Open to opportunities

Jim Lawrence

@jimlawrence

Message

I scale B2B SaaS revenue teams, building data-driven GTM engines for growth.

United States

Message

What I'm looking for

I’m looking to lead a data-driven sales organization where I can build scalable AE/SDR engines, strengthen pipeline health with MEDDICC-style rigor, and deliver measurable enterprise and mid-market revenue growth through disciplined coaching.

I’m a revenue leader with 12+ years scaling B2B SaaS sales orgs across FinTech, GovTech, SLED, Banking, and Digital Marketing. I build and turnaround AE/SDR organizations—from 20 to 50+—to deliver double-digit revenue growth and move teams from bottom to top ranking.

I lead with accountability, discipline, and data-driven execution, shaping go-to-market strategy through performance management, pipeline control, and rigorous forecasting. I drive enterprise and mid-market revenue acceleration while implementing Challenger Sale and MEDDICC methodologies to improve deal quality and velocity.

In recent impact, I rebuilt a bottom-ranked AE organization at Scorpion into a #1 producing team with 100%+ quota performance, doubled Birdeye’s outbound org (26→52 reps) and increased pipeline 3.5× in 90 days, and delivered 137% quota attainment on a $7.5M enterprise target at Lexipol while compressing cycle-time from 9.3 to 6.2 months at Trintech. I’m motivated by cross-functional collaboration and measurable outcomes that compound over time.

Experience

Work history, roles, and key accomplishments

Director of Growth/Sales

Scorpion

Oct 2023 - Oct 2025 (2 years)

Rebuilt a fledgling mid-market/SMB AE organization into a top-producing team, delivering 107% of quota in Q1 and 91% of $9.6M ARR quota in H1. Implemented MEDDICC-modeled pipeline health and forecasting, improving outbound activity +60%, pipeline size +40%, deal velocity +25%, and sustaining #1-to-top-three performance.

MEDDICC Sales Forecasting Sales Coaching Enterprise Mid Market GTM Sales Performance Management Strategic Partnerships

Director of Sales

Lexipol

Sep 2022 - Aug 2023 (11 months)

Merged two enterprise sales teams and lifted performance from 67% to 137% of a $7.5M ARR quota. Coached a 25-rep SDR team, increasing demo volume 50% in 60 days, while using MEDDPICC to improve pipeline quality and drive 137% attainment.

Enterprise Sales MEDDPICC Coaching SDRs Quota Attainment Revenue Enablement

Senior Director of Sales Dev

Birdeye

Nov 2021 - Aug 2022 (9 months)

Scaled the SDR organization from 26 to 52 reps and 8 managers, generating 3.5x pipeline in 90 days (128% of a $2.4M quota). Increased SQL generation 136% by overhauling the sales playbook and applied regression/data techniques to diagnose gaps and target coaching.

SQL Generation Sales Enablement regression

Director of Business Development

Trintech

Jan 2016 - Oct 2021 (5 years 9 months)

Increased meetings booked per rep by 70% and reduced prospect no-show rates by 76% (34% to 8%) through global SDR/BDR leadership. Reduced enterprise SaaS sales cycle time from 9.3 to 6.2 months (+35% deal velocity), raised pipeline conversion from 39% to 55%, and led a Challenger sales methodology rollout that improved sales performance 40%.

Global Business Development Challenger Sales Methodology Sales Cycle Deal Velocity Metrics

Director of Mid-Market Sales

Cvent/Lanyon

May 2013 - Dec 2015 (2 years 7 months)

Founded and developed a mid-market AE team, contributing to a 345% increase in average deal size through improved sales activity levels and sales methodology. Built onboarding and enablement programs that contributed to 25%+ win-rate improvement and trained 100+ senior sales professionals, driving a 40% lift in sales performance and quota attainment.