Account-based sales · 60 days
Ramping AE sources & closes a net-new account $40K MRR / $480K ACV
Backdrop
A sales organization pivots from transactional selling ($100K ACV) to strategic selling ($1M+ ACV). The transformation begins with a new SVP of Sales and a clear mandate: shift the team from transactional to strategic sales, and drive annual contract values from $100K to $1M+. Andrew replaced stale spreadsheets and Figma charts with Narrative — turning hours of manual prep into minutes of focused selling.
Company
Digital Manufacturer · ~1,000 employees
Pivoting from transactional to strategic selling
Tech stack
ZoomInfo · Salesforce · Narrative
Narrative is trained on Andrew's grunt work, so we assist him like a junior sales rep. Andrew has more time to spend with buyers, driving more sales.
Key result
$40K MRR in 60 days
The challenge — misalignment
The $100K-deal process and $1M+ ARR mandate.
Enterprise
The sales engine that closes $100K won't deliver $1M+ ACV.
We need a transformation that enables our sales organization to go from transactional to strategic selling.
SVP of Sales
Transform the org. $100K → $1M+ ARR.
Hired to drive the transformation: improving the sales engine and the people that operate it.
AE (Andrew)
Radical ownership — deals and process.
Andrew has to land seven-figure deals at a company still building the $1M+ process. That gap is his green field — close it, lead the team.
RevOps
Align sales process to revenue targets.
Responsible for driving technical change and enabling the new mandate.
With Narrative — the account-based motion, installed
A new motion. Installed in 60 days, not years.
Enterprise
Validating their thesis.
Narrative didn't transform the org in a quarter — but the early indicators are right. Their newest rep is driving larger deals than the old average in just 60 days.
AE (Andrew)
Prioritize the buyers with power.
Andrew proves value in revenue — $40K MRR sourced and closed in his first 60 days. And in strategy — multi-threading, internal alignment, and AI-driven prep, all in one workspace.
SVP of Sales
A higher baseline — funded initiatives first.
He focuses on buyers with funded initiatives already in motion — and shows the team how to spot them. No cycles chasing accounts that aren't ready to solve the problem.
RevOps
Adoption — no rollout, no chasing reps.
Reps spend their day selling, not configuring a tool. Narrative adapts to each rep — top performers, mid-pack, new — so every minute goes to the buyer.
“Narrative makes it easy to visualize my accounts, to look at all the players on paper and map the strongest strategy to closure.”
ROI — only the first deal
Annual stack / rep
$13,288
ZoomInfo · Salesforce · Narrative
2 months
6×
$80K revenue
6 months
18×
$240K revenue
12 months
36×
$480K revenue
Bigger deals start with knowing the account.
Know the account, and the initiatives they already fund, before you ever pitch.