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Charles Toshner
Executive sales leader specializing in enterprise SaaS, healthcare, and environmental services
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About
Sales professional with experience building outbound motions in both life sciences and field-services environments. Stands out for turning lab-level wins at Fred Hutch into an institutional sale through multi-threading and champion-led expansion, and for helping Roadside Response grow from no revenue to $5M+ in under 3 years by refining ICP and compliance-driven messaging.
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Key Strengths
- Built and executed end-to-end outbound campaigns across email, phone, LinkedIn, and in-person visits
- Strong academic/research prospecting strategy using lab reputation, publication volume, and mouse usage as targeting signals
- Shifted from single-lab sales to institutional selling by engaging procurement and administrative leadership
- Used customer champions to expand account penetration and drive enterprise-style adoption
- Achieved 18-22% email response rates and 15% meeting conversion in outbound efforts
- Delivered measurable customer ROI with 40%+ error reduction and 35% overhead reduction during trials
- Disciplined discovery and qualification process tied to volume, workflow pain, and turnaround-time issues
- Proactive deal acceleration through hands-on onboarding, training, and relationship re-engagement
- Built repeatable outbound playbooks in ambiguous environments using messaging and ICP iteration
- Helped grow Roadside Response from zero revenue to over $5M in under 36 months through target and messaging pivots
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