Strategic, no-BS, engaged, articulate, and dynamic Chief Revenue Officer that drives and leads sales and marketing, managing and building highly effective teams to acquire new business. Strong foundation and experience working in small dynamic companies and start-ups. Experienced building pre-IPO, SaaS, and Cloud technology teams, confident serial business developer skilled in leadership and team dynamics -with over 15 years experience in growth, startup, and early-stage Software & SaaS, spread across multiple technology disciplines including mobile, wireless, cloud-based software tools, broadband, visual workflows, emerging technologies AI and ML, video, IT, analytics, and software serving multiple verticals in transportation, enterprise, logistics, renewable energy, financial services, media & entertainment and more. With my years of experience aligning sales, marketing, product, and technology, I focus on revenue acquisition, integrating and optimizing product development, sales, marketing, and CRM teams to create the best possible experience leveraging my team-based work dynamic that utilizes a “been there done that DNA” systems-oriented approach to facilitate operational improvement with efficient and effective solutions driving revenue. It is enjoyable working with CEOs, founders, and teams navigating the complex challenges of Go-To-Market strategies, account mapping including sales and marketing playbooks that drive new revenue, and bringing together solutions that effectively address all areas of the organization. Qualifications • Extensive experience in SaaS sales. • Demonstrated success in building and leading metrics-driven sales organizations. • Proficiency in managing remote teams and navigating remote work environments. • Strong communication and time management skills. • Proven track record in recruiting and developing sales talent. • Comfortable in high-complexity and rapidly changing environments. • Experience with both direct and channel sales organizations. In summary, my tenure as a sales leader has been marked by a relentless pursuit of excellence, a commitment to team growth, and a strategic approach to driving revenue. With a comprehensive understanding of the intricacies of sales leadership and a proven ability to navigate complex landscapes, I am poised to deliver exceptional results and contribute to the success of any organization.

1. Contact
404-939-7718 (Mobile)
roger.pavane@gmail.com
www.linkedin.com/in/roger-pavane
(LinkedIn)
Top Skills
Sales Strategy
Build Strong Relationships
Team Building
Languages
English
Honors-Awards
E-Tech Award
Publications
Roger Pavane On Emerging Media
&Technology
R Michael Pavane
@rogerpavane Chief Revenue Officer | Startups | Co-Founder|
CSMO | Risk Mitigation | SaaS Trailblazer | Stylish Thinker |
Software | IoT | Business Development
Atlanta Metropolitan Area
Summary
Strategic, no-BS, engaged, articulate, and dynamic Chief Revenue
Officer that drives and leads sales and marketing, managing and
building highly effective teams to acquire new business. Strong
foundation and experience working in small dynamic companies and
start-ups.
Experienced building pre-IPO, SaaS, and Cloud technology teams,
confident serial business developer skilled in leadership and team
dynamics -with over 15 years experience in growth, startup, and
early-stage Software & SaaS, spread across multiple technology
disciplines including mobile, wireless, cloud-based software tools,
broadband, visual workflows, emerging technologies AI and ML,
video, IT, analytics, and software serving multiple verticals in
transportation, enterprise, logistics, renewable energy, financial
services, media & entertainment and more.
With my years of experience aligning sales, marketing, product,
and technology, I focus on revenue acquisition, integrating and
optimizing product development, sales, marketing, and CRM teams
to create the best possible experience leveraging my team-based
work dynamic that utilizes a “been there done that DNA” systems-
oriented approach to facilitate operational improvement with efficient
and effective solutions driving revenue.
It is enjoyable working with CEOs, founders, and teams navigating
the complex challenges of Go-To-Market strategies, account
mapping including sales and marketing playbooks that drive new
revenue, and bringing together solutions that effectively address all
areas of the organization.
Qualifications
• Extensive experience in SaaS sales.
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2. • Demonstrated success in building and leading metrics-driven sales
organizations.
• Proficiency in managing remote teams and navigating remote work
environments.
• Strong communication and time management skills.
• Proven track record in recruiting and developing sales talent.
• Comfortable in high-complexity and rapidly changing environments.
• Experience with both direct and channel sales organizations.
In summary, my tenure as a sales leader has been marked by a
relentless pursuit of excellence, a commitment to team growth, and
a strategic approach to driving revenue. With a comprehensive
understanding of the intricacies of sales leadership and a proven
ability to navigate complex landscapes, I am poised to deliver
exceptional results and contribute to the success of any organization.
Experience
Fractionality
6 years
Chief Revenue Officer CMO -Building Sales & Marketing for Internet
Software & Tech Startups
2018 - Present (5 years)
Within this role, Roger drives the relentless pursuit of a better ROI that
includes planning, focusing, and overseeing the sales and marketing strategic
Initiatives.
