliers through solution-oriented consultative selling.
• Cultivated and maintained strategic alliances with key partners and vendors.
• Delivered persuasive presentations to key stakeholders, securing buy-in for critical projects or proposals.
• Spearheaded trade show participation, showcasing products effectively while networking with potential partners or clients.
• Performed competitive analyses and adjusted sales and marketing strategies accordingly.