Steve Jones
Head of Sales and Business Unit Operations - U s & Canada @Nibav Home Elevators Usa
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WORK HISTORY
Head of Sales and Business Unit Operations - U s & Canada @Nibav Home Elevators Usa
Head of Sales & Business Unit Operations (U.S. & Canada)| May 2023 – PresentMandated to architect the North American GTM engine, professionalize sales execution, and drive predictable revenue growth for a high-consideration residential technology category.• Designed the \"Zero-to-One\" North American GTM infrastructure, scaling a technical hardware/SaaS hybrid from $0 to $12M ARR in 24 months.• Scalable Growth: Built and scaled a high-performance sales organization from 0 to 15+ members, delivering 110% YoY unit growth and expanding market share by 50% within the first 18 months.• Operational Excellence: Implemented the MEDDPICC sales framework and standardized pipeline discipline, increasing win rates from 4% to 10% and achieving 90%+ forecast accuracy.• Revenue Architecture: Optimized pricing models, territory strategies, and compensation plans to maximize EBITDA without eroding premium brand positioning.• Demand Orchestration: Partnered with Marketing to move from broad-base to targeted AI-driven lead generation, resulting in a 45% increase in qualified pipeline and a 2X improvement in lead quality.• GTM Strategy: Engineered regional and national expansion strategies into 13 new markets, shortening the enterprise sales cycle by 25% through improved stakeholder mapping and training.• Executive Leadership: Direct ownership of the P&L and regional business unit operations, reporting to global leadership on headcount, budget, and long-term capacity planning.RESULT: Transformed a fragmented startup territory into a disciplined, scalable revenue engine capable of sustaining triple-digit growth in a complex, multi-stakeholder environment.
EDUCATION
San Diego State University
Bachelor's degree, Double Major - Marketing and Kinesiology
SKILLS
ABOUT STEVE JONES
REVENUE ARCHITECT & GTM LEADER | SCALING HIGH-VALUE ENTERPRISE SALESI specialize in transforming complex GTM friction into predictable, scalable growth. With 20+ years of executive experience, ranging from 17 years of enterprise dominance at Deluxe to architecting a $12M+ North American engine from scratch, my mandate is clear: Build the systems that make \"hitting the number\" inevitable.THE STRATEGY: I combine high-velocity startup agility with the institutional rigor of Global 500 account management. I am an expert in modern sales frameworks (MEDDPICC, Challenger), leveraging AI-enabled workflows and CRM automation to shorten sales cycles and maintain 90%+ forecast accuracy.THE LEADERSHIP: I am a Player-Coach who believes in leading from the front. I’ve scaled high-performing teams across the US and Canada, fostering a culture of extreme accountability. I operate at the intersection of C-suite strategy and frontline deal execution.CORE IMPACT: • SCALING: 0 to $12M+ GTM architecture and market entry. • STRATEGIC ACCOUNTS: Expertise in Infrastructure, Automotive, Finance, Real Estate, Retail, and Hospitality. • PRECISION: 90%+ forecast accuracy & disciplined pipeline inspection. • MODERNIZATION: Transitioning legacy sales into intelligence-driven engines. • RETENTION: 95%+ account retention through executive trust.
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