I DON'T BUILD
PIPELINES.
I DRAIN THEM.
$47M+ closed across SaaS, fintech, and enterprise infrastructure. Teams built from 2 to 18. Quotas shattered, not missed.
Marcus J. Harrington · VP Enterprise Sales · San Francisco, CA
Dossier / Filed 2026
The Numbers.
FY2023 Closed-Won Revenue
147% of quota
5 enterprise deals · avg ACV $2.84M
Deal breakdown — FY2023
| Account | Value | Segment | Sales Cycle |
|---|---|---|---|
| Meridian Health Systems | $4.1M | Enterprise SaaS | 87 days |
| Apex Capital Group | $3.6M | Fintech Infra | 112 days |
| Torchlight Media | $2.8M | AdTech Platform | 54 days |
| NorthBridge Logistics | $2.2M | Supply Chain SaaS | 67 days |
| Cascade Analytics | $1.5M | Data Infrastructure | 41 days |
FY2021 Attainment
118%
$8.1M / $6.9M quota
FY2022 Attainment
131%
$11.4M / $8.7M quota
FY2023 Attainment
147%
$14.2M / $9.7M quota
Team built from scratch
2 → 18
AEs, SDRs, and a RevOps function built over 8 quarters. Average ramp time cut from 94 days to 51.
Win Rate
68%
vs. industry avg 22%
Avg Deal Size
$2.84M
ACV, enterprise segment
Sales Cycle
72 days
avg, 6-figure deals
Churn on Deals
3.1%
first-year logo churn
Filed Record / 3 Fiscal Years
Year-by-Year.
Three consecutive years above quota. No asterisks.
First full year as Regional VP. Inherited a team of 2, a leaking pipe, and a Q4 clawback.
Closed Meridian Health's $3.2M pilot-to-production in 61 days — fastest enterprise close in company history.
Deals closed
9
Rebuilt the playbook. Hired 7. Introduced MEDDPICC. Pipeline went from guesswork to GPS.
Apex Capital $3.6M multi-product expansion — upsell from $840K initial contract in 14 months.
Deals closed
12
Team of 18. Zero missed quarters. Largest single deal in company history.
Torchlight Media $2.8M — sourced, qualified, and closed in 54 days, no procurement involvement.
Deals closed
14
Method / How the work gets done
The Process.
MEDDPICC Qualification
Every deal runs through Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, Competition. No exceptions. No gut-feel closes.
Multi-Thread or Die
Single-threaded deals die in procurement. I map every org to 3+ stakeholders within 30 days. Champion + Economic Buyer + Technical Validator — simultaneously.
Mutual Close Plans
Every qualified opportunity gets a co-signed close plan by week 3. Buyer owns their milestones. Seller owns theirs. Surprises eliminated. Forecast accuracy: 94%.
Value Engineering
ROI models built in the first discovery call. Not a slide — a live spreadsheet the Economic Buyer edits. They sell it internally so I don't have to.
Hiring record — 18 reps, 8 quarters
| Role | Hired | Avg Ramp | Quota Attainment |
|---|---|---|---|
| Enterprise AE | 6 | 51 days avg | 109% team avg |
| Mid-Market AE | 4 | 38 days avg | 118% team avg |
| SDR | 5 | 22 days avg | 131% team avg |
| RevOps | 3 | N/A | Forecast acc. 94% |
"Marcus restructured our entire go-to-market in one quarter. Pipeline quality went from a best-guess to a CFO-grade forecast. We closed our Series C two months early."
Sarah Lin
CEO, Cascade Analytics · Series C, $42M raised
"He doesn't just close deals — he builds the system that makes closing repeatable. Our AE team's ramp time dropped by 46% in two quarters."
David Torres
CRO, NorthBridge Logistics · $180M ARR
"Every deal I've walked away from, I've handed to someone else who wasn't ready to close it. I don't walk away from deals."
— Marcus J. Harrington
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$47M+
Total Closed
5
Consecutive years above quota
18
Reps hired & ramped
132%
Avg quota attainment