Ann-Christel Graham

CRO | GTM Transformation & Growth | Strategic Advisor | Community Volunteer

San Francisco3.6k followers

Sovos

ex-IDG (International Data Group)

ex-Center (getcenter.com)

Seasoned executive with a proven track record over 25 years of driving growth and SaaS transformation for leading software companies.
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With a background encompassing both public and private sector, across sales, customer and Go-to-Market teams, I possess a rare talent for balancing process-driven discipline, business and technical acumen, and innovative thinking to identify strategic business prospects across the most complex sales and business environments. I build high performing teams who deliver consistent and predictable results, leveraging defined operational cadence and rigor. My passion is in nurturing and empowering individuals and teams, leading by example and fostering growth through mentorship.

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GTM Index

SOVOSJOB
1. Chief Revenue Officer (CRO)
  1Y 6M
IDG (INTERNATIONAL DATA GROUP)JOB
1. Chief Revenue Officer (CRO)
  8M
2. Foundry Global CRO
  3M
CENTER (GETCENTER.COM)JOB
1. GTM & CRO Advisor
  1Y 2M
VELOCITY GLOBALJOB
1. Chief Revenue Officer (CRO)
  5M
TALENDJOB
1. Chief Revenue Officer
  2Y 8M
SAP CONCURJOB
1. VP Sales, Enterprise
  3Y 11M
2. Dir, Enterprise Sales
  2Y 11M
3. Global Sales Executive
  3Y 2M
4. Regional Sales Executive
  8Y 3M
5. Senior Sales Eng
  3Y 1M
6. PC Specialist
  6M
THE ANDERSON SCHOOL OF BUSINESS, UCLAJOB
1. Programmer Analyst
  2Y 11M

Job: Sovos — Chief Revenue Officer (CRO) · 2025-04 – present · 1y 4mo
Job: IDG (International Data Group) — Chief Revenue Officer (CRO) · 2024-07 – 2025-03 · 8 mo
Job: IDG (International Data Group) — Foundry Global CRO · 2024-03 – 2024-06 · 3 mo
Job: Center (getcenter.com) — GTM & CRO Advisor · 2023-02 – 2024-04 · 1y 2mo
Job: Velocity Global — Chief Revenue Officer (CRO) · 2023-06 – 2023-11 · 5 mo
Job: Talend — Chief Revenue Officer · 2020-01 – 2022-09 · 2y 8mo — Responsible for strategy, execution and leadership of Talend’s global revenue teams, including Sales, Solution Engineering, Sales Development, Customer Success, Renewals, Channel & Technical Alliances, Commercial Operations and Sales Operations, Enablement & Analytics. Team of approx. 450 employees across North America, EMEA and APAJ. • Built repeatable and standardized processes to drive revenue growth, resulting in consistent beat and raise quarters during tenure as public company CRO and leading to highly successful acquisition by Thoma Bravo for $2.4B (81% premium PTM avg). • Grew revenue to over $350M (~45% N.Am, ~45% EMEA, ~10% APAJ), cloud revenues +100% through sales transformation…
Job: SAP Concur — VP Sales, Enterprise · 2016-01 – 2019-12 · 3y 11mo — • Started new market unit responsible for defining GTM strategy and execution to capture enterprise client growth • Unlocked $100M of revenue from existing customers by focusing on GTM strategy and better aligning resources around select sales engagements • Created predictable and consistent revenue by focusing on standardization, process, and methodology. Results include: - 45% YoY growth in deals over $50k ACV from 2016 to 2018 - 16% YoY growth in deals over $125k (46% growth in $125k+ units) - Shifted cross sell from 41% of net new revenue to 61% of net new revenue while keeping upsell revenue consistent • Refocused field sales team and added inside sales to cr…
Job: SAP Concur — Director, Enterprise Sales · 2013-01 – 2015-12 · 2y 11mo — • Implemented negotiation strategies, holistic deal planning, and process standardization, resulting in 125% of target in first year; 149% of target in second year • Recognized as Regional Sales Director of the year in 2014 and Deal of the Year in 2015 • Focused team on value selling and solving business problems, which led to higher revenue and customer growth
Job: SAP Concur — Global Sales Executive · 2009-10 – 2012-12 · 3y 2mo — • Responsible for net new sales and growth in 25 of Concur's most strategic global accounts • Global Sales Executive of the Year in 2010 • Worked closely with partner ecosystem to drive net new revenue, achieving 60-70% partner attach
Job: SAP Concur — Regional Sales Executive · 2001-06 – 2009-09 · 8y 3mo — • Responsible for selling software and on-demand services (SaaS) to global and multi-national companies in the Fortune 1000 • Consistent qualifier for Presidents Club; received Primaries Sales Executive of the Year in 2007.
Job: SAP Concur — Senior Sales Engineer · 1998-04 – 2001-05 · 3y 1mo — • Gathered and understood prospects' technical and functional requirements to strategize for engagement and execute consultative selling techniques. • Developed curriculum for partner ecosystem as part of growth plans for APAC • Trained partners to sell and implement Concur
Job: SAP Concur — PC Specialist · 1997-09 – 1998-03 · 6 mo — Provided in-person and telephone-based assistance to local and field based employees. Created and maintained MIS systems, process, and policy documentation.
Job: The Anderson School of Business, UCLA — Programmer Analyst · 1994-08 – 1997-07 · 2y 11mo — • Provided IT services to professors, staff and students in a help desk environment. • Diagnosed and repaired computer systems using various operating systems and applications. • Provided thorough and accurate analyses and solutions to IT problems while educating faculty, staff and students.
School: University of California, Los Angeles — Bachelor of Arts (B.A.), Political Science

Skills

SalesforceVendor ManagementPre-salesEnterprise SoftwareSolution SellingBusiness IntelligenceProduct MarketingDemand GenerationChannelCold CallingExpense ManagementContract NegotiationCloud ComputingSales ProcessGo-to-market StrategyLeadershipManagementSaaSSalesCRM

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Ann-Christel Graham

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