Xactly Corporation - Worldwide Sales Executive of the Year
Company: Xactly Corporation, Los Gatos, CA
Company Description: Xactly has helped thousands of companies and millions of sellers around the world beat their revenue targets. Using Xactly’s solutions, leaders look past the current quarter to create revenue streams for long-term growth. Xactly's Intelligent Revenue Platform marries artificial intelligence and 16 years of proprietary data in easy-to-use applications. Sentiment, process and trend analysis come
Nomination Category: Sales Awards Individual Categories
Nomination Sub Category: Worldwide Sales Executive of the Year
Nomination Title: Jamie Anderson
Xactly’s CRO, Jamie Anderson, is a proven tech executive with a reputation for building and scaling global sales and go-to-market organizations. Prior to joining Xactly, Jamie held senior executive roles with Adobe, Marketo, and SAP. Anderson’s passion for technology combined with his uncanny ability to foster trust, inspire accountability, and build record-breaking sales teams has helped guide him throughout his decades-long career. He currently resides in Scotland and in his spare time enjoys playing guitar, running, and spending time with his family.
With Jamie as CRO, managing the global salesforce, Xactly has quickly become a dominant player across Europe, while achieving its biggest quarter globally. In addition to his notable accomplishments in 2021 and inspiring leadership style, Anderson has built an enviable reputation in the space and with his peers. Xactly’s CMO Johann Wrede shared that Jamie, “Doesn’t demand respect, he earns it every day by leading from the front, never asking anyone to do something that he is not prepared to do himself. He is able to forge strong relationships at every level, inspiring trust and loyalty within his team as well as with other leaders in the business.”
Under Anderson’s leadership, Xaclty achieved 71% company growth year-on-year. Additionally, he led 183% year-on-year growth in Europe. In line with his broader successes, Anderson also met and exceeded his sales numbers in his role as CRO. Jamie credits much of Xactly’s business resilience and growth to the fact that Xactly ‘drinks its own champagne.’ In other words, we use our own solution to drive results. Xactly’s CEO Chris Cabrera recently noted that “We are crushing our numbers not only because of the stellar leadership of Anderson, but because everyone involved in delivering revenue for the company is a user of our own products.” Cabrera is referring to Xactly Forecasting, an offering that’s part of our scalable, cloud-based Intelligent Revenue Platform. Anderson credits Xactly Forecasting with much of his ability to not just call his number but go beyond his set goal but beat his sales by focusing on data.
Anderson has never let go of his leadership style. He joined Xactly with the mentality to question everything and a goal of always moving beyond the status quo. For Anderson, a key way that anyone can increase their performance is through accountability. Sometimes it’s about stepping up where there is a void of leadership, or where there is uncertainty over who’s responsible for a deliverable. It’s critical to hire team members who respectfully work with those around them to problem solve and hold each other accountable in the process.
While many companies have struggled to remain resilient, hit their revenue numbers, and create predictability in sales forecasting throughout the pandemic, Xactly has continued to flourish. Anderson met and exceeded his sales number in his role as CRO during a year when 80% of companies don’t have a forecast accuracy of greater than 75% according to a Miller Heiman Study, and 55% of companies do not have confidence in their number according to Gartner.
While the S&P 500 reported an average growth rate of 34% in Q1 and Q2 of this year, Anderson supported 71% overall company growth for Xactly. Additionally, he led 183% year-on-year growth in Europe, validating Xactly’s rapid global expansion strategy.
Jamie Anderson is also responsible for the team that closed the three biggest deals in the company’s history--no coincidence as his leadership style is full of energy and humor while demanding accountability and excellence from his team. This lively, no-nonsense approach has proved incredibly effective for retaining top performers and driving enhanced sales forecasting predictability.
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