Available for New Opportunities

Enterprise Revenue
Closer. Builder.
Leader.

15+ years driving expansion revenue, growing account management teams from scratch, and turning Fortune 500 clients into long-term, expanding revenue relationships.

AI & Risk Intelligence Enterprise SaaS MEDDIC/MEDDPICC C-Suite Selling Team Building NRR Optimization
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Michael Wollin
108%
Net Revenue
Retention
#1
Sales Rank
2024 & 2025
$1.5M+
Expansion
Revenue
Executive Summary

I don't pick up the phone until I've done the work. Account history, key players, what they own, what's changed in their business or their market. Then the question that matters most: why did they buy us in the first place, and is that still true? Because if the answer has changed, the relationship has changed. From there I map the org, find the whitespace, and build an account plan around delivering real business value, not just hitting a renewal date. The whole time, I'm coming back to one question: what are their critical business issues, and are we actually solving them? The answer to that tells me everything. Whether we're in save mode, maintain mode, or grow mode, that's what drives the entire tactical account plan.

I've spent 15+ years in sales, most of it in enterprise SaaS, and most of that time in the room where retention and expansion get decided. I've managed complex portfolios across AI risk, financial analytics, and financial close SaaS, mapping white space, driving above-quota results, and turning customers into advocates.

I've ranked #1 in sales two years running, earned Chairman's Club, driven NRR to 108%, and grown GRR from 75% to 90%+. I've turned $100K accounts into $500K relationships and $25K pilots into $225K partnerships across some of the most demanding financial institutions in the world.

I'm looking for my next enterprise revenue role, closing net-new logos as a Senior, Strategic, or Enterprise Account Executive, driving growth and expansion as an Enterprise Account Manager, or leading retention and growth as a Director of Account Management at a company that embraces AI in both product and process.

#1 in Company Sales — 2024 & 2025◆ 108% NRR achieved at Supply Wisdom◆ GRR 75% → 90%+ in under 24 months◆ $1.5M+ expansion revenue generated◆ Chairman's Club — RapidRatings◆ 5x account growth — Manulife ($100K → $500K)◆ 9x deal expansion — Mizuho ($25K → $225K)◆ #1 in Company Sales — 2024 & 2025◆ 108% NRR achieved at Supply Wisdom◆ GRR 75% → 90%+ in under 24 months◆ $1.5M+ expansion revenue generated◆ Chairman's Club — RapidRatings◆ 5x account growth — Manulife ($100K → $500K)◆ 9x deal expansion — Mizuho ($25K → $225K)◆
Why Michael

What Sets Me Apart

I produce revenue and build teams, at the same time, in the same role.

📈

Built for Expansion

I consistently exceed expansion quotas by 20–25%+ through whitespace analysis, MEDDIC execution, and data-driven account strategy.

🤝

C-Suite Trust Builder

I build executive relationships with C-suite decision makers: CISOs, CFOs, Heads of Supply Chain, Digital Transformation leads. The people who sign multi-year, multi-million-dollar deals.

🏗️

Team Builder from Zero

Built the CS function from scratch at Supply Wisdom, hiring, onboarding, health scoring, and coaching cadences, while simultaneously ranking #1 in sales.

🤖

AI-Native Revenue Leader

🎓 AI-Augmented GTM · Pavilion Certified

Not just a seller of AI. A practitioner of it. I use AI tools daily across research, account planning, outreach, and content creation. Built this very website using vibe coding: natural-language prompting to ship real, working software. That's the level of AI fluency I bring to revenue.

Credentials
🎓
AI-Augmented GTM
Pavilion Certified
🤖
AI Practitioner
Built this site with vibe coding
Career-Defining Moments

Four Wins That Define
How I Work

🏆 #1 of 5 · 2024 & 2025

Ranked #1 in company sales two years in a row, while building the team simultaneously

At Supply Wisdom I was building the plane while flying it. Generated $1.5M+ in expansion revenue while formalizing and building a CS team from the ground up, at the same time, in the same role.

