Bryan Crutchley

Meticulous and highly resourceful professional with comprehensive experience leading sales, account management, and client success operations to attain revenue targets and exceed customer expectations. 

Demonstrated background in driving sales growth, managing territory processes, selling large cloud deals. Recognized for developing best-in-class sales solutions and enhancement of business flow. Adept at implementing strategic plans to increase market share and drive growth while using expertise in marketing, advertising, and data strategy technology. Record of accomplishment of collaborating with stakeholders to close new opportunities for enterprise and commercial sales teams and manage strategic partners. Excel at building strong relationships with all levels of management, team members, vendors, and other personnel.

Career Experience

Affinity Solutions, Inc. - New York, NY – 1yr                     July 2023 – Aug. 2024

Senior Vice President, Global Account Management

Consumer Purchase Data

Managing a Global Account Management & Client Success team all revenue across four verticals; Financial Institutions, Media & Marketing, Consulting, and Investor Services. Some clients include McKinsey & Company, Bain & Company, BCG, Deloitte, KPMG, Omnicom, WPP, Experian, Wells Fargo, FiServ, FIS Global, Liveramp, and The Trade Desk.

• Led a $100M Global Enterprise business, including 5 Senior Account Managers across 50 accounts
• 114% of plan in first 12 months, $22.7M in TCV bookings
• 128% NRR in first 12 months
• Established and launched a new Financial Institution loyalty partnership
• Completed and launched the company’s 1st Sales Playbook + Salesforce App (Challenger Sales)
• Created and deployed new client Onboarding, QBR/EBR, Renewal & Customer communication processes
• Created and deployed Territory and Account Planning deliverables + supporting Salesforce Apps (Quip/CRM Analytics)
• Created and deployed the company’s 1st Customer Satisfaction Survey
• Initiated Salesforce Service Cloud strategy and implementation

ON24 Inc. – San Francisco, CA – 2 yrs                           Jan. 2021 – April 2023

Vice President, North America Expansion Sales

Virtual Webinar, Conferencing, Content Management & Targeting SaaS

Developed overall territory structure for North American Expansion team. Delivered strategic consultation to Product, Finance, Marketing, Sales, and C-Suite on post-IPO initiatives. Attained passive revenue growth and AE productivity improvement by recommending operational and strategic processes. Created Territory and Acct Planning, Marketing maturity, Marketing enablement, Territory segmentation, and QBR/EBR processes.

• Led a $50M North America Commercial/Lower Enterprise Expansion business, including 4 Directors and 24 Account Executives responsible for 1200 accounts
• Achieved 115% of FY21 plan, $7M in growth revenue (#2 globally) 
• Achieved 120% of FY22 plan, $9M in growth revenue (#1 globally)
• Implemented consultative sales and account management processes resulting in 10% increase in pipeline generation, 25% increase in average sales price (ASP), and 5% increase in conversion

Oracle Corporation – San Francisco, CA – 7yrs               April 2014 – Jan. 2021

Multiple MarTech & AdTech Leadership Roles

Fortune 100 Technology Company - SaaS

Instrumental in selling the Oracle CX Marketing & Oracle Data Cloud SaaS stack to New Logo and existing Oracle during my tenure. DMP, CDP, Email, ABM Data, Marketing Automation, Web Analytics, Content Marketing, and Loyalty are all areas in which I have garnered experience. I have a consistent record of exceeding performance goals and being promoted while at Oracle.  I held critical positions such as:

Enterprise Sales Manager (New Logo), Tech, Automotive, Energy | Oracle CX (MarTech)                                                                      June 2020 – Jan 2021

Head of DMP Sales (New Logo), North America | Oracle Data Cloud (AdTech) June 2019 – May 2020

Director, DMP Client Strategy | Oracle Data Cloud (AdTech)        June 2018 – May 2019

Senior Manager, Account Management | Oracle Marketing Cloud (MarTech/AdTech)                                                         June 2016 – May 2018

Manager, DMP Account Management | Oracle Marketing Cloud (AdTech)       June 2015 – May 2016

Strategic AE & Team Lead (New Logo) | Oracle Marketing Cloud (MarTech)    April 2014 – May 2015

Noteworthy successes while at Oracle include:

• FY21 – Managed team of new logo AEs representing the Tech, Automotive and Energy verticals – 6 AEs
• FY20 - Attained 830% FY20 YOY revenue growth managing 6 new AEs ($2.5M ACV) – 6 AEs
• FY19 – Managed 10 strategic consultants supporting a $15M territory (non-revenue role) – 10 reps
• FY17/18 - Achieved 107% quota ($30M territory, $20.6M ATR + $6.5M expansion ACV) – 8 AEs
• FY16 - Achieved 112% quota ($18M territory, $13.7M ATR + $3.1M expansion ACV) – 6 AEs
• FY15 - Achieved 230% of personal quota and led team to 101% quota attainment ($2.3M ACV + $6.1M ACV) - 5 AEs

ITA Group, Inc. – San Francisco, CA – 1yr                          May 2013 – April 2014

Strategic Account Executive (New Logo)

Loyalty and Incentive SaaS – Channel Sales 

Salesforce.com – San Francisco, CA – 1 yr                        Aug. 2012 – May 2013 

Strategic Account Executive (New Logo)

Marketing and CRM SaaS – Inaugural Marketing Cloud

BI Worldwide – San Francisco, CA – 9 yrs                         Dec. 2002 – Aug. 2012

Strategic Account Executive (New Logo)

Loyalty and Incentive SaaS – President’s Club Achiever 7 out of 9 years

Bachelor of Science in Biochemistry, University of California – Davis, CA