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Theodore Smith
Director-level sales leader specializing in payments and channel growth
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About
Public sector sales leader with hands-on experience running direct, online, and partnership channels, generating over $2M in revenue and 85% retention. Built and coached teams across mid-market and government segments, with a practical playbook around consultative/value selling, compliance-aware selling, rigorous CRM discipline, and closing municipal deals such as Euless Power and Water.
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Key Strengths
- Led a multi-channel sales organization across direct, online, and partnerships
- Delivered over $2M in revenue with 85% retention
- Hands-on sales leader who joined reps in the field to help close deals
- Built a small team serving both mid-market and public sector accounts
- Prioritized faster-closing smaller-town public sector opportunities to hit targets
- Set clear growth cadence of 1 large deal per quarter and 3-4 smaller deals per month
- Closed a public sector deal with Euless Power and Water through multi-stakeholder relationship management
- Navigated fee objections by structuring a cash discount solution
- Disciplined CRM and pipeline management with daily rep inspection
- Uses training, incentives, and communication to improve manager and team performance
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