📊 GRR 75% → 90%+ · NRR 108%

Transformed a leaky retention base into a durable growth engine in under two years

I inherited a portfolio at 75% GRR and left it at 90%+, NRR at 108%. That didn't happen by accident. It took health scoring, MEDDIC-driven account plans, and executive relationships built well before we needed them.

🥇 Chairman's Club · RapidRatings

Secured the company's largest expansion: $400K ACV, $1.2M TCV, 3-year committed contract at a Fortune 500 telecom client

This deal required trust at five levels of the org: CISO, Third-Party Risk, Supply Chain, Procurement, and Legal. I built it over 18 months. When it closed, it was the largest expansion in company history.

🚀 5x Growth · Manulife

Grew a $100K account to $500K by translating cloud migration into boardroom language

I got Digital Transformation, Accounting, and IT aligned on the same business case and turned a $100K account into a $500K relationship, saving the client 50+ FTE hours a month and making it one of the largest expansions in Trintech's history.

Professional Journey

15+ Years in Sales.
Most of It in Enterprise SaaS.

15+ years in sales, most of it in enterprise SaaS. One consistent outcome: accounts that grow.

Director of Account Management
2023 – 2025
Supply Wisdom — New York, NY
AI-powered SaaS platform for third-party and supplier risk monitoring
  • Ranked #1/5 in company sales two consecutive years using data-driven whitespace analysis, generating $1.5M+ in expansion revenue
  • Grew NRR to 108% through C-suite relationship development, account mapping, and MEDDIC methodology
  • Built CS team from 0 → 2 reps; drove GRR from 75% to 90%+ through health scoring, account planning, and onboarding systems
  • Expanded Mizuho pilot from $25K → $225K, 3-year deal by multi-threading stakeholders and displacing Dun & Bradstreet
  • Delivered 75% reduction in supplier disruptions at a global bank via AI-driven predictive risk visibility
Key Account Manager
2020 – 2023
Trintech — New York, NY
SaaS platform automating financial close processes for enterprise finance teams
  • Grew enterprise portfolio 30% to $4M+ through whitespace analysis and consultative selling to C-suite buyers
  • Exceeded expansion quota by 20% guiding Fortune 1000 clients (Signet Jewelers, Luxottica) from on-premise to cloud via MEDDIC
  • Drove 5x expansion at Manulife ($100K → $500K) by surfacing cross-functional value of cloud migration to Digital Transformation, Accounting, and IT leaders
  • Partnered with Professional Services and Sales Engineering to deliver automated solution for O'Reilly Auto Parts, saving 80+ FTE hours monthly
Strategic Account Manager
2017 – 2020
RapidRatings — New York, NY
SaaS platform for financial health analytics and third-party risk insights
  • Managed 20 Tier 1 enterprise accounts (Microsoft, Verizon, Starbucks, Nike, T-Mobile, Wellington), exceeding growth quota by 25% and earning Chairman's Club
  • Closed company's largest expansion deal (~$400K) for a leading telecom by building C-suite trust across 5 functions
  • Drove 35% YoY growth across enterprise accounts through disciplined strategic account planning
  • Negotiated umbrella MSA with Legal that expanded a client from 2 to 5 business units
Associate Officer, Sub-Advisory Services Consultant
2014 – 2017
AllianceBernstein — New York, NY
Global investment firm offering research, diversified strategies, and wealth management
  • Built relationships with 24+ senior leaders at institutional clients (AXA, Securian, MetLife), growing market share by 12%
  • Achieved #1 sales ranking at fund launch by developing and executing a go-to-market plan using market metrics and historical data
  • Selected by the Associate Leadership Council to present original business idea to senior management
My Methodology

Strategic Approach

A scalable, repeatable, structured framework for how I win new business, expand accounts, and build customer relationships that last.

01

Know the Business Before You Sell

Deep discovery into a customer's critical business issues before ever presenting a solution. Understanding their world better than they expect any vendor to is what earns the right to the conversation.

02

Map the White Space

Every account has untapped opportunity. I build structured account maps to identify expansion potential across departments, geographies, and use cases, then build a plan to get there.

03

MEDDIC All the Way Through

Whether it's a new logo or an expansion, I run a disciplined qualification process. Economic buyer identified, metrics defined, decision criteria locked. No surprises at the finish line.

