Summer Shields
@summershields
Consultative account executive who drives revenue growth through value-based discovery, ROI storytelling, and multi-deal pipeline execution.
United StatesWhat I'm looking for
I’m a consultative SaaS sales and account management professional with 10+ years of experience leading value-based discovery, articulating ROI, and managing multi-deal pipelines for B2B software products.
I combine deep product and technical understanding (integrations, data flows, and “APIs basics”) with strong business acumen to translate customer requirements into practical solutions that drive revenue, retention, and expansion. I’m known for clear communication, active listening, and cross-functional collaboration with marketing, product, engineering, and customer success.
At Formstack (Strategic Account Manager), I manage 100+ SaaS customers generating over $1M in ARR, owning renewals, upsells, and cross-sells to grow account value year over year while maintaining a healthy sales pipeline in Salesforce. I lead discovery to quantify pain and build business value cases that justify renewals and expansions, and I coordinate proof of concept projects so prospects can validate integrations, performance, and data security requirements.
I’ve consistently exceeded results—exceeding FY22, FY23, and FY24 sales quota—and I’ve improved pipeline creation through new prospecting approaches such as “ChatGPT-driven research,” “Drift video outreach,” and social selling. Previously, at Verizon Connect (formerly Telogis), I managed ~200 B2B accounts worth over $1M and achieved 167% of quota in 2019 and 136% in 2018; earlier, at Kareo and HireRight, I closed full-cycle SaaS and net-new logo deals, including earning President’s Club and driving over 100% increase in mental health customer acquisition.
Experience
Work history, roles, and key accomplishments
Managed 100+ SaaS customers generating $1M+ in ARR by owning renewals, upsells, and cross-sells to grow account value while maintaining a healthy Salesforce pipeline. Drove value-based discovery and coordinated proof-of-concept integrations to align stakeholders on renewal and expansion outcomes.
Customer Success & Sales Rep
Verizon Connect
Dec 2017 - Feb 2021 (3 years 2 months)
Managed ~200 B2B accounts worth $1M+ by leading renewals and expansions to reduce churn and protect recurring revenue. Used product usage data and customer conversations to identify growth opportunities and coordinate cross-functional issue resolution; achieved 167% of quota in 2019 and 136% in 2018.
Customer Success & Sales
Verizon Connect
Dec 2017 - Feb 2021 (3 years 2 months)
Managed ~200 B2B accounts worth $1M+, driving renewals and expansions to reduce churn and grow recurring revenue. Achieved 167% of quota in 2019 and 136% of quota in 2018 by using product usage data and customer insights to identify high-growth expansion opportunities.
Solutions Consultant
Kareo
Feb 2016 - Oct 2017 (1 year 8 months)
Prospected, qualified, and closed new SaaS customers by guiding medical practices through full-cycle sales to signed subscription agreements. Delivered live product demos and contributed to a mental-health-focused feature rollout that helped more than double new customer acquisition in that segment; achieved 105% of sales goal and earned President’s Club in 2016.
Owned full-cycle net-new SMB logo acquisition for background screening services in Illinois and Kentucky, presenting web-based solutions to business decision-makers. Drove annual quotas of $1M+ by closing $5K–$70K deals via phone, email, and online demos; built and forecasted pipelines in Salesforce and consistently exceeded quarterly sales goals.
Owned full-cycle net-new SMB logo acquisition in Illinois and Kentucky, presenting web-based background screening solutions to business decision-makers. Closed deals ranging from $5K–$70K against annual quotas of $1M+, consistently exceeding quarterly sales goals and earning 100% Club awards in 2014 and 2015.
Education
Degrees, certifications, and relevant coursework
California State University, Long Beach
Bachelor of Arts, Information Systems
Earned a Bachelor of Arts in Business Administration with a focus in Information Systems.
Orange Coast College
Associate of Science, Business Administration
Earned an Associate of Science in Business Administration.
Availability
Location
United StatesAuthorized to work in
Website
summerjusticeshields.comSalary expectations
Social media
Job categories
Skills
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