Salesforce

As an Account Executive at Salesforce, I specialize in empowering Aerospace and Defense organizations to achieve their missions by leveraging the world’s #1 CRM platform. My role is centered on building trusted relationships, identifying client challenges, and delivering tailored solutions that unify AI, data, and CRM on a secure, scalable platform.

Key responsibilities include:

Developing and managing a portfolio of Aerospace and Defense accounts, driving growth through consultative selling and strategic partnerships.
Understanding complex business needs such as compliance with DFARS and CMMC, optimizing supply chain operations, and improving contract lifecycle management.
Collaborating cross-functionally to deliver innovative, data-driven solutions that streamline operations, automate workflows, and enhance customer engagement.
Leveraging Salesforce’s Customer 360 to unify systems, break down data silos, and enable smarter decision-making.
Driving adoption of advanced tools like Einstein AI, MuleSoft, and Salesforce Shield to meet client goals and exceed expectations.
At Salesforce, I am committed to delivering value, ensuring compliance, and enabling operational excellence to help clients stay competitive in a rapidly evolving landscape. Together, we transform challenges into opportunities.

Let’s connect to discuss how we can innovate and achieve your business goals.

Senior Strategic Account Director

Generalist World 🌀

The fastest-growing & most-loved generalist community in the world. You'll find deeper connections, lots of learning, supportive peers and incredible opportunities: www.generalist.world

Member

Procurement Sciences AI

Leading AI and data initiatives to bridge technology and business, crafting intuitive, impactful solutions that empower government contractors to win opportunities and excel in their missions.

AI Team Leadership: Built and led an AI team comprising a Data Architect, multiple Data Engineers, and two AI Engineers and Researchers to deliver AI solutions within Awarded AI.

Technical Oversight: Conducted code reviews, managed product backlog planning, developed technology roadmaps, and deployed local environments using Kubernetes on Azure Gov and Commercial clouds.

Cross-functional Collaboration: Supported the marketing team with communications materials such as social media posts, eBooks, articles, and videos with content about AI, increasing engagement by 40%.

Innovation in UX: Improved user experience by enabling users of Awarded AI to interact with data entirely through a chat interface. 

Data & AI: Designed the modern data architecture to ingest multiple Public Sector data sources including but not limited to SAM.gov, USA Spending, and FPDS into a performant centralized data warehouse thus enabling users of Awarded AI to interact with the data entirely through a chat interface, improving UX and speed to insights. 

Growth Marketing: Supported the marketing team with communications materials such as social media posts, ebooks, articles and videos with content about AI.

Head of Data & AI

General Dynamics Information Technology

Strategic Executive Alignment: Managed the organization’s business analytics data management initiatives, aligning data resources with strategic business area objectives and driving a 20% improvement in resource allocation efficiency.

AI for Government Contracts: Spearheaded the development of artificial intelligence for RFI/RFP semantic search using AWS infrastructure services (Kendra, Comprehend, Lambda, S3), resulting in a 25% increase in process efficiency and a 35% reduction in decision-making time.

Leadership in AI Governance: Chaired the Artificial Intelligence Steering Committee for GDIT, comprised of members from Federal Civilian, Defense, Homeland Security, Health, and State and Local sectors.

Cross-Business Collaboration: Participated in the General Dynamics Artificial Intelligence workgroup to establish cross-business unit best practices and governance frameworks for Generative AI.

AI Use Case Development: Piloted five Generative AI use cases, including Retrieval Augmented Generative search, AI avatars, Code Generation, Voice Cloning, Predictive Analytics, and Personalized Email communications.

Databricks for Growth Operations: Led the delivery of a critical Bloomberg GovCon data source by designing the architecture of a pipeline using Databricks for Growth Operations, improving capture management and opportunity identification from Salesforce.

Director of Data & AI

Tableau

Go-to-Market Advisor: Supported the Public Sector division as a go-to-market advisor for Tableau and Salesforce CRM use cases, resulting in increased revenue by 25% and a customer acquisition rate of 3.3 new customers per month.

Federal Integrator Engagement: Built executive relationships with federal system integrators such as Lockheed Martin, Collins Aerospace, General Dynamics, SAIC, Northrop Grumman, and L3Harris, as well as with agencies like the Navy, IRS, and VA.

RFP Success: Created and delivered RFPs with Solution Engineering teams to win $12 million in contracts with the DoD and Federal System Integrators.

