James R. Johnson
Lexington
Summary
I’m an accomplished sales & sales enablement professional with 10+ years of sales experience and a proven track record in exceeding KPI, quota and managing high-value accounts across multiple industries. Skilled in consultative selling, product marketing, sales enablement, relationship management, and leveraging data-driven insights to drive revenue growth. Experienced in closing major contracts and collaborating with C-suite executives to deliver tailored solutions.
Overview
14
14
years of professional experience
Work History
Account Executive
Vendoroo.ai
06.2025 - Current
- Hired during an early-stage phase with no formal sales motion; co-created Vendoroo’s initial sales process alongside a peer AE and the Head of Sales.
- Designed and standardized demo flows, presentation decks, and sales collateral used across the sales team.
- Highest inbound & outbound close won rate in the company among 9 reps at 56% and 48% respectively.
- True Expert on Agentic AI.
- Drive Small–Mid Market pipeline through trade shows, conferences, and relationships with local and regional industry associations.
- Lead structured discovery to uncover operational pain points, buying criteria, and objections, positioning Vendoroo around ROI and scalability.
- Maintain clean, Salesforce-ready opportunities by documenting stakeholders, timelines, objections, and deal risks.
Sales Enablement Lead
2-10 Home Buyers Warranty
05.2023 - 12.2024
- Designed and implemented a structured onboarding program, reducing ramp-up time and increasing new hire productivity.
- Developed a centralized repository of sales enablement assets, improving sales rep efficiency in addressing client needs.
- Partnered with sales, marketing, and leadership teams to drive strategic initiatives and improve alignment.
- Spearheaded the adoption of Salesloft & Trello, enhancing prospect engagement and internal workflow management.
- 90% adoption with Trello.
- 2-10 Home Buyers Warranty is the leading provider of home warranty services for builders and homeowners, offering coverage for systems and appliances. (Company acquired by FrontDoor on 12/24.)
Project Coordinator - Sales Ops
2-10 Home Buyers Warranty
10.2021 - 05.2023
- Managed project timelines, ensuring seamless execution and stakeholder communication.
- Supervised multiple projects, prioritizing tasks to meet deadlines and business objectives.
- Successfully proposed and established a sales enablement role within the organization.
- Promoted to Sales Enablement Lead in May ’23.
Sr Account Executive, Mid-Market
Apartment List
12.2020 - 10.2021
- Achieved 116% quota attainment through consultative sales and strategic client engagement.
- Built relationships with property managers, regional managers, and C-suite executives.
- Provided data-driven insights to highlight client success and drive upsell opportunities.
- Apartment List is an online rental platform that connects renters with apartments through a personalized search experience.
Account Executive, Mid-Market
National Credit Care Group
12.2016 - 12.2020
- Created onboarding and training materials, improving new hire success rates.
- Delivered high-impact sales presentations to audiences of up to 450 attendees.
- Secured major contracts with Movement Mortgage, Prosperity Home Mortgage, and regional deals with Bank of America and Citi Bank.
- Managed a portfolio of 150+ accounts while traveling to assigned regions 26 weeks per year.
- Achieved $1.5M+ in sales, exceeding quota annually.
- Awarded Rookie of the Year (2017) and broke company record for fastest territory growth.
- National Credit Care partners with loan officers and real estate professionals to provide credit repair services for clients, helping them qualify for mortgages by using a proprietary software platform.
Outside Sales Representative
American GLI
10.2015 - 12.2016
- Expanded account portfolio by 67%, exceeding quota.
- Generated $400K+ in revenue against a $300K quota.
- Oversaw a book of business with 185+ accounts.
- American GLI is a provider of commercial lighting solutions, specializing in LED products for small and medium-sized businesses.
Sales Consultant
Carmax
06.2012 - 10.2015
- CarMax is the largest automotive retailer in the U.S., known for no-haggle pricing and a customer-focused approach.
Education
Bachelor of Arts, B.A. - PSYCHOLOGY
University of Arizona
01.2014
Skills
- Salesforce Cold Calling Cross Selling Competitive Analysis SaaS Sales
- Mid-Market SPIN Selling Sales Enablement Agile Project Management Challenger Sales
- GAP Selling B2B Sales Account Management
Awards
Top Performer Inside Sales Olympics - Apartment List, 2021, Rookie of the Year - National Credit Care Group, 2017
Timeline
Account Executive
Vendoroo.ai
06.2025 - Current
Sales Enablement Lead
2-10 Home Buyers Warranty
05.2023 - 12.2024
Project Coordinator - Sales Ops
2-10 Home Buyers Warranty
10.2021 - 05.2023
Sr Account Executive, Mid-Market
Apartment List
12.2020 - 10.2021
Account Executive, Mid-Market
National Credit Care Group
12.2016 - 12.2020
Outside Sales Representative
American GLI
10.2015 - 12.2016
Sales Consultant
Carmax
06.2012 - 10.2015
Bachelor of Arts, B.A. - PSYCHOLOGY
University of Arizona