James Harris

I’m a full-cycle Account Executive with 8+ years of experience driving revenue in B2B SaaS startup environments. I specialize in operating in early and growth-stage companies (seed through Series D), where I’ve consistently taken on responsibilities across the entire revenue funnel, from building pipeline to closing deals and creating the systems that support scalable growth. In my current role at Smallstep (Series A, cybersecurity), I operate beyond a traditional AE scope: - Own full sales cycle (prospecting to close) for opportunities with large organizations - Generate pipeline through outbound and self-sourced efforts - Support and help shape SDR/outbound strategy - Build reporting and dashboards in HubSpot to drive GTM decisions - Act as a bridge between sales and marketing to improve conversion and efficiency Prior to this, I’ve sold across multiple SaaS categories including: - Data, analytics, and business intelligence - MarTech and mobile applications - Security and data infrastructure This breadth allows me to ramp quickly, understand technical products, and sell into complex buyer environments. My core strengths: • Full-cycle sales execution in low-brand / startup environments • Pipeline generation and outbound strategy • Closing high TCV SaaS deals • Building early sales processes and infrastructure • Data-driven decision making (reporting, dashboards, RevOps support) I’m particularly effective in roles where I can both generate pipeline and close revenue, helping early-stage teams move from ambiguity to predictable growth.