Greg Carollo

About Greg Carollo

I’ve spent my career building and scaling SaaS sales organizations, but the common thread across everything I’ve done is building go-to-market motion, not just managing teams. I joined Sprout Social early and grew with the company through scale and IPO, helping build the sales organization from the ground up and expand into enterprise and international markets, including APAC and LATAM. That’s where I learned how to take early traction and turn it into a repeatable revenue engine. Since then, I’ve taken on roles where I could apply that experience in different environments. At Greenhouse, I owned the Interseller business following the acquisition and operated as a GM across sales and go-to-market. I built the outbound motion, worked closely with Product and Marketing to integrate the product into the core platform, and helped grow that line of business through stronger positioning and execution. At Enable, I was brought in to build the enterprise and strategic motion. I built the team, defined the ICP, and established the early structure, while also reinforcing how important product-market fit and customer traction are when scaling enterprise sales. Most recently at SOCi, I led a team focused on enterprise multi-location customers, rebuilding parts of the team and shifting the motion toward new logo acquisition. I stayed closely involved in complex deals while improving pipeline quality, ramping new hires quickly, and developing reps into high-performing, full-cycle enterprise sellers. Across each role, my focus has been consistent: • Build and evolve go-to-market motion • Stay close to the deals • Develop teams that generate their own pipeline and execute at a high level What I’m looking for next is a role where I can continue to build and scale, whether that’s leading a team, owning a segment of the business, or helping bring new products and revenue streams to market in an environment with strong alignment between product, leadership, and go-to-market.

Experience

1. Regional Vice President of Sales, Commercial Enterprise

   SOCi.ai

   Dec 2024 — Present

   Led a team of 7 AEs and 2 Solution Consultants focused on enterprise, multi-location customers, owning a $6.5M roll-up quota• Rebuilt pipeline quality and shifted the motion toward new logo acquisition, driving ~85% of revenue from new business• Hired and developed new AEs into top-performing contributors, improving ramp and overall team execution• Stayed closely involved in complex enterprise deals, supporting multi-year agreements and strengthening deal strategy across the team

Education

• Elmira College

  BS, Marketing, Management

Skills

• Social Media
• International Development
• Direct Sales
• Enterprise Software
• Social Analytics
• Sales Management
• Marketing Research
• Selling
• Start-Ups
• Sales Process
• Sales
• Employer Branding
• Account Management
• Marketing
• Social Media Strategist
• Social Media Roi
• Saas
• Business Analysis
• International Business
• Sprout Social
• Corporate Social Media
• Product Planning
• Product Marketing
• Sales Presentations
• Solution Selling
• Business Planning
• Social Media Marketing
• Inside Sales
• Partner Management
• Consultative Selling
• Product Management
• International Sales
• Product Development
• Training
• Salesforce.com
• Management