Paul Caplin

About Paul Caplin

I’m a results-driven team leader with a track record of helping high-growth SaaS and technology companies scale from early-stage to enterprise success. Over the past 8+ years, I’ve built and led world-class sales teams that deliver predictable, repeatable revenue growth — from team goals of $2m-$53m, in companies with revenue ranging from $25m to $550M+ ARR— while creating cultures rooted in accountability, collaboration, and continuous improvement.I excel at building and mentoring teams that thrive in dynamic, competitive markets. By establishing repeatable processes, GTM playbooks, and outbound strategies, I empower teams to exceed targets while expanding market presence. I am passionate about creating scalable frameworks that not only accelerate pipeline growth but also foster long-term client success and strong C-Level relationships.Collaboration is at the core of my approach. I work closely with cross-functional stakeholders to align sales initiatives with organizational strategy, optimize operational efficiency, and drive strategic revenue expansion. From executive engagement to large-scale deal execution, I focus on delivering high-impact results while mentoring future sales leaders to achieve excellence across global markets.

Experience

1. Sales Leader IT Automation & Finops

   IBM

   Sep 2022 — Present · Raleigh, NC, US

   In my current role, which started on 1/1/2025, I\'m aligned with the growth market at IBM. This team consists of 4 regional teams, with a mix of inside and outside sellers and tech sellers.Highlights:• Directed go-to-market strategy for accounts, leveraging partner ecosystems to penetrate white-space markets and unlock new revenue streams.• Accelerated IT Automation product revenue by guiding 45 sellers across four regional teams on strategic account positioning and prospecting efforts.• Engineered targeted sales plays based on product mix and market segmentation, driving pipeline growth and increasing win rates.• Managed a $53MM nationwide quota, ensuring regional teams consistently met sales objectives and completed full sales cycles.• Standardized GTM best practices across four regional teams, boosting operational efficiency and forecast accuracy.• Co-developed an acquisition playbook for three core products, establishing repeatable engagement processes for new clients.Product Focus: ITFM, FinOps, K8s, ARM, Observability, and Enterprise Agile PlanningPrior to 1/1/25:At Apptio (which was acquired by IBM in my 2nd year), I co-created the commercial GTM playbook and established scalable processes adopted by the global sales teams. Highlights:• Inaugural Sales Leader for Commercial sales team targeting <$1B revenue prospects.• Surpassed first-year team attainment with quarterly results of 93.2%, 108.3%, 313.5%, and 118%, achieving 153.88% of FY2023 and earning President’s Club recognition.• Strategic deals with contract values of $990K,$1.8mm, and $2.7mm• Increased commercial ACV by 35% through strategic account targeting, repeatable sales processes, and disciplined GTM execution.• Secured 38 new logos in the first year, establishing market presence in previously untapped segments.• Scaled the team from six to 45 global representatives post-IBM acquisition, replicating proven commercial success.

Education

• University of Connecticut

  Bachelors, Actuarial Science and Mathematics

  2000 — 2004

Skills

• Team Building
• Management
• Networking
• Salesforce.com
• Sales Operations
• Customer Retention
• Direct Sales
• Professional Services
• Coaching
• Business Development
• Cold Calling
• Strategic Planning
• Lead Generation
• Sales Process
• Vendor Management
• Public Speaking
• Cloud Computing
• Cross-Functional Team Leadership
• Building Relationships
• Strategic Partnerships
• Leadership
• Project Management
• Product Marketing
• Sales Presentations
• Crm
• Consulting
• Training
• Customer Satisfaction
• New Business Development
• Team Management
• Time Management
• Entrepreneurship
• Recruiting
• Security
• Enterprise Software
• Sales Management
• Team Leadership
• B2b
• Account Management
• Product Management