Content Marketing: Developed outbound strategies and content marketing with blog posts and white papers to reach potential customers and partners, resulting in a 30% increase in sales-qualified leads.

Strategic Relationships: Developed and maintained strategic relationships by partnering with over 50 key clients, resulting in a 25% increase in annual revenue using Salesforce CRM for tracking and analysis.
Revenue Growth: Increased quarterly revenue growth by 25% through the development and execution of targeted sales strategies utilizing CRM software and data analytics tools.

Thought Leadership: Delivered presentations on data analytics to public sector audiences, including a featured speaking engagement at the 2019 Tableau Conference.

Strategic Enterprise Account Executive, Federal System Integrators, Tableau at Salesforce

Mastercard

Cryptocurrency Fraud Investigation: Led the go-to-market plan for investigating cryptocurrency fraud with major banks and government financial regulators like the FBI and FTC using CipherTrace technology.

Product Development: Recruited to lead a 5-member team harnessing data analytics, design, and product management to develop and launch data-driven crypto analytics products to all Mastercard issuers (banks/financial institutions) in under a year.

Revenue Impact: Increased company valuation and stock price by gaining enterprise-wide acceptance of product strategies in seven months, accelerating product development for Q4 2022 release to capture nine-figure revenue.

Customer Satisfaction: Drove customer satisfaction by focusing product development and GTM strategies on client experience via user interviews/surveys; designed and enhanced product features and functionalities to exceed client needs and expectations.

Rapid Prototyping: Developed an application interface within 30 days of learning and mastering Figma, then beta testing the application to evaluate efficacy in performing analysis on crypto transactions.

Data Pipeline Architecture: Defined metrics, calculation logic, and data pipeline architecture to ingest and process unstructured blockchain data.

Data Science Manager

Lockheed Martin

Digital Transformation: Directed a 20-member cross-functional team and architected the RMS business unit’s digital transformation roadmap strategy and sprint planning to implement machine learning, AI, and automation to improve the quality and efficiency of plant operations.

Budget Management: Managed a $5 million budget, developed and deployed data governance policies and procedures, and led cross-functional innovation projects with the RMS Chief Data & Analytics Office.

Cost Savings: Saved $760K in 2021 by pioneering the use of Airtable, a no/low-code application creation platform, to digitize 36 processes and integrate Airtable, Tableau, Alteryx, and web interfaces to build multi-stage applications with automated workflows.

Community Building: Grew the Airtable Slack channel to over 700 members while elevating employee engagement and productivity via email campaigns, newsletters, videos, and an Airtable power user group that created and shared best practices, training tools, and reference resources.

Advanced Predictive Models: Developed advanced predictive models using Python and R, increasing forecasting accuracy by 25% over a year through comprehensive model development and continuous refinement.

Data Warehousing Implementation: Directed the implementation of a data warehousing solution that improved data retrieval speeds by 50%, leveraging cloud-based technologies such as Amazon Redshift and ETL processes, resulting in a 20% increase in reporting accuracy over 12 months.

Senior Manager Analytics

Executive Data Strategy: Helmed a 37-member team orchestrating, integrating, and maintaining multifaceted data tools including business intelligence data platforms, solution architecture, and cloud architectures while introducing best practices of the Chief Data Analytics Office across the enterprise.

Budget Optimization: Drove development of customized applications harnessing data science, performance management, and Agile project management to optimize a $20 million annual budget, maximize resources, and drive on-time delivery of a portfolio of complex projects within fiscal constraints.

Tableau Expansion: Skyrocketed Tableau user base from 500 to 115,000, leveraging a large license pool to negotiate a 74% Tableau enterprise license discount, creating the most engaged Lockheed Martin community, and being selected as a featured speaker at the 2019 Tableau Conference.

Cost Savings: Achieved $4.3 million in savings in 2020 by designing a process to determine and visualize the value of information assets, channeling data infrastructure to capture, quantify, and illustrate asset capabilities.

Awards and Recognition:
Recognized with Lockheed Martin’s Chief Engineering & Technology Office Excellence Award for outstanding leadership in delivering transformative digital transformation initiatives via data literacy training and robust BI platforms.

Received Lockheed Martin’s highest honor, the Nova Award, for pivotal contributions during COVID-19 by driving business continuity and leading a response team that provided actionable insights to mitigate negative impacts to Lockheed Martin and its suppliers; accelerating $700 million in emergency payments to suppliers struggling to sustain operations.

