Tommy Garry

Sales & Business Development Manager • Sales Operations Manager • Customer Success Manager • New York, NY, US

Analytics

Customer Experience

SaaS

Partnership Management

Partnership Development

Go-to-market Strategy

Forecasting

Interpersonal skills

Communication

Google Cloud Platform

Microsoft Office

HubSpot

Salesforce

CRM

Tableau

SQL

Financial Analysis

Strategy & Business Development

Account Management

Sales Management

Sales

Available for hire fromNegotiable

Contracts

Dynamic, data-driven, go-to-market operator with a knack for driving revenue and passion for developing meaningful relationships for positive change.

I'm a go-to-market and operations professional known for my can-do attitude and an aptitude for solving problems for both internal and external stakeholders across industries and country lines. I'm experienced in Sales, Business Development, Customer Success, Account Management, Strategy & Operations across enterprise SaaS and cutting-edge sustainable technologies. I've a proven track record of exceeding performance targets, identifying areas for process and workflow improvement, and on time solution and project delivery while building meaningful relationships for lasting, positive impact. When I'm not working, you can find me outside, deep in my latest sci-fi novel, or trying a new recipe in the kitchen.

Work History

Managing Director

Barbican Partners, LLCAbout Barbican Partners: I launched my own consulting firm to provide go-to-market and operations contract services to supply chain, agriculture, and sustainable businesses, enabling scale and improving their operational performance. Engagements include: - Acadiance LLC: Serve in chief of staff role for a sustainable finance firm. Improved team communications and efficiency by implementing CRM and project management systems; managed investor correspondence and developed business and unit economic models; and led the execution of pilot carbon credit project to drive revenue and refine business model. Acadiance is natural capital project design, optimization, and execution company with a focus on investment grade, forest-based carbon credits in Maine and the Northeast. iGrow Marketplace LLC: Performed full go-to-market strategy audit, modified website design and branding, and enhanced CRM system to penetrate new markets and increase efficiency for a closed-environment agriculture equipment secondary marketplace. Joined the company as a part time advisor for all go-to-market and operations needs. iGrow Marketplace is an online marketplace for all hydroponic agricultural needs for residential and commercial applications.

Manager, Customer Success and Operations

Freight Farms, Inc.Full-time EmployeeOct 2022 - Jul 2024 • 1 yr 10 mos- Launched company’s first customer success strategy, improving customer satisfaction from 55% to 89% and net promoter score from 0 to 7; increased upsell opportunities by 3x, exceeding $9M quota in 2023 - Hired, trained, and managed 3 success specialists to nurture a book of 700+ farms worldwide, architecting standard operating procedures, training modules, workflows, reporting, content, and tools for an effective and scalable success strategy - Partnered directly with the CFO to oversee company P&L, driving revenue recognition and leveraging customer insights on product failure rates to inform improved manufacturing processes, reducing supply chain and hardware costs by 3%

Account Executive & Business Development

Freight Farms, Inc.Jan 2021 - Oct 2022 • 1 yr 10 mosAbout the Company: Freight Farms is a manufacturer and provider of hydroponic, vertical farms constructed within purpose-built freight containers and an integrated software operating system designed for hyperlocal, sustainable food production. Freight Farms incorporated in 2013 and now has over 700 farms located in 40+ countries and territories worldwide. - Brought inbound prospects through full evaluation from discovery to close while also nurturing existing customer relationships to scale, resulting in $5.17M in annual revenue closed, exceeding $4.17M quota in FY’21 - Built and executed outbound sales motion, mapping addressable markets, identifying key accounts, and collaborating with Marketing leadership to engage new verticals (non-profit and education), leading to $755K in annual revenue closed - Analyzed customer and market data from new customer success process to diversify revenue structure, establishing pilot 3rd party software integrations and a financial services arm to support the growth of our customers

Corporate Account Manager - Team Lead

GoTo Inc. (Formerly LogMeIn, Inc.)Jun 2017 - Jan 2021 • 3 yrs 8 mosAbout the Company: GoTo, formerly known as LogMeIn, is a Software as a Service (SaaS) company founded in 2003. At the time of my employment, GoTo’s product portfolio spanned three major verticals critical to the remote work revolution including: Unified Communications as a Service (UCaaS), Remote Support & Connectivity, and Identity and Access Management (cybersecurity). The company was previously listed on the NASDAQ before a go-private transaction by Elliot Management and Francisco Partners. - Managed and grew a book of $1.65M annual recurring revenue by 25% year-over-year across 450+ existing customers within the Small and Midsize Business and Enterprise markets via consultative, team-based selling and renewal practices - Achieved top quota and activity metric attainment across the sales floor (FY’18 - 101%, FY’19 - 98%, FY’20 - 103%) - Promoted to Team Lead to manage a core team of nine account managers, driving new business and retention activity on top of individual responsibilities of account management. - Implemented new technology (Gong), training regiments, and pipeline processes to improve team efficacy and cross-departmental collaboration, resulting in $102K in annual recurring revenue closed and reducing inflated sales forecasts by 3%

Education

Bowdoin College

Bachelors Degree, HistorySep 2013 - Jun 2017

Babson College

Certificate of Advanced Management, FinanceSep 2019 - Jun 2020

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