John Tobin

About John Tobin

I\'m an Account Management & Sales leader with over 15 years of experience driving revenue growth and retention in the HR Tech sector. I have a proven track record of managing high-ARR portfolios of Fortune 500 and global clients, consistently exceeding quotas and securing long-term contract stability. My expertise is navigating complex sales cycles, building C-suite alignment, and leading cross-functional teams to ensure client outcomes and reduce churn.Professional SkillsStrategic Account Management: Expertly managing a high-ARR portfolio for Fortune 500 and global clients to ensure long-term stability and growth. Revenue Growth & Retention: Consistently exceeding quotas for net new ARR, cross-sells, and upsells while maintaining high Gross Retention Rates (GRR). Executive Relationship Management: Building consensus and driving alignment with C-level stakeholders and ELT to secure multi-year contract renewals. Cross-functional Leadership: Partnering with ELT, CS, Product, Solution Consultants to translate the \"Voice of the Customer\" into client wins. Complex Sales Cycle Ownership: Leading full-cycle engagements from discovery and high-impact demonstrations to T&C negotiations and final execution. Churn Mitigation: Certified in \"Why Stay\" methodology to proactively identify at-risk accounts and implement executive \"Heal Desk\" interventions. Data-Driven Account Planning: Utilizing EBRs (Executive Business Reviews) and ROI analysis to demonstrate platform value and drive migration strategies. Sales Mentorship: Proven ability to onboard and mentor new hires while consistently being recognized as a Team MVP and top quarter

Experience

1. Principal Account Manager

   ICIMS

   Mar 2022 — Present · Austin, TX, US

   As a Principal Account Manager at iCIMS, I lead strategic partnerships for a portfolio of Fortune 500 and global enterprise clients. With over 15 years of experience in the HR Tech and SaaS space, I specialize in navigating complex organizational structures to drive long-term retention and high-value expansion. My approach centers on becoming a trusted advisor to executive leadership, ensuring our talent solutions align with their broader business objectives. I take pride in maintaining high Gross Retention Rates (GRR) and identifying white-space opportunities that deliver measurable ROI for my clients.

Education

• The University of Texas at Austin

  B.S., Advertising

  1998

Skills

• Talent Management
• Salesforce.com
• Direct Sales
• Professional Services
• Crm
• Selling
• Higher Education
• Channel
• Strategic Account Development
• Sales
• Business Development
• Solution Selling
• Channel Partners
• Strategy
• Saas
• Enterprise Software
• Sales Management
• Cloud Computing
• Qualifying Prospects
• Demand Generation
• Account Management
• Product Management
• Lead Generation
• HR Software