Mike Felber
Account Executive
Arlington,VA
Summary
SaaS sales professional passionate about solving customer challenges through innovative cloud computing, AI, and enterprise solutions. Focused on driving revenue growth using cross-functional strategies across channel/partnerships, business and sales development, marketing, and senior executive collaboration.
Overview
6
6
years of professional experience
4
4
years of post-secondary education
Work History
Enterprise Partner Sales Manager
SESSION AI
Arlington, VA
06.2022 - Current
- Collaborated with account executives, BDRs, marketing teams, and multiple partners across ecosystems to execute account-based marketing strategies, driving total revenue of $7.56M during tenure in partner sales management
- Partnered with top account managers at AWS, GCP, Pega, and other major platforms to sell 6-7 figure annual SaaS subscription deals to enterprise customers
- Closed $1.135M in partner-sourced and engaged net new logos within first 6 months
- Consistently achieved over 100% of annual quotas, contributing to company growth in 2023 and 2024
- Established and led strategic partnerships with Amazon Web Services, Google Cloud, HCL, and Pega
- Sourced the largest net new deal in company history, delivering significant impact to overall revenue
- Delivered on-stage presentations at industry conferences representing the company, including at an AWS event in New York City and an HCL event in Barcelona, Spain
Enterprise Business Development
SESSION AI
Arlington, VA
02.2021 - 06.2022
- Pioneered the BDR program as the first hire, creating scalable outbound sales strategies for new logo acquisition
- Sourced $1.57M in outbound net new deals over 18 months
- Consistently exceeded quotas, achieving 120% of outbound meeting goals in 2021
- Recognized as the top-performing BDR in 2021 and 2022, based on meetings, opportunities, and closed deals
- Mentored new hires and developed outbound messaging blueprints
Senior Sales Consultant
MELTWATER
Washington, DC
08.2020 - 12.2020
- Secured over $1M in sales revenue through outbound efforts, acquiring net new logos at Meltwater
- Promoted to manage mid-level client sales processes, identifying needs and delivering tailored SaaS solutions
- Maintained daily, weekly, and monthly standards for prospecting, cold outreach, and client engagement, achieving 120% of annual sales target
- Developed sales training initiatives for new hires, focusing on methodologies, prospecting, targeted outreach, and objection handling through interactive presentations
- Voted 'hardest worker' in a 60-person office by peer recognition
Sales Consultant
MELTWATER
Washington, DC
10.2019 - 07.2020
- Executed the complete B2B SaaS sales cycles, including opportunity sourcing, product demonstrations using Zoom, contract negotiation, and client onboarding
- Maintained high activity standards, including 100 cold calls, 25 cold emails daily, and 15 meetings booked per week, resulting in consistent performance
- Achieved 'first to quota' status in 2020 among 100 sales representatives in the Americas
- Contributed over $100,000 in Q3 2019 sales revenue
Sales Development Representative
MELTWATER
Washington, DC
05.2019 - 09.2019
- Prospected 25 qualified leads weekly using Sales Navigator and ZoomInfo
- Conducted high-volume outbound activities, securing strong pipeline of opportunities
- Recognized as #1 SDR in class of 20 based on contributed sales revenue within five months
Education
Bachelor of Science - Business Administration (concentration: entrepreneurship)
COLLEGE OF CHARLESTON
Charleston, SC 08.2014 - 05.2018
Skills
Microsoft Office Suite
Greenfield Hunter
Salesforce CRM
Cross Value Creation
Sales Navigator
Negotiation
Outreachio
Stakeholder Mapping
ZoomInfo
Whitespace Account Planning
Relationship Management
SaaS Enabled Transformation
Collaborative Business Development
Cloud Computing
Pipeline Management
Timeline
Enterprise Partner Sales Manager
SESSION AI
06.2022 - Current
Enterprise Business Development
SESSION AI
02.2021 - 06.2022
Senior Sales Consultant
MELTWATER
08.2020 - 12.2020
Sales Consultant
MELTWATER
10.2019 - 07.2020
Sales Development Representative
MELTWATER
05.2019 - 09.2019
Bachelor of Science - Business Administration (concentration: entrepreneurship)
COLLEGE OF CHARLESTON
08.2014 - 05.2018
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