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Michael Harrison
Executive Sales Leader specializing in Enterprise SaaS and Public Sector
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About
Senior public sector sales executive with a strong track record selling SaaS licensing and permitting solutions to state and local governments. Most notably grew Accela from $25M to $100M in four years with 90%+ retention and personally led a complex $10M statewide Oregon deal featuring a custom multi-jurisdiction pricing model. Brings deep expertise in government procurement, RFP influence, forecasting discipline, and building high-performing regional sales teams.
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Key Strengths
- Scaled public sector sales revenue from $25M to $100M in 4 years at Accela
- 90%+ retention in state and local government accounts
- Deep expertise in public sector licensing and permitting sales
- Built geographically focused national sales coverage model
- Strong RFP shaping and pre-procurement influence strategy
- Led executive alignment, pricing, contract negotiation, and final proposal review on major deals
- Created competitive intelligence process using win/loss reviews and public records requests
- Successfully entered new permitting market at Oracle by targeting sub-150K population cities
- Built early-market traction through net new logo strategy and reference selling
- Hired senior industry sellers with established government relationships
- Closed and negotiated a complex $10M statewide Oregon deal
- Designed innovative tiered pricing model for multi-jurisdiction public sector rollout
- Held firm on liability terms while preserving customer relationship in high-stakes negotiation
- Disciplined pipeline management with weekly forecasts and 3x-5x coverage standards
- Pragmatic frontline leadership focused on field coaching and upgrading B players
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