Open to Director of Sales and Sales Manager roles

Sales teamsthat hit the numberwithout the roller coaster.

Sales leader in B2B SaaS and e-commerce. At Feedonomics, a BigCommerce company, my team grew from 6 to 15 direct reports, finished first of three sales teams in 2023 and 2024, and produced 6 AE of the Year awards. Carrying a bag since 2007, and coaching other sellers since my player-coach years at HireRight.

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BasedNashville area, remote

MethodsMEDDICC, Challenger

MarketsSMB to Enterprise

**Joshua Culp**Director of Sales, Nashville area

6to15

Direct reports at Feedonomics, 2022 to 2024

People hired across the sales org

AE of the Year awards, won by 5 of my AEs

Team exits in two years, against 30 on peer teams

The line my teams hear most

Prefacingprevents pushback.

Most sales organizations do not have a talent problem. They have a systems problem: emotional forecasting, end-of-quarter heroics, and motivational spikes standing in for a process anyone can repeat.

When people understand why a change matters before they are asked to adopt it, resistance falls away. It is how I have rolled out MEDDICC at Feedonomics and at Xplor, and it is how a team keeps its consistency when the motivational speech wears off.

The bench, Feedonomics 2022 to 2024

Fifteen seats. Three exits. Six awards.

What the team looked like from the day I took it over to the end of 2024. Pick a view.

6to15

Direct reports, AEs and Strategic AEs

Took over a six-AE team selling to SMB and Mid-Market in 2022 and grew it to fifteen as the sales org scaled to 30 AEs across three teams and moved into Mid-Market, Enterprise and APAC.

27 hires across the sales org

20 AEs3 SDRs2 CSMs2 sales leaders

3 vs 30

Team exits over two years

Over the same two years, two peer teams the same size as mine lost 30 people between them. Mine lost 3.

#1Of three Feedonomics sales teams in 2023 and in 2024

2CSMs on the customer retention team I stood up in 2023

AE of the Year awards, won by 5 AEs

Awards in Mid-Market, Enterprise and APAC from 2022 to 2024. One of the winners joined in 2022 with no sales or tech experience and won Mid-Market AE of the Year in 2024.

8Direct reports since promoted or moved into leadership

5New AEs trained while carrying my own book in 2020 and 2021

Seat positions on the board are illustrative.

About

Fifteen years carrying a bag. Then building the team around it.

My first quota was at Dell in 2007. Eight months in, the company promoted me to Senior Account Manager, and from there I averaged 136% of a roughly $1.3M quarterly number. HireRight, Ramsey Solutions and ServiceSource followed: different buyers, different motions, and a finish above goal in each.

The coaching started before the title did. At HireRight, I hired, onboarded and coached a newly formed six-AE SMB team as a player-coach for two and a half years. At Feedonomics, a BigCommerce company, I went from Senior Account Manager to Sales Manager to Senior Sales Manager, taking over six reps in 2022 and leading fifteen by the end of 2024.

Since 2025, Culp's Sales Consulting has taken me into contract sales leadership at BlueBolt Solutions and Xplor Technologies, plus one-on-one coaching for four AEs. My best work happens at inflection points: teams that have lost their consistency, or growing teams that need a system before they scale. Next is a full-time seat leading a team again.

How I lead

Culture, coaching and consistency.

Three principles, built over nearly two decades of watching what makes a sales team repeatable and what makes it ride the roller coaster.

Culture

Standards before speeches

Clear standards and accountability, so performance never depends on a motivational speech. When the speech falls flat, the system underneath is still there.

Coaching

Repetition until it sticks

Reinforcement and repetition until a change actually sticks. Top performers teach a team their good habits and their bad ones, so when a top performer struggles somewhere, the team usually does too. That is where I coach the whole group.

Consistency

A forecast people trust

Qualification discipline through MEDDICC, Value-Based Selling and Challenger, real deal inspection, and a forecast that the team and leadership can both rely on.

Experience

Nineteen years and eight companies.

Jan 2025 to presentRemote

Founder

Culp's Sales Consulting

Sales coaching and contract sales leadership for B2B SaaS and e-commerce companies. Supported a confidential B2B client building its go-to-market motion and sales team from scratch, ran fractional sales enablement for a second client, and set up HubSpot CRM for a third in early 2026. One-on-one, I coach four AEs on pipeline, buyer psychology, negotiation and MEDDICC qualification.

GTM buildFractional enablementHubSpot setupAE coaching

Oct 2025 to Mar 2026Contract through merger, remote

Director of Sales

Xplor Technologies

Led the 10-AE Net New team for two SaaS products through a company merger and a hiring freeze, owning one-on-ones, performance reviews, exits and the team forecast. Added MEDDICC to the existing consultative process, coached the negotiation and objection handling that sharply reduced discounting, launched an outbound motion alongside marketing-sourced pipeline, and shortened deal cycles through AE gap reviews.

