Josh Norris

Josh Norris is a strategic leader in capital-efficient GTM design and post-raise execution for high-growth SaaS companies. He partners with founders and CFOs to ensure new capital converts into predictable, investor-grade revenue systems rather than uncontrolled burn.

He has advised 60+ Series A-D startups, helping teams eliminate burn drift, professionalize reporting, and build GTM infrastructure that supports follow-on funding. His work has contributed to multiple clients reaching seven-figure ARR within their first year and advancing to subsequent rounds.

Josh previously led GTM, revops, partnerships, and business development at Hyperbound, scaling from zero to $5M ARR in under two years, and at Lavender during the 2022 downturn. He also managed a 36-engineer organization at a publicly traded SaaS company, giving him a rare systems-level perspective on how revenue, product, and capital deployment align.

The moment the wire hits the bank is the most dangerous point in a startup's lifecycle. Josh operates as the architecture partner between board expectations and execution, ensuring every dollar deployed compounds.

GTM Consultant

I consult on sales, marketing, and customer success.

Josh Norris 🐦‍🔥

Axon

Account Executive - Real Time Awareness

Lytx, Inc.

Leveraging the world’s largest driving database, along with machine vision and AI technology, Lytx is a leading provider of video telematics, analytics, safety, and productivity solutions for commercial and public sector fleets.

•	Lead sales across the Eastern US with customers in the 1,000+ fleet size space to drive $6M in annual sales revenue. Orchestrate sales strategies with teams across business functions to target and win enterprise-level opportunities. Provide recommendations to executive leadership to continuously improve business operations.
•	Serve as a mentor, coach, and leader to a regional team of 8 Account Executives. Create a collaborative, performance-oriented culture and build career paths for team members to help them grow with the company. 
•	Identify new opportunities in the market, develop comprehensive account plans, and strategically manage sophisticated sales cycles. Lead the sales process to grow sophisticated deals with key decision makers, with a primary focus on surpassing competitors in head-to-head deals and delivering unmatched value to clients.

Enterprise Sales Leader

T-Mobile

The second-largest wireless carrier in the United States with America’s largest and fastest 5G network, T-Mobile (NASDAQ: TMUS) serves more than 108 million customers and generates annual revenue of $79.57B.

•	Led sales revenue growth, client relationship development, and contract negotiations with city and county governments, K-12 schools, and non-profits across the Northern California market. 
•	Achieved a cumulative ranking of #1 out of 32 managers and consistently surpassed composite KPI targets by 134% to 211%. In 2022, delivered 50K new subscribers and generated $3.5M in annual revenue (200% of goal to plan). In 2023, achieved 195% on the year-to-date revenue objective before exiting the position in Q4. 
•	Managed a team of 9 Account Executives and 6 indirect Retention and Account Management personnel working directly with clients. Recruited, hired, onboarded, and trained 5 new Account Executives in the first year.
•	Delivered a significant impact for K-12 clients by connecting students to the internet with 5G devices, powering e-learning, and bridging the gap in the digital divide. Worked with every public school and many charter schools across the San Francisco Bay Area, Sacramento, and Fresno and grew from 500K to 4M subscribers.
•	Actively supporting the Mayors of Oakland, San Francisco, and Sacramento determine ways to help solve the homeless crisis in the Bay Area by connecting people in need to medical, food, shelter, and general assistance programs. T-Mobile was the only company working with cities to connect shelters and unhoused communities.

Senior Area Sales Director 

•	Expanded business within assigned accounts and built new client relationships across Minnesota. Acquired new Fortune 500 clients in the first three months and grew market share within the account base from 1,000 to 50,000 subscribers. Worked with an Account Manager, Sales Engineer, and Retention Representative as indirect reports.
•	Consistently surpassed sales objectives to rank in the top 10% of Sales in T-Mobile’s Public Sector organization. Achieved $2.574M on a quota of $286K in 2020 (+800%) and $1.44M on a goal of $285K in 2021 (+400%).
•	Delivered major wins, including the expansion of the Minneapolis Public Schools account from zero to $3.6M in annual revenue. Built key relationships with City of St. Paul leaders across departments, including Police, Public Works, and Parks & Recreation. Negotiated and closed a NASPO contract with the State of Minnesota to deliver T-Mobile products and services to a range of state entities, public sector agencies, and first responders. 
•	Worked with school systems during the COVID-19 pandemic to efficiently connect students, many without reliable broadband access. Successfully connected 25K Public school students in Minneapolis and St. Paul.

Senior Account Executive 

AT&T

The world’s largest telecommunications, media, and entertainment company, AT&T (NYSE: T) is the leading provider of phone services in the U.S. and delivers network, voice, and data solutions across more than 225 countries.

•	Positioned AT&T’s portfolio of enterprise SaaS solutions with prospects, new clients, and existing accounts. Drove results for the team through the acquisition of multiple new Fortune 500 accounts. Delivered $126K in annual sales revenue on a goal of $60K, successfully exceeding plan by 110%.
•	Led 3 direct reports and a team of 7 Account Executives, providing one-on-one support to help them close deals. Collaborated with AEs on deal strategies, built trust and credibility, and gave team members the tools to succeed.
•	Secured business with Sun Country Airlines to provide iPad solutions for all Pilots and Flight Attendants, to meet a key provision in the new union contract. Closed a deal with Tennant Company to connect all Field Service Reps nationwide with a solution to submit maintenance requests and dispatch personnel to high-priority jobs.

Applications Sales Consultant – AT&T Global Business 

•	Generated new logo business development by prospecting into the assigned account model and maintained relationships within the existing customer base. Delivered standout sales performance to achieve Diamond Club selection, 3 promotions while in the role, and recognition as the #1 Client Solutions Executive in the US in 2015.
•	Delivered a major win after taking over the Kraus-Anderson construction management company account, achiving 250% growth by taking over lines of business from entrenched competitors.

Client Solutions Executive I, II, and III – AT&T Premier Client Group 

Verizon Wireless

Business / Government Account Executive 

Merrill Lynch

Financial Advisor

Sprint

Retail Manager

As a sales executive and transformative business leader, I bring a consistent record of achievement in building relationships and driving multi-million-dollar growth with clients in government, education, and the Fortune 500. I excel at developing and leading high-performing sales and account management teams, driving cross-functional collaboration and communication, and working closely with decision-makers to create innovative and value-oriented solutions. With a hands-on approach to solving the toughest problems and the belief that doing the right thing is foundational to a company's success-I help technology companies not only drive revenue but leverage state-of-the-art solutions for the power of the greater good. 

SKILLS, COMPETENCIES & EXPERTISE
Executive Sales Leadership, Vision, Strategy & Execution, Key Account Management, New Business Development, Revenue Growth, Market Share Expansion, Government & Education Sales, Contract Negotiation, Relationship Development, Customer Success, Go-To-Market Planning, KPI Performance Management, Recruiting Top Talent, Mentoring & Team Building, Hiring & Onboarding, Training Programs, Thought Leadership, Solution Innovation

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The Battle

Josh Norris 🐦‍🔥

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