Roger is responsible for P&L, sales, leads, marketing, business development,
pipeline, operations, commission design, planning, and budgets for client
organizations. He establishes and maintains successful relationships with
partners/customers building custom digital solutions including Social, AI &
RPA solutions, B2X Digital Platforms, Cybersecurity, Machine Learning,
and Blockchain applications, Renewable Solar Energy, Adtech, Health-tech,
Supply Chain & Logistics, MSO's, Direct To Consumer App, Telco and Pay TV
operators and OTT platforms in Media & Entertainment domains.
Roger advises on sales & marketing pipeline management activities to ensure
profitable revenue targets are met and manages the level of risk vs. desired
goals to accelerate revenue. He plans, designs, and executes sales and
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3. marketing, speeding up strategies, and adds positive revenue results from all
targeted revenue streams.
►Proficiently produces new opportunities that deliver improved marketing and
enlarge SaaS revenue across all client disciplines.
►Increases performance of all RevOps functions within the organization,
including Sales, Marketing, and Customer Success.
►Serves as a Head of Sales & Marketing with ownership of the “marketing
technology stack” including marketing automation, sales-force automation/
CRM, digital channels, the web and social, business intelligence, and data
management.
►Accountable for all sales goals.
►Motivate and coach a team of 68 people consisting of sales leaders, AEs,
AMs, ISRs, SDRs, operations, and marketing.
►Define and manage GTM strategy to acquire new customers while retaining
and expanding across existing customers.
►Hire fantastic new talent around the world to meet the demands of customers.
Co-Founder
2019 - 2022 (3 years)
New York, New York, United States
NMS PRIME is the technology and vendor-agnostic software platform that
provides ISPs (COX, MEGA CABLE. They provide apps for provisioning,
administration, billing, monitoring, failure management, and ticketing.
Their services include a network management platform, proactive network
maintenance, agnostic provisioning, FTTx, DOCSIS, VoIP, and ticketing.
Managing Director
2017 - 2018 (1 year)
San Jose, California, United States
Roger is responsible for driving corporate strategy, business development,
client relationships, and expansion of this portfolio company business in the
Americas.
DATA ENRICHMENT
HIGHLOAD
DATA STORAGE
DATA LAKE DEVELOPMENT
DATA VISUALIZATION
DECENTRALIZED DIGITAL IDENTITY
CRYPTO PAYMENTS
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4. DISTRIBUTED LEDGERS
WHITE-LABEL PRODUCTS
SMART CONTRACTS
LOYALTY PROGRAMS
MESSENGER CRYPTO WALLETS
DATA VISUALIZATION
DATA OPTIMIZATION
REPORTING
PERFORMANCE METRICS
DATA WAREHOUSING
CONTINUOUS INTEGRATION & CONTINUOUS DELIVERY
AUTOMATION & MONITORING
CLOUD PLATFORM INTEGRATION
24/7 SUPPORT
PREDICTIVE ANALYTICS
Fastacash Pte. Ltd.
Chief Commercial Officer, Financial Services Software, Americas
2015 - 2017 (2 years)
San Francisco Bay Area
Global Payments Software fastacash™ is a data-driven global financial
software platform that transforms enterprises and entire industries by
automating and integrating complex processes for clients worldwide and
allows users to transfer value (money, airtime, gifts, other tokens of value,
etc.) along with digital content (photos, videos, music, personal recordings,
messages, advertisement videos) through any and all social networks
and messaging platforms, enabling secure and cost-effective transactions
domestically and internationally. Fastacash partners with companies and
brands in the payments, remittance, consumer products, and gaming
industries to bring its technology to the end-user in the form of co-branded
digital payment solutions. Roger owned the complete revenue & marketing
cycle management including managing the sales and marketing teams and
achieving and exceeding the revenue goals for the company.
NewNet Communication Technologies
Global Chief Sales & Marketing Officer CSMO
2012 - 2015 (3 years)
Greater Chicago Area
NewNet Communication Technologies enables global telecom operators,
equipment manufacturers, MNO's, utilities, payments, airlines, smart-grid,
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5. financial institutions, and enterprises to rapidly develop and deploy cutting-
edge and mission-critical applications that deliver feature-rich, value-added
services.
Roger's gateway organization powered over 20% of the world's online e-
commerce transaction volume with physical and virtual gateway services,
powered and transported over one billion mobile messages per day, and
deployed wireless end-to-end deployment strategies and technology; LTE,
DAS, RAN, powering over 80 high-speed network operators globally.
