Jana Riddel

Transformed and scaled a high-growth enterprise, securing immediate revenue-producing contracts, building a top-performing sales organization, and positioning the division for successful acquisition by TDI, Inc. in 2024.

Delivered strategic revenue intelligence and executive-level insights that shaped pricing strategies, market expansion priorities, and capital investment decisions.

Partnered with C-suite executives to improve competitive positioning and increase win probability across multiple business divisions.

Built and led a world-class Sales Operations team, instilling a culture of accountability, efficiency, and continuous improvement that elevated organizational performance.

Achieved 2,123% revenue growth (CAGR: 180% over 3 years), scaling revenue from $495K to $11M through strategic partnerships, disciplined growth planning, precision forecasting, and high-impact sales execution.

Launched and led the Total Product Solutions (TPS) division at Zero Point, Inc., driving profitable horizontal expansion into new defense categories while increasing market share for core products and services.

Built and executed comprehensive marketing strategy, strengthening brand authority, accelerating demand generation, and positioning the company as a trusted industry leader.

Directed pricing, packaging, and market positioning strategies that fueled adoption in competitive markets and effectively displaced incumbent competitors.

Negotiated and secured multimillion-dollar contracts, expanding enterprise client base and increasing average deal size by more than 2,000%.

Streamlined sales processes, forecasting, and pipeline management, significantly improving revenue predictability, reporting accuracy, and executive-level visibility.

Engineered compensation, quota, and territory frameworks that aligned salesforce performance with corporate growth objectives and long-term revenue goals.

Partnered with C-suite leadership to define and execute global market penetration strategies, capturing emerging opportunities and accelerating international growth.

Developed and executed business development and go-to-market plans informed by deep analysis of the U.S. defense sector and competitive intelligence.

Launched and led U.S. operating entity, overseeing sales, marketing, operations, and logistics to establish a scalable foundation for growth.

Designed innovative distribution models including tiered pricing structures, dealer-of-record programs, and strategic channel partnerships to maximize market reach and profitability.

Secured key defense Program of Record and mid-tier acquisition opportunities by driving requirement establishment, formal evaluations, and resource allocation strategies through complex acquisition processes.

Forged high-value B2B teaming agreements with industry-leading partners, expanding revenue streams through data-driven solutions and scalable business models.

Drove horizontal expansion across Chemical, Biological, Radiological, Nuclear, Explosives (CBRNe) and Fire & Emergency Services (FES) markets, transforming a historically underperforming sector into a multimillion-dollar revenue stream.

Led short- and long-term business development strategies that delivered sustained residual profit margins and positioned the company for continued growth.

Anticipated market shifts and emerging technologies, leveraging data-driven insights to identify capability gaps and capture new profit opportunities.

Negotiated high-value distribution and teaming agreements with industry-leading suppliers, securing competitive advantages and maximizing profit margins.

Partnered with top-tier suppliers to co-develop strategies that strengthened sales pipelines, improved profitability, and expanded market reach.

Directed vertical sales teams in collaboration with marketing, launching integrated campaigns that captured revenue and enhanced brand presence.

Forged strategic relationships with senior decision-makers across U.S. Navy Diving, Explosive Ordnance Disposal (EOD), and Maritime Commands, aligning vendor and company growth objectives with mission requirements.

Generated qualified opportunities through targeted outreach, leveraging white-space analysis, strategic networking, and traditional sales channels to build a robust pipeline.

Influenced procurement decisions by engaging supply personnel and program managers pre-solicitation, positioning solutions ahead of competitors and reducing competitive risk.

Developed precise statements of work and white papers to ensure compliance with specifications and secure procurement through open-market channels.

Conducted market intelligence and trend analysis to align solutions with emerging defense requirements and evolving mission needs.

Negotiated strategic manufacturer partnerships, securing favorable terms and expanding product availability to strengthen revenue growth.