AUSTIN PURSTELL
Chantilly
Summary
Results-oriented sales professional seeking an SMB AE Manager role to apply 4+ years of consistent quota over-achievement and 3 years of public service leadership. Expert in deconstructing complex sales cycles into repeatable processes for junior reps. Dedicated to fostering a high-accountability culture, accelerating ramp times, and aligning technology solutions with the mission-critical needs of public sector and SMB clients.
Overview
7
7
years of professional experience
1
1
Certification
Work History
Account Executive (Public Sector)
Splunk (Cisco)
08.2025 - Current
- On pace for 150% quota attainment for FY25, consistently managing and closing deal sizes ranging from $200k-$400k.
- Interim Team Lead: Stepped into an interim leadership role during a 12-week management leave, overseeing weekly pipeline reviews and forecast accuracy for a team of [Number] AEs to ensure 100% pacing toward quarterly regional goals.
- Sales Mentorship & Coaching: Served as the primary resource for junior AEs during management absence, conducting weekly 1-on-1s and "win-room" sessions to deconstruct procurement hurdles and accelerate deal cycles in the SLED market.
Enterprise Account Executive
SHI International
09.2024 - 08.2025
- Managed enterprise-level accounts, achieving 125% of Q4 sales quota and closing over $6.5M in revenue. Developed and maintained a $20.5M sales pipeline.
- Interim Team Leadership: Appointed as the lead point of contact for the Enterprise East during a multi-month management leave; maintained team operational standards, oversaw deal approvals, and provided strategic guidance to peer AEs to ensure uninterrupted territory growth.
SMB Account Executive
Okta
03.2024 - 09.2024
- Focused exclusively on net-new logo accounts, exceeding quotas (112% Q1, and Q2)
- Led large-deal reviews and presented forecasting and growth strategies to VP-level stakeholders, driving cross-functional alignment.
- Full-Stack Solution Selling: Orchestrated complex, multi-product deal cycles (Identity, Access, and Governance) for net-new SMB logos, managing the entire lifecycle from initial cold outreach to final legal negotiation with an average deal size of $20-50k.
SDR - Public Sector
Okta
08.2022 - 02.2024
- Public Sector Pipeline Engine: Built and maintained a multi-million dollar pipeline for the SLED field team.
- Top 5% Performer: Consistently ranked in the top tier of SDRs for outbound activity and qualified opportunity conversion.
- Process Optimization: Developed standardized outreach sequences for the Public Sector team that increased initial response rates by 18% across SLED
Sales Development Representative
memoryBlue - Contracted by Versaterm (Spidr-Tech)
04.2022 - 08.2022
Police Officer
Arlington County Police Department
06.2019 - 04.2022
- Field Training & Mentorship: Selected as a Field Training Officer (FTO) to oversee the professional development and tactical evaluation of new recruits; specialized in transitioning trainees from academic theory to high-pressure operational execution.
- Crisis Management & High-Stakes Negotiation: Led multi-agency responses to high-priority incidents, utilizing advanced de-escalation and communication techniques to resolve complex conflicts. Proven ability to maintain command presence and deliver "mission-success" outcomes in volatile, fast-moving environments.
- Command Presence & Accountability: Managed complex investigations and public safety initiatives requiring strict adherence to legal protocols and real-time risk assessment—skills directly applied to managing sales pipelines, forecasting accuracy, and team accountability.
Education
Bachelor of Science - Criminal Justice/Intelligence and Security
University of Central Florida
Orlando, FL05-2019
Skills
- Sales Leadership
- Account Management
- Strategic Selling
- Pipeline Development
- Project Management
- Metric-Driven Sales
- Cybersecurity Knowledge
- Active listening
- Strategic thinking
- Communication and Collaboration
- CRM & Sales Tools
- Customer Success
- Enablement & Training
- Forecasting
- Sales presentation
- Competitor tracking
- Account planning
- Sales strategies
- Sales methodologies
- Revenue generation
- Business development and planning
- Territory management
Certification
- Virginia Certified Police Officer
- Virginia Certified Field Training Officer
- Certified Sales Development Representative
- Certified in Crisis Intervention (CIT)
AWARDS
Congressional Gold Medal Recipient, 2020 ACPD Meritorious Service
Timeline
Account Executive (Public Sector)
Splunk (Cisco)
08.2025 - Current
Enterprise Account Executive
SHI International
09.2024 - 08.2025
SMB Account Executive
Okta
03.2024 - 09.2024
SDR - Public Sector
Okta
08.2022 - 02.2024
Sales Development Representative
memoryBlue - Contracted by Versaterm (Spidr-Tech)
04.2022 - 08.2022
Police Officer
Arlington County Police Department
06.2019 - 04.2022
Bachelor of Science - Criminal Justice/Intelligence and Security
University of Central Florida