04

Multi-Thread or Die

Single-threaded deals are fragile. I build relationships across every level of the account, champion, economic buyer, technical evaluator, executive sponsor, so momentum doesn't live or die with one person.

05

Closed-Won Is the Beginning, Not the End

I build a long-term customer vision from day one, mapping business outcomes, quantifying realized value, and staying close enough to the business that every renewal is a foregone conclusion and every expansion is a natural next step.

Execution Playbook

30 · 60 · 90 Day Plans

How I show up, ramp fast, and create momentum from day one, across three common types of enterprise revenue roles.

30
Days
Listen, Learn & Map
  • Meet every AM 1:1 to understand their book, challenges, and career goals
  • Shadow 5+ live customer calls across different account tiers
  • Audit the full renewal and expansion pipeline for risk and whitespace
  • Map cross-functional relationships: CS, Product, Sales Engineering, Legal
  • Identify 2–3 at-risk accounts and build immediate save plans
  • Understand existing processes, tooling, reporting, and gaps
  • Establish my leadership operating model and communication cadence
  • Earn trust before prescribing change
Day 30 Deliverable

Written assessment of team health, pipeline risk, and a prioritized 60-day action plan presented to leadership

60
Days
Design & Build Systems
  • Implement account planning framework with quarterly reviews for all Tier 1 accounts
  • Launch customer health scoring across the full portfolio
  • Define team OKRs aligned to NRR, GRR, and expansion targets
  • Establish weekly team rhythm: pipeline reviews, deal clinics, 1:1 coaching
  • Begin hiring for any open headcount with a calibrated bar
  • Identify top performers and at-risk reps, then build tailored development plans
  • Build executive stakeholder maps across the top 20 accounts
  • Initiate 2–3 high-confidence expansion plays
Day 60 Deliverable

Full account plan coverage in CRM, health scores live, team OKRs documented, first coaching wins measurable

90
Days
Execute & Scale
  • First expansion deal closed using the new account planning methodology
  • Team performance dashboard live and reviewed in every weekly sync
  • Coaching cadence in full swing with measurable improvement per rep
  • GRR stabilized; NRR trend clearly moving positive
  • QBR process launched and delivered to top 10 accounts
  • Talent decisions made on any underperforming reps
  • Present 6-month roadmap to senior leadership with confidence
  • Team is energized, aligned, and knows exactly how to win
Day 90 Deliverable

NRR trending above target, first QBRs completed, 6-month team roadmap presented, pipeline coverage at 3x

30
Days
Audit & Prioritize
  • Audit every account: renewal dates, health scores, stakeholder maps, usage data
  • Identify top 10 expansion opportunities using whitespace analysis
  • Schedule EBRs with all Tier 1 accounts within 30 days of starting
  • Understand the product deeply: attend training, shadow implementations and onboarding
  • Map all existing C-suite relationships and identify critical gaps
  • Color-code renewal pipeline: green / yellow / red with action plans for each
  • Understand competitive threats and displacement risks in key accounts
Day 30 Deliverable

Full portfolio map: health scores, renewal risk flagged, top 10 expansion opps identified with clear next steps

60
Days
Build & Advance
  • First expansion opportunity advanced to negotiation stage
  • At-risk accounts have active save plans with executive-level alignment
  • MEDDIC applied to every deal in the expansion pipeline
  • Multi-threaded relationships established in top 5 accounts (3+ stakeholders)
  • Renewal forecasting locked and defensible for next 90 days
  • First QBR delivered to a flagship account with business impact quantified
  • Reference customer candidates identified and nurtured
Day 60 Deliverable

Pipeline of 2–3 qualified expansion deals, zero surprise churn on the horizon, QBR #1 delivered and well-received

90
Days
Close & Compound
  • First significant expansion deal closed from the structured pipeline
  • NRR trending above 100% for managed portfolio
  • 90%+ gross retention on first renewal cohort
  • Expansion pipeline built and documented for next 2 quarters
  • Stakeholder mapping complete across entire book of business
  • Playbook documented for repeatable expansion motion
  • Positioned as strategic partner, not vendor, in top 5 accounts
Day 90 Deliverable

First expansion closed, NRR positive, zero unmanaged churn risk, 2-quarter expansion pipeline built and visible

Core Competencies

What I Bring to
Every Role

🎯

Strategic Account Management

Whitespace analysis, account mapping, executive engagement, and multi-threaded deal execution across complex enterprise buying cycles.