Enterprise Analytics Leader

Quality Improvement: Led the Supply Chain Product Quality Corrective Action Board, managing a 1,000-supplier supply chain, performing data analysis of performance and monitoring metrics to quantify and remediate defects.

Award-Winning Digital Transformation: Won Lockheed Martin’s Excellence Award for transforming the RMS Supplier Quality Services organization via data and technology-driven quality assurance, performance/incentive, and process efficiency solutions.

Resource Optimization: Optimized resource and workforce planning through the creation of a Tableau dashboard application for geospatial analytics that measured travel efficiency and capacity to determine the placement of 200 Supply Chain Field Engineers across four business units.

Inventory Management: Spearheaded the implementation of a new inventory management system, resulting in a 25% increase in high-performance supply chain operations over a six-month period.

Supply Chain Reliability: Achieved high reliability by reducing supply chain disruptions by 30% through advanced demand forecasting tools and strategic supplier partnerships.

Supply Chain Manager

Serving as the site lead I managed the Supply Chain Quality of over 1000+ Suppliers for Undersea Market Segment in Palm Beach, Florida.

Interfaced with multifunctional engineering teams to drive continuous improvement actions for over 5 different multi-million dollar product lines. 

Developed and Improved Suppliers QMS’s ensuring top quality for Program Operations and Corrective Action Boards.

Project Leader for the Supplier Quality Corrective Action Board that analyzes data to make strategic improvements in product design and manufacturing processes.

Supplier Quality Engineer

Corrective Action Leadership: Led the Remote Mine-Hunting Program Corrective Action Board, leveraging SAP Business Objects reports to perform data analysis and develop corrective/preventive action plans.

Mission-Critical Support: Executed Quality Assurance Plan as lead floor inspector supporting safe-for-flight mission operations during critical testing and deployment of v4.2 Reliability Growth Program.

Defect Reduction: Decreased hydraulic system defect occurrences by 47% via implementation of corrective action plans.

Delivery Milestones: Delivered $15 million worth of remote mine-hunting vehicles to the U.S. Navy via Ready for Issue (RFI) inspections.

Process Improvement: Saved $100,000 annually by designing a database application that centralized defect data, digitalizing the maintenance process.

Product Quality Engineer

Arcadia Manufacturing Group

Quality Management System: Directed a five-member team overseeing the Quality Management System (QMS) for 100 operations employees executing ISO 9001 QMS.

Defect Rate Reduction: Reduced defect rates by over 70% over a 12-month period by identifying risks in manufacturing control plans via process failure mode effects analysis and introducing transformative improvements.

Regulatory Compliance: Developed and implemented comprehensive risk and compliance procedures, resulting in a 30% reduction in regulatory non-conformities within 12 months through the utilization of industry-standard tools and methodologies.

Product Quality Improvement: Implemented comprehensive experimentation protocols to improve product quality by 25% over one year, using Six Sigma methodologies and advanced statistical analysis tools.

Quality Assurance Manager

Fitzpatrick Manufacturing

- Led inspection of DoD programs such as Stryker Mobile Gun Ammunition Handling System, MK-46 Turret, M-56 Smoke Systems, and various paneled armor production programs.

- Inspected first article build for new parts and created part submission warrant package.  Evaluated and analyzed the quality of raw materials, maintaining detailed data and records.

- Monitored machines and equipment, ensuring systems were fully functional.  Inspected mylars and templates used for compliance purposes prior to their release into production.  Completed training classes in Geometric dimensioning and tolerancing.

Quality Assurance Inspector

Head of AI & Data strategy, Revolutionizing GovCon at Procurement Sciences

I help Aerospace & Defense organizations modernize without losing what makes them mission-critical.

With 15+ years in A&D at Lockheed Martin and GDIT, I know the terrain: complex programs, siloed systems, tight compliance, and the high stakes of delivering at scale. Now at Salesforce, I work with public sector leaders to align technology with mission outcomes — using tools like Data Cloud, Mulesoft, Tableau, and Slack to make transformation not just possible, but practical.

My edge? I speak your language — program lifecycle, cybersecurity, workforce upskilling, supply chain visibility — and bring solutions that fit the reality of your environment, not fantasy decks.

Proud husband to an Army veteran, and someone who’s built digital strategy from the inside out.

Let’s connect if you’re navigating digital transformation in Aerospace & Defense — and want a partner who gets both the mission and the margin.