Within his role as Chief Sales & Marketing Officer, Roger planned, designed,
and implemented the strategy and programs across multiple product lines. He
established and maintained excellent relationships with C-level executives of
key target clients and channel partners. He directed over $140 Million P&L and
built, recruited, and mentored a team of over 90 in over 80 countries.
Roger developed recruiting, hiring, training, and management of global sales,
marketing, and customer success teams, including developing strategies and
matrices for analyzing data-driven performance. He participated actively in
strategic and business unit planning to develop reasonable and thorough
projections for annual budgets and multi-year projections.
Competencies:
• Technical sales & marketing, with a strong history of success managing large
territories and overseeing global teams.
•Turnaround siloed functional units and lines of business that lacked
accountability.
•Spectrum technology knowledge, especially across the 4G/LTE and 5G
landscape.
•Experienced with an integrator or third-party neutral host providers.
• IoT (Internet of things)
• Cybersecurity and mobile device security
• Transaction and payments processing
•Worked with customers, partners, system integrators, and independent
software vendors across multiple verticals.
Skyview Capital
Revenue Transformation Advisor Portfolio Companies
2012 - 2015 (3 years)
Greater Los Angeles Area
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6. Skyview Capital, LLC is a global private investment firm headquartered in Los
Angeles, California, which specializes in the acquisition and management of
mission-critical enterprises in the areas of technology, telecommunications,
business services, and niche manufacturing. By leveraging its operational
capabilities and financial acumen, Skyview systematically enhances the
long-term sustainable value of the businesses it acquires. The Los Angeles
Business Journal consistently recognizes Skyview as one of the leading
private equity firms in Los Angeles. To date, Skyview has successfully
completed nearly 30 transactions within its target market verticals.
PayOne
Senior Vice President Sales & Marketing (Acquired)
2007 - 2012 (5 years)
San Jose, California, United States
Payments Software PayOne, is a global leader in integrated digital
micropayments spanning mobile, MNO's, CLEC, media and entertainment,
broadband services including cross-platform and cross-product, OTT, and
other multiple digital products.
Participated in a multitude of verticals powering digital, virtual, gaming,
publishing, social media, banking, media, and entertainment markets.
Content providers have leveraged PayOne’s Carrier Network of 1200 telecom
operators in 80 countries, reaching over 4 billion consumers, to generate more
than $5 billion in new digital and micro-payments revenue.
Roger efficiently delivered services as a Head of Global Sales and Marketing.
Roger designed and developed the entire sales and marketing process
from account identification to close including revenue forecasting and sales
forecasting. He professionally assisted and mentored the team in sales
presentations including prospect identification, pitch development, and review.
He administered a team to proactively offer products to global enterprise
companies across multiple targeted verticals.
Mamma.com & Mamma Media Solutions
Senior Vice President of Sales & Marketing - Search Engine
Aggregation & Ad Network (Acquired)
2004 - 2007 (3 years)
San Francisco Bay Area
Search Engine Interactive Online and Mobile Search Platform.
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7. Strong foundation in developing programmatic advertising products, services,
and marketplace for the company-specific to the Connected TV/Over-the-Top
(OTT) market segment.
Online and mobile meta-search aggregators distributed to over 3000 global
sites in over 150 categories. A globally popular meta-search engine, Mamma
brings forth refined search results from the Web’s top search engines;
assisting users to efficiently find the information they seek online. Originally
introduced as the first meta-search engine in 1996, Mamma is also an ad
network company that offers premium traffic monetization solutions to high-
quality content publishers, and effective PPC exposure to direct Advertisers,
Affiliates, and Ad Agencies.
Senior Vice President Sales, recruited by Korn Ferry to drive new business
initiatives for Mark Cuban-backed multi-cultural company’s mobile meta-
search software.
Managed new business development and marketing activities, including
partner identification and engagement strategies, acquisition and procurement
processes, competitive assessment, and strategic planning.
Contributed to complete corporate re-positioning of the company’s
product portfolio and launched/led Mamma.com to #2 market share in search
and platform software.
