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Jim Petersen
Executive sales leader specializing in public sector SaaS growth
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About
Hands-on public sector sales leader with 20 years of experience building and scaling government-focused SaaS and tech-enabled sales organizations. Most notably, he was the first sales hire at Library Ideas and grew the business from $0 to $19M ARR across 5,000 customers in 20 countries, while also demonstrating strong team turnaround, forecasting rigor, and success in complex RFP-driven government deals.
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Key Strengths
- Built sales organizations from scratch and scaled underperforming teams over 20 years
- Grew Library Ideas from $0 to $19M ARR across 5,000 customers in 20 countries
- Delivered six years of 101% CAGR at Library Ideas
- Improved pipeline conversion from 5% to 53%
- Built a national sales function from scratch at AMA Consulting
- Turned around low-morale sales teams through transparent KPIs, coaching, and accountability
- Deep public sector and government sales expertise across municipalities, schools, DoD, DHS, and intelligence agencies
- Strong pipeline management and forecast discipline using weekly deal inspection and MEDIC qualification
- Led complex competitive public-sector deals through RFP close
- Scaled teams from 8 to 32 members and added regional management structure
- Structured performance management around quota attainment, conversion, outbound activity, sales cycle, and ACV
- Hands-on leader who diagnoses skill, motivation, or process issues before prescribing action
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