Anthony Brown

Growrly

- Supported and advised 25+ SaaS startups in the EU & US on training and advising CS leadership, building post-sales commercial processes for CS, providing guidance in building the customer journey and developing customer health and revenue segmentation and forecasting.
- Helped commercialize CS at 20+ companies, focusing on training young leaders and providing process templates to start the 0-1 and 1-5 CSMs journey.

Revenue and Customer Success Advisor

Flowers-Software GmbH

- Oversaw and lead the Sales and Customer Success teams, growing the Customer Success and Sales teams to 4 FTEs and 1 Team Lead and hired 1 Rev Ops lead, 3 Account Executives and 2 Sales Development Representatives within first 3 months.
- Built and optimized the customer journey to incentivize value-led growth.
Implemented a forecasting process for GRR and expansion pipeline, enabling proactive management of 200+ customers.
- Constructed scalable customer onboarding processes using both low-touch and high-touch tools to drive usage expansion.
- Increased customer success team revenue contribution from 0€ to 40% of total revenue within the first 5 months.
- Constructed a comprehensive forecasting and sales coverage plan.
- Implemented a standardized qualification and forecasting methodology to improve both forecasting and quota attainment

Director of Revenue

zenloop

- Rebuilt the Customer Success function from the ground up, creating onboarding processes and implementing commercial tools for account planning and forecasting.
- Hired 3 new Customer Success Managers and 1 Team Lead, growing the team to 9 members within 2 months.
- Restructured the team into 4 pods (Enterprise, Mid-Market, Professional Services, and Solutions Engineering) to focus on different commercial outcomes.
Introduced a forecasting motion for Gross Revenue Retention (GRR) and expansion pipeline for the upcoming 4 quarters.
- Constructed scalable onboarding processes combining at-scale and custom contact points with our 3 segments.
- Successfully increased Net Revenue Retention (NRR) and grew average quarterly Total Contract Value (TCV) expansion by 6X within 6 months.

Director Customer Success

Talentspace

- Reformatted the onboarding and adoption process to introduce more strategic contact points with customers through pilot reviews & executive business reviews, roundtables for commercial discussions, and customer interviews for product feedback.
- Built the Customer Success (CS) function from scratch as the first employee, scaling the team to 2 Senior Customer Success Managers and 3 Junior Customer Success Managers focused on carrying quota and expansion.
- Increased the CS team's commercial contribution from 0% to approximately 40% within 2 quarters.

Head of Customer Success

test IO

- Developed and executed global customer journey strategy, including adoption, renewal, and expansion.
- Grew the team from 3 in Berlin to 20 people, overseeing both Key Account Managers and CSMs in the EU and US.
- Built out the US side of the business and helped establish the CS and AM function.
- Significantly increased Gross Revenue Retention (GRR) and Net Revenue Retention (NRR)
- Contributed to the successful acquisition by EPAM Systems.

Key Account Director US

- Built operational and commercial Customer Success playbook.
- Identified alternative value propositions within service levels and potential new products.
- Led the first advanced integration initiative, resulting in the highest MRR and TCV contracts in each market (US & EU).
- Created a Customer Journey framework for the post-initial sales process, building an expansion or sale with all CS and Sales managers in the EU and US.
- Responsible for the first upsells and the highest six-figure expansion in the company's history.

Principal Customer Success Manager US

With a background that spans three continents and encompasses over 15 countries, I bring extensive international experience in customer and vendor management across diverse organizational levels. My rich linguistic and cultural diversity equips me to seamlessly bridge knowledge gaps crucial for entering new markets. I take pride in guiding the translation of insights and processes between markets, ensuring agile adaptation and sustained growth.

In my career, I have excelled in driving customer satisfaction, retention, and revenue growth within both Enterprise SaaS startups and established firms. I have a proven track record of building and scaling high-performing Customer Success teams, designing impactful customer journeys, and implementing strategic processes that optimize customer onboarding, adoption, and expansion. I am adept at mentoring leaders, elevating team performance, and delivering significant enhancements in key performance metrics.

My consulting background in process improvement empowers me to tackle challenges from diverse perspectives, effectively resolving complex issues. I specialize in deepening my understanding of business processes and leveraging data-driven insights to formulate actionable recommendations. I have successfully applied these skills across various industries, including packaging, pharmaceuticals, and FMCG (Tetra Pak, J&J, Kellogg Northern Europe).

Throughout my career, I have demonstrated strong expertise in stakeholder management and internal marketing, essential for catalyzing organizational change and achieving operational excellence.

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Anthony Brown

Ephraim Ramallo

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