Mobliss
Senior Vice President of Sales - Mobile Media & Marketing SaaS
(Acquired)
2002 - 2004 (2 years)
Greater Seattle Area
Mobliss, an Index Group Company, is the world's leading provider of mobile
media and marketing content. Mobliss provides wireless carriers, content
creators, advertisers, and marketers with the most complete and flexible
mobile delivery technology. With Mobliss, customers can choose from a
variety of proprietary tools, platforms, and systems to create and deliver mobile
games, sweepstakes, alerts, and polling solutions. Mobliss also offers other
wildly popular games such as Family Feud, Muscle Car Mayhem, American
Idol, New York Times Crossword, and Wild West Blackjack. As an Index
Group Company, Mobliss clients and services are linked to a worldwide
network encompassing innovations from the Japanese, European, and
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8. Chinese markets. Mobliss' customers include The Coca-Cola Company, USA
Networks, FOX, Toyota, and FremantleMedia in conjunction with American
Idol. Mobliss has the ability to distribute interactive content to more than 150
million registered wireless subscribers. The company's strategic wireless
partners include all major wireless carriers nationwide.
Managed a team of mobile sales and marketing professionals for the
company’s B2B operations, product development, and program management,
including program design and cross-platform mobile and web platforms.
Provided leadership in the application and strategic use of advancements in
mobile (MMS, SMS, WAP), the Internet, social media, location-based services
(LBS), interactive advertising, software, e-commerce, Software as a Service
(SaaS), consumer & enterprise platforms and applications for brands, media,
entertainment companies, corporate and mobile operators to create valuable
wireless properties to engage customers and drive marketing to create and
execute winning marketing strategies to drive profitable growth.
TruePosition
Chief Revenue Officer - Location Technology & Intelligence SaaS
Liberty Media
1998 - 2002 (4 years)
Greater New York City Area
Multi-billion-dollar media conglomerate (LIBERTY MEDIA) with interests
in QVC, DirecTV, XM Radio, TruePosition, and others; TruePosition is a
Developer and implementer of advanced wireless location products (LBS),
services, and devices in a cross-carrier environment, for use in connection
with social networks, mobile gaming companies, search companies, mobile
advertisers and providers of music, comedy, and entertainment content to
wireless devices.
Roger accelerated in delivering location positioning, context, and intelligence
services including Geo-location, Wi-Fi access points, and hybrid positioning
technology, which incorporates Wi-Fi, GPS, cell towers, IP address, and
device sensor technology.
Roger exceeded and grew services surrounded advertising segments and
behavioral insights; emphasizing data privatization and security for advertising
technology and mobile app customers. Roger maximized sales efforts in
Precision Location to power Wearables and the Internet of Things and
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9. launched products Personas and Context Accelerator to help brands reach out
to mobile consumers
Roger delivered the business and financial goals, developed and expanded
new business opportunities for #1 global leader in location determination, IoT,
media, e-911, and health market intelligence solutions.
Key deal-maker and negotiator that delivered RAN technology exclusively
deployed on over 50,000 sites to AT&T and T-Mobile wireless operators.
Built a high-performance data-driven sales-focused culture and developed the
global sales organization through recruiting and talent acquisition and channel
sales from the ground up that generated over $2B in revenue.
JPMorgan Chase & Co.
Vice President Of Network Technology TPGI
1994 - 1998 (4 years)
Greater New York City Area
JP Morgan Chase & Co. (NYSE: JPM) is a leading global financial services
firm with assets of $2.6 trillion and operations worldwide. The Firm is a leader
in investment banking, financial services for consumers and small businesses,
commercial banking, financial transaction processing, and asset management.
A component of the Dow Jones Industrial Average, JP Morgan Chase & Co.
serves millions of consumers in the United States and many of the world's
most prominent corporate, institutional, and government clients under its J.P.
Morgan and Chase brands.
Telecom analyst advising corporate leadership on the global
telecommunications portfolio of networks and companies.
Foxconn
Vice President of Sales
1991 - 1994 (3 years)
Los Angeles, California, United States
OEM ODM and aftermarket contract manufacturer (EMS) of electronics,
wireless devices, mobile phones, and accessories delivering complete design,
engineering and manufacturing, and logistics services to wireless carriers and
big-box retailers targeting CE verticals.
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10. Delivered all new business development, sales, and marketing activities for
this electronics contract manufacturer.
Managed and grew revenue by 55% by year 2 and successfully increased
market share by 34%.
Designed and developed global partner programs, brokered/developed
strategic deals with mobile operators and distributors that added 120% to the
business pipeline.
Represented the company at large trade events to improve market position
and develop market knowledge and stimulate new leads.
Managed the day-to-day operations for an organization of over 45 in sales,
marketing, and business development functions for the company.
Formed diverse business relationships with GM, Ford, Microsoft, and Nissan
to co-develop and manufacture wireless in-vehicle telematics connected car
solutions for navigation, hands-free, and mobile entertainment products and
services.
Managed a team of direct reports, agents, and channel partners.
Education
City University of New York
BSEE, Electronic Engineering
Harvard Business School
Business Process & Leadership
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