Johnathan Russell Eldridge

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GTM, Sales Strategy, and Sales Operations

Remote Fractional Consulting

Mar 2025 - Current (1 year)

• Advised 3 SaaS startups across PropTech, Automotive Software, and eCommerce on GTM strategy, sales process, and CRM optimization. • Implemented sales playbooks and training programs that improved pipeline conversion rates by 30–44%. • Partnered directly with founders to define ICPs, refine messaging, and drive early-stage MRR growth within 90 days. • Additionally, as a fractional consultant, I collaborated with an EdTech company that provided software for traffic schools and online driver safety programs, focusing on business development to identify new partners, refine pricing strategies, and enhance the sales process to reach more schools and training providers. I analyzed customer and enrollment data to pinpoint growth areas,

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Head of Sales

Remote APFusion

Nov 2022 - Mar 2025 (2 years 5 months)

• Led go-to-market, sales execution, client negotiations, and strategic planning for a vertical marketplace salvage and suppliers. • Drove $2M+ in new annualized revenue within 12 months through a hybrid IC + leadership role spanning both sides of the marketplace. • Onboarded 200+ salvage yards, scaling recurring revenue from < $1 K to $40k+ MRR and daily GMV from ~ $1.5k to $50k+. • Built and managed a sales team while launching the Supplier Sales business, driving 6× supplier growth and $1.45M+ ACV with avg. deal size $100k. • Spearheaded the launch of ShopEarl, a D2C used-parts marketplace, adding $62k in new MRR/GMV-tied revenue in its first 60 days. • Overhauled HubSpot CRM, KPIs, and reporting to improve pipeline visibility and

Senior Account Executive / Sales Lead

Rentable

Aug 2018 - Nov 2022 (4 years 4 months)

• Sold two SaaS products: Rentable (advertising automation, lead generation, Google Business posting) and ApartmentIQ (revenue management and competitive market intelligence). • Drove $148k+ in new MRR ($1.78M ARR) and $4.3M+ in lifetime recurring revenue, with an average deal size of ~ $25k ARR. • Achieved 160%+ of quota, consistently outperforming peers while managing full-cycle sales from prospecting through close and expansion. • Promoted to Team Lead, managing 3 AEs while remaining a top individual contributor — coaching reps, assisting with deals, and improving ramp-up efficiency. • Delivered remote and in-person demos to C-suite stakeholders in Marketing, Operations, and Revenue Management. • Created outbound messaging and

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Chief Revenue Officer

Fixmob Inc

Feb 2018 - Aug 2018 (7 months)

• Drove new business generation and growth for an early-stage SaaS and mobile application startup, managing a team of 3. • Built and managed the HubSpot CRM, prospect pipeline, and customer lifecycle tracking. • Developed and executed digital and print marketing campaigns to drive awareness and user adoption.

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Business Development (Outside Sales)

Duncan Parnell

Mar 2016 - Feb 2018 (2 years)

• Increased survey division revenue by 55% within 3 months through targeted business development. • Managed high-value B2B sales for wide-format printing equipment and surveying solutions ($5k – $60k per unit). • Established strategic partnerships with architects, engineers, and surveyors. • Utilized data analysis skills to track product performance, pricing trends, and customer order activity, building reports in Tour de Force (CRM) and Excel to monitor margins and identify repeat-order patterns, which helped the team focus on higher-value accounts. • Managed several internal projects, including updating our CRM process, improving quote accuracy, and coordinating between sales and fulfillment teams to reduce turnaround times, ensur

Sales Professional (Outside Sales)

Cintas

Apr 2014 - Nov 2015 (1 year 8 months)

• Increased new business sales by 300%, earning Summit Club honors and ranking #2 regionally. • Sold facility service programs and deep clean solutions to commercial clients through consultative, territory-based sales. • Managed a portfolio of 40+ accounts, driving contract renewals and upsells through exceptional service delivery.

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Technical Recruiter

ettain group Inc.

Feb 2013 - Apr 2014 (1 year 3 months)

• Recruited and placed IT professionals across software, infrastructure, and project management roles. • Managed the full recruitment lifecycle — sourcing, screening, interviewing, and negotiating offers with candidates and clients. • Built and maintained a talent pipeline of 100+ active candidates, ensuring rapid turnaround for Fortune 500 accounts.

Johnathan Russell Eldridge

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