Kara Shropshire

Self-directed, hunter-first Mid-Market Senior Account Executive with a genuine hospitality background, strong business acumen, and a decade of complex sales and new business acquisition in B2B SaaS. Committed to building pipeline from scratch and running disciplined, MEDDPICC-based sales processes with accountability for outcomes. Generated 100% self-sourced pipeline with no SDR support across a $10M ARR portfolio.

Confident engaging stakeholders from GMs to C-suite; motivated, ambitious, resilient, adaptable, and a strong communicator, quick to adopt new tooling and use AI platforms and sales intelligence daily. 2x President's Club honoree (2025, 2026), with 120%+ quota attainment every year. Brings something most enterprise AEs don't: a B.S. in Hospitality Management and hands-on experience across luxury concierge, catering sales, and event operations, a genuine understanding of the hospitality competitive landscape.

Enterprise Account Executive - RainFocus - St. Petersburg, FL (Remote)

(2022-02 - 2026-03)

Built 100% self-sourced pipeline through disciplined outbound prospecting, ZoomInfo account mapping, Demandbase ABM, LinkedIn Sales Navigator, and industry event presence; no SDR, no inbound, committed to owning my number. Hit $1.5M new business sales target alongside $8.5M retention target in final year, managing both closing sales motion and account expansion simultaneously across named portfolio. Ran MEDDPICC-based qualification across 6-9 month complex sales cycles; gathered technical and customer requirements, multi-threaded across technical, marketing, and C-suite stakeholders; advanced deals through stage gates with executive presentations and commercial rigor.

Leveraged AI platform tooling (Gong coaching agent, Outreach sequencing, Clari forecasting, Demandbase intent signals) alongside product demonstrations and demos that articulated business value, improving win rate and sales cycle velocity. Partnered closely with pre-sales solutions engineers, legal, sales enablement, and CS using shared collaboration software throughout the sales process, a collaborative approach to complex, multi-stakeholder pursuit teams. Led proposal development, competitive analysis, and pricing s

• Closed AnitaB.org: self-sourced net-new logo, $1M initial close, expanded to $1.5M through 3 events and competitive vendor displacement, re-signed to a second 3-year term
• Closed Emerson Automation Solutions: competitive winback displacing Cvent, 3-year US + EMEA MSA, expanded to Dubai WTC navigating UAE regulatory restrictions; re-signed to another multi-year MSA
• Earned President's Club, 2025 and 2026; exceeded sales targets 120%+ annually

Account Manager - Simpleview (Eventsforce) - Denver, CO (Remote)

(2020-11 - 2022-02)

Managed 130+ account portfolio through post-COVID SaaS acquisition: quick learner on new platform and tooling; converted skeptical accounts within 12 months by addressing customer needs, exceeded annual sales targets by 12%.

• Built expansion pipeline through proactive outbound prospecting, customer acquisition, platform demos, and consultative selling across the competitive landscape

Event Designer & Sales - By Design Collective - Denver, CO

(2017-03 - 2020-06)

Built full book of business from zero: surpassed $1M sales target by 20% in 2019; self-directed prospecting through cold outreach, referral partnerships, and hospitality industry networking. Managed full sales cycle from prospecting through pricing, contract negotiation, vendor coordination, and delivery: consultative selling to corporate hospitality buyers.

Event Specialist - Tony Rosacci's Fine Catering - Denver, CO

(2014-12 - 2017-03)

Exceeded sales targets by 15%+ annually; 23% above target in 2016, a consistent top performer in competitive hospitality sales environment. Built and maintained client relationships across corporate and social events: hotel venue negotiation, F&B planning, staffing coordination, and day-of execution.

Luxury Concierge - Passport Club - Vail, CO

(2012 - 2014)

Delivered white-glove concierge services to ultra-high-net-worth C-suite members: managed bespoke travel, dining, and luxury experience requests with attention to detail and discretion. Developed deep understanding of luxury guest expectations and the hospitality competitive landscape: directly informs how I think about hotel commercial strategy and the guest journey.

B.S. - Hospitality Management, Business Minor - The Ohio State University (2008 - 2012)