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Thomas LaBarbera
Executive sales leader specializing in security technology and enterprise SaaS
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About
Senior public sector sales leader with national territory experience across law enforcement, transit, city, and government accounts. Stands out for combining strategic sales leadership with direct involvement in complex enterprise deals, including winning NYPD, closing a $3.4M transit software deal, and launching Canada to 224% of target through a channel-led expansion strategy.
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Key Strengths
- Led national public sector sales teams across law enforcement, city centers, transportation, and government
- Delivered over 20% annual growth in targeted sectors
- Built go-to-market strategy including territories, quotas, compensation plans, and execution
- Hands-on leader who joins key strategic and must-win deals
- Strong MEDDIC-based discovery and qualification discipline
- Complex stakeholder alignment in large public sector accounts
- Won NYPD by using account mapping and methodical executive buy-in strategy
- Expanded into Canada from zero presence and achieved 224% of first-year target
- Effective channel-building with resellers and agents to accelerate market entry
- Closed a $3.4M software deal with a major US transit system
- Solved budget obstacles by helping customers identify federal funding sources
- Disciplined forecasting with clear commit criteria and weekly pipeline inspection
- Data-driven sales management using CRM KPIs such as pipeline growth, meetings, proposals, and POCs
- Proactive coaching of managers and reps through weekly metric-based reviews
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