Charles Lawrence
Chicago
Summary
Revenue-driven SaaS Account Executive with 3+ years of full-cycle sales experience across travel technology, cybersecurity, and healthcare SaaS. Proven track record owning $750K–$1M annual quotas, generating $1M+ pipelines, and closing $25K–$100K ARR deals through outbound-led, consultative sales motions. Experienced navigating multi-stakeholder buying committees, security and compliance reviews, and procurement cycles. Known for strong forecasting discipline (90%+ accuracy), rapid ramp time, and consistent pipeline generation in competitive markets.
Overview
3
3
years of professional experience
Work History
Account Executive
Engine
Chicago
06.2025 - Current
- Own full-cycle sales process for mid-market travel technology accounts, from outbound prospecting through close and post-sale handoff
- Carry an annual quota of ~$750K ARR, managing a $600K+ active pipeline with 90%+ forecast accuracy
- Generate majority of pipeline through outbound efforts, consistently exceeding monthly activity and meeting targets
- Lead consultative discovery with finance, operations, and procurement stakeholders to align solutions to business objectives
- Build tailored proposals and pricing strategies, improving deal velocity and win rates
- Partner cross-functionally with marketing, account management, and operations to refine messaging and improve conversion rates
Account Executive
Drift Net
Chicago
10.2023 - 12.2024
- Drove net-new revenue for a cybersecurity SaaS platform selling into K–12 and public-sector organizations
- Built a $500K+ qualified pipeline within first 60 days through outbound prospecting, referrals, and targeted account outreach
- Closed multi-stakeholder deals involving IT, security, finance, and district leadership
- Navigated security reviews, compliance requirements, and budget cycles to shorten sales timelines and improve close rates
- Maintained 95% CRM accuracy, strengthening forecasting reliability and leadership visibility
- Consistently ranked among top pipeline generators on the team
Partnerships Manager
SkinIO
Chicago
12.2022 - 09.2023
- Owned revenue-generating partnerships selling healthcare technology solutions to enterprise healthcare systems and wellness organizations
- Managed $1M+ pipeline and closed $25K–$100K ARR contracts, contributing to a 40% increase in partner acquisition within six months
- Carried quarterly revenue targets while managing complex enterprise buying groups
- Improved discovery and qualification process, increasing demo-to-close conversion by 25%
- Achieved 90% partner retention through strong onboarding, enablement, and relationship management
- Partnered with product and marketing teams to deliver customer insights that influenced multiple product roadmap enhancements
Education
Thornwood High School
Chicago, ILSkills
- Full-cycle SaaS sales (Outbound → Close)
- Quota ownership & forecasting (Salesforce, HubSpot)
- Consultative discovery
- Multi-threaded deal execution (legal, security, finance)
- Mid-market & commercial deal strategy
- Contract negotiation & ARR expansion
- Pipeline generation via outbound & referrals
Timeline
Account Executive
Engine
06.2025 - Current
Account Executive
Drift Net
10.2023 - 12.2024
Partnerships Manager
SkinIO
12.2022 - 09.2023
Thornwood High School