Shelton Besa
Dartford,Kent
Summary
Dynamic sales professional with 10 years of experience managing mid-market and enterprise accounts across UK, Ireland, and international markets. Achieved high net retention rates of up to 106% and recognised as a President’s Club winner. Expertise in data-driven sales and navigating complex stakeholder maps to drive annual recurring revenue. Skilled in fostering long-term partnerships with C-suite executives in highly regulated sectors.
Overview
10
10
years of professional experience
Work history
Territory manager
Sonar Source
London, United Kingdom
2025.03 - Current
- Regional Strategy: Orchestrating market entry and expansion strategies for two distinct regions, balancing the high-velocity requirements of the Mid-Market with the complex, multi-stakeholder cycles of the Enterprise.
- Revenue Generation: Consistently delivering against aggressive ARR targets by identifying and closing new logo opportunities and driving upsell/cross-sell initiatives within existing accounts.
- Strategic Advisory: Partnering with CTOs and CISOs to address the challenges of "AI-generated technical debt," positioning Sonar as the critical governance layer in the modern software development life cycle (SDLC).
- Stakeholder Management: Navigating complex procurement, legal, and security hurdles within highly regulated UKI industries (Finance, Gov, Healthcare) and tech-forward Nordic enterprises.
- Pipeline Engineering: Utilising a data-driven approach to prospect and manage a robust pipeline, ensuring 3x-4x coverage through a mix of outbound excellence and SDR collaboration.
Account manager
Zoominfo
London, London
2021.11 - 2025.02
- Performance Excellence: Consistently exceeded KPIs, managing a $2.5M+ book of business with a peak 106% Net Retention.
- Revenue Growth: Achieved monthly upsell targets of $50K–$75K, frequently navigating six-figure renewals and complex procurement cycles.
- Stakeholder Mapping: Utilised advanced multi-threading strategies to align business goals across multiple decision-makers, mitigating churn and driving adoption.
- Awards: Presidents Club Winner (2022) – awarded for top-tier performance and revenue contribution.
- Built rapport with new and existing customers to boost client retention.
Account manager
Global Data PLC
London, London
2015.11 - 2021.11
- Hybrid Execution: Managed the full sales lifecycle, from self-generating leads at industry conferences to closing and onboarding enterprise clients.
- Sector Expertise: Navigated stringent regulatory environments, delivering bespoke data solutions for Government, Defence, and Pharmaceutical sectors.
- Operational Leadership: Mastered Salesforce for pipeline management and strategic account planning, ensuring high conversion rates through consultative selling.
- Achieved client satisfaction by managing key accounts effectively.
- Monitored competitor activity, staying ahead in the market competition.
Education
GCSEs -
Leigh Academy
Dartford, Kent 09/2005 - 07/2010
Skills
- Sales funnel management
- Salesforce CRM tools
- Key account management
- Territorial expertise
- Consultative selling
- Account penetration
Accomplishments
3x President Club winner - Global Data
1x President Club winner - Zoominfo
Timeline
Territory manager
Sonar Source
2025.03 - Current
Account manager
Zoominfo
2021.11 - 2025.02
Account manager
Global Data PLC
2015.11 - 2021.11
GCSEs -
Leigh Academy
09/2005 - 07/2010