10 AEsMergerMEDDICC rolloutOutbound launch

Apr 2025 to Sep 2025Six-month contract, remote

Director of Sales

BlueBolt Solutions

Reported to the CEO of an e-commerce digital agency. Built the go-to-market plan, ideal customer profile and sales playbooks for a new software-and-service offering, signed referral agreements with BigCommerce, Feedonomics and Shopify, opened introductions to Scayle and Shopware, and rolled out Challenger across the sales team. Finished the six-month scope in about four.

Partner programChallengerGTM plan

Jan 2020 to Dec 2024Remote, three positions

Feedonomics

A BigCommerce company, now Commerce

Senior Sales Manager2023 to 2024

Led a team that grew to 15 AEs and Strategic AEs as the org scaled to three teams. Finished first of three Feedonomics sales teams in 2023 and 2024, and signed Nike, Dell, Adidas, Logitech and New Balance as new logos. Stood up a two-CSM retention team in 2023 and set up APAC sales operations as the team moved into Mid-Market and Enterprise.

Sales Manager2022

Took over a six-AE team selling to SMB and Mid-Market. Rolled out Value-Based Selling for SMB and MEDDICC for Enterprise to standardize qualification, launched the team's first outbound motion, and ran negotiation training that cut discounting per deal and grew average deal size. The team produced Mid-Market and Enterprise AE of the Year winners in that first year.

Senior Account Manager2020 to 2021

Ranked first in attainment and second globally in total sales revenue on a 125-account book that included 40 enterprise accounts. Named Top AE of 11 and Top Expansion Sales in 2021, created the agency partner program and signed its first agencies, and trained five new AEs while managing my own book.

27 hires6 AE of the Year awardsNike, Dell, AdidasNorth America and APAC

Jun 2017 to May 2019Nashville, TN

Senior Customer Success Manager

ServiceSource

Led a five-CSM pod as player-coach supporting Cisco enterprise security, and mentored other player-coaches. Sourced more than $2M in Cisco-approved expansion leads at 142% average attainment. Named Top Subject Matter Expert of 27 CSMs on Cisco Next-Generation Firewall in 2018 and CSM of the Month twice, and helped cut new-hire training from three months to two and full ramp from six months to five by building new training assets.

5-CSM podTop SME of 27142% average attainment

Nov 2013 to Jan 2017Brentwood, TN

Sales Advisor

Ramsey Solutions

Posted 168% of goal in year one, the highest first-year sales in department history on a team of 24, and averaged 141% across the tenure. Opened nonprofit and government segments beyond the core market, including Choctaw Nation, Wounded Warrior Project, foster care organizations and state agencies.

Department first-year record141% average

Nov 2009 to Jun 2013Nashville, TN

Sales Executive

Kroll Background Screening, acquired by HireRight

Averaged 128% of goal and ranked first of 24 on the full sales team in 2011, second in 2010 and 2012. Carried an enterprise book across Tennessee, North Carolina, South Carolina, Georgia and Virginia, and hired, onboarded and coached a newly formed six-AE SMB team as player-coach for two and a half years.

#1 of 24, 2011128% averagePlayer-coach

Apr 2007 to Sep 2009Nashville, TN

Senior Account Manager

Dell

Averaged 122% to quota as an Inside Sales Representative and earned promotion to Senior Account Manager eight months after joining. Averaged 136% to a roughly $1.3M quarterly quota across SMB and mid-market hardware, software and infrastructure accounts.

Promoted in 8 months136% average

Toolkit

Methods, markets and the stack.

Sales methods

MEDDICCValue-Based SellingChallengerDeal inspectionForecastingPipeline coverage

Markets

B2B SaaSE-commerceSMBMid-MarketEnterprisePartner channelsNorth America and APAC

Tech stack

SalesforceHubSpotGongClariOutreachSalesloft6senseSales Navigator

Education

Youngstown State UniversityCompleted all required major coursework in Business Administration and Vocal Performance

Leadership programs

Situational Leadership II (SLII), BigCommerce, 2024Next Level Leadership Program, graduate

Next team

Looking for the next team to build.

Open to full-time Director of Sales and Sales Manager roles in B2B SaaS and e-commerce. Remote across the US, or hybrid and on-site in the Nashville area.

Email LinkedIn

Target rolesDirector of Sales, Sales Manager

IndustriesB2B SaaS, e-commerce

LocationThompsons Station, TN

Work styleRemote, hybrid or on-site

StartAvailable now