📊

Revenue & NRR Optimization

108%+ NRR, 90%+ GRR, and 20–25% over-quota expansion through disciplined, MEDDIC-driven account strategy applied consistently.

🤖

AI & Risk Intelligence

Deep expertise selling AI-powered supplier and third-party risk solutions to financial institutions and Fortune 500 procurement teams.

🏗️

CS Team Development

Scaled customer success from zero: hiring, onboarding, health scoring, playbook creation, performance management, and coaching cadences.

💼

MEDDIC / MEDDPICC

Pavilion-certified and practiced across 15 years of enterprise deals. I've used it on every significant deal I've closed. At this point it's just how I think.

🌐

Digital Transformation

I know how to take a technical migration story and turn it into a CFO-level business case. That's how $100K accounts become $500K accounts.

Proven Impact

Numbers That Tell
the Story

Four companies. Three industries. Here's what 15+ years in sales actually looks like.

Supply Wisdom
$1.5M+
Expansion revenue generated in under 2 years while building the CS team from zero simultaneously
Supply Wisdom — Mizuho
9x
Deal expansion: $25K pilot to $225K, 3-year contract, displacing Dun & Bradstreet at a tier-one financial institution
Trintech — Manulife
5x
Account growth ($100K → $500K) through cross-functional value selling to Digital Transformation, Accounting, and IT
Trintech — O'Reilly Auto
80+
FTE hours saved monthly after delivering automated financial close solution with Professional Services
RapidRatings
$400K
Company's largest-ever expansion deal, closed by building C-suite trust across 5 functions at a Fortune 500 telecom
AllianceBernstein
#1
Sales ranking at new fund launch, built using market metrics and historical data across 24 institutional relationships
What Others Say

The People I've Worked With

"

I had the pleasure of working with Michael when I led our account director team at RapidRatings. As a new member of the team, he quickly brought himself up to speed and proved to be a highly coachable team player. Michael's ability to work with clients to help them unlock value resulted in significant revenue growth with key clients. Michael is a likable, hardworking, professional team player that always strives to exceed expectations. He will be an asset to any organization.

TW
Tim Wilks
Business Development Executive · Managed Michael at RapidRatings
"

I joined Supply Wisdom as a Customer Success Manager and reported to Michael. From the beginning, he was very intentional about setting me up for success. He made sure I had the time to develop a strong understanding of the product, felt prepared to lead executive-level conversations, and was confident in managing more strategic accounts. He was always available for support, but also gave me the space to learn and build confidence on my own. What stood out most was his ability to consistently make time for the team, even while balancing leadership responsibilities and his own commercial book of business. He provided clear, direct feedback, coached without micromanaging, and created an environment where you felt trusted and supported. He's the kind of leader who motivates you to perform at a high level and take pride in your work.

KB
Kelly Belfer
Customer Success Manager · Reported to Michael at Supply Wisdom
Education & Credentials

Academic & Professional Training

🎓
B.S., Business Administration
American University — Washington, D.C.
🤖
AI-Augmented GTM Team Certificate
Pavilion
Applying AI to go-to-market motions, account strategy, and revenue team performance
📋
MEDDIC & MEDDPICC Fundamentals
Pavilion
The qualification framework I run every deal through
📍
New York, NY — Open Nationwide
Available for remote & hybrid roles
15+ years in enterprise sales, most of it in SaaS across AI, risk intelligence, and financial automation
Let's Connect

Ready to Drive Revenue
at Your Company?

If you're looking for someone who can win new logos, expand existing accounts, and build the kind of customer relationships that last. Let's talk.

📅 Book a 30-Min Call 📬 mwollin@gmail.com 🔗 LinkedIn
📍 New York, NY  ·  Open to remote & hybrid opportunities