Greg Newman

About

A growth-driven SaaS Revenue Leader with 22+ years of experience transforming post-sale organizations into expansion engines across mid-market and enterprise accounts. Elevated GRR from 94% to 98% while scaling a $65M ARR base, expanded NRR to 110%, and grew expansion revenue 10x from <$500K to $5M+ annually via executive-led renewal and upsell motions. Assembles high-performing teams, scalable lifecycle frameworks, and disciplined forecasting systems that convert installed bases into predictable revenue drivers. Led cross-functional alignment across CS, Sales, Finance, and Product, building a 20-person CS organization and scalable forecasting processes.

Experience

• Vice President of Customer Success · TeamDynamix03-01-2020 –

  Inherited a CS function with limited structure, inconsistent renewal execution, and flat NRR; built the people, process, and infrastructure to create a predictable, expanding revenue base. Grew GRR from 94% to 98% on a $65M ARR base; expanded NRR to 110%; scaled expansion book from under $500K to $5M+ annually through executive-led renewal and upsell motions; built a 20-person CS team; designed end-to-end lifecycle model, customer segmentation, and risk scoring; installed forecast discipline with executive cadence; standardized QBRs; aligned CS, Sales, Finance, and Product around shared GRR/NRR KPIs; led complex multi-year enterprise renewals; reduced reactive escalations through structured operating rhythm and early risk identification.

• Director of Corporate Sales - Bridge · Instructure03-01-2018 – 03-01-2020

  Led new logo and inside sales teams; drove pipeline generation, forecast accuracy, and execution discipline across corporate verticals; integrated Practice (video roleplay) into existing GTM strategy targeting the sales enablement vertical; partnered with CS to align pre- and post-sale motions; coached sellers on discovery, deal strategy, and closing discipline; owned hiring, onboarding, and performance management to build a consistent, repeatable sales motion.

• Vice President of Client Strategy - LearnCore (acquired by Showpad) · Showpad01-01-2017 – 03-01-2018

  Increased upsell revenue 150% YoY by formalizing retention and expansion playbooks across CS and AM functions; owned CS, AM, support, onboarding, and implementation — full post-sale accountability.

• Regional Vice President of Sales · Blackboard01-01-2013 – 01-01-2017

  Achieved 130% of plan with 30% YoY growth (2015–2016); ranked #1 of 22 Regional VPs nationally; led and coached a 9-person quota-carrying sales team; architected strategy for large multi-year enterprise agreements, including pricing and executive negotiation; established disciplined forecasting and deal inspection rigor.

• Regional Sales Manager · Blackboard11-01-2005 – 01-01-2013

  Quota-carrying sales leader and top performer, consistently achieving 110%+ of quota; closed numerous six-figure enterprise deals; mentored newer reps on discovery, deal execution, and customer engagement.

• Sales Manager · CEB, now Gartner01-01-2004 – 01-01-2005

  Business development for IT practice; cold-called and engaged CIOs and senior IT leaders, setting 30+ appointments/month and building a six-figure monthly pipeline.

Education

• Northwestern UniversityBachelor of Science, Communications

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