Driving high-velocity growth is what we do.
Our founders bring over 45 years of sales, executive-level leadership and operations experience in high-growth companies. Our clients benefit from a hands-on, authentic approach that delivers immediate and sustainable results.
Fusing operations excellence with a modern selling perspective.
The founders of Sales Velocity Partners, Chris Scarth and Chris Shee, crossed paths while working for a public technology company. During this time, the company experienced substantial growth fueled by comprehensive and disciplined alignment across sales and business operations.
Having experienced tremendous success with this approach, our partners developed proprietary solutions and software based on four key levers for companies in need of solutions that accelerate growth.
Get to know our team.
Chris Shee
CEO and Founder
Chris Scarth
Strategic Advisor and Founder
About Chris Shee
Chris Shee has over 27 years of experience in direct sales and executive leadership roles. Chris excels at driving revenue growth and building high-performing sales teams.
Prior to founding Sales Velocity Partners, Chris spent ten years at Benefitfocus (NASDAQ: BNFT) ascending from an individual contributor to several executive roles. As the Senior Vice President of Employer Sales, he was responsible for over 100 sales reps and delivered five consecutive quarters of 30 percent revenue growth with Chris Scarth as his complementary sales operations leader. Chris was a core member of the executive team that led Benefitfocus to one of the most successful IPOs of 2013.
Chris also spent 14 years with ADP (NASDAQ: ADP) progressing from an individual contributor to a key sales leader. Chris excelled at ADP earning 10 President’s Club awards selling to companies with 1000+ employees. He also earned a national sales leader of the year award for operating a highly successful regional field office with 35 staff.
You can reach Chris at chris.shee@salesvelocitypartners.com.
Highlights
At Benefitfocus
- Part of the executive leadership team that led the company to one of 2013’s most successful IPOs
- Earned nine President’s Club awards
- Delivered 30 percent growth over five consecutive quarters
- Led revenue growth in the central region from $400,000 to $15M during four-year period
- Scaled regional team from four to 30 during a 12-month period
- Scaled channel sales team from four to 25 members in 12 months
- Drove channel sales to 25% of overall sales
At ADP
- Achieved #1 sales leader nationally
- Earned 10 President’s Club awards
- Scaled two teams with the largest going from 15 to 40 reps over a two-year period
Key Learnings
On building consistently high-performing sales teams
- Activity and accountability are paramount to driving sales performers to reach their potential.
- A tight interview process with clearly stated and aligned goals is crucial.
- A strong onboarding process is a key step in helping create a healthy sales culture.
On sales leadership in high-growth environments
- Sales leaders need to be extremely close to all elements of the sale and wear all hats while creating a frictionless selling environment focused on hyper-growth.
On finding strategic opportunities that impact win-rate
- Custom training can yield much stronger ROI, while a well-defined process for deal optimization leads to stronger results.
- Creating a strong infrastructure of building blocks such as a Deal Desk will allow reps to thrive.
On selling into the enterprise space
- The power of surgical prospecting and a strategic selling process is essential to winning large enterprise deals.
On building an effective channel sales team
- Strong communication and strategy are essential to avoiding channel conflict and the erosion of sales culture.
Specialties
- Sales leadership
- Deal management
- Sales strategy
- Scaling sales teams
- Executive-level closing
- Sales leadership and individual contributor coaching
- New customer acquisition and closing
- Designing rewards and recognition programs
- Enterprise-wide communication
- Sales training
- Executive-level selling
About Chris Scarth
Chris Scarth has over 20 years of executive leadership experience in finance, sales operations and general management from small businesses to Fortune 200 ranging from $100M to $20B in revenue.
Prior to founding Sales Velocity Partners, Chris worked at Benefitfocus (NASDAQ: BNFT) as part of the executive leadership team for five years. He ran business units totaling $300M in revenue with P&L, revenue growth and cross-functional delivery responsibilities. In addition to his P&L responsibilities, he created the sales operations function which served as the foundation for supporting five consecutive quarters of 30 percent growth with Chris Shee as the key sales leader.
Chris also spent 16 years with CSC (now NYSE: DXC) running large IT outsourcing deals across six continents and multiple industries including automotive, healthcare, telecom and financial services. He led all aspects of finance and sales operations on CSC’s largest contracts – ranging from $100M to $900M in revenue per year.
You can reach Chris at chris.scarth@salesvelocitypartners.com.
Highlights
At Benefitfocus
- Ran business units totaling $300M
- Delivered five consecutive quarters of 30 percent growth as top sales operations leader
- Created sales operations from scratch including incentive program alignment and pipeline review discipline
- Created the company Deal Desk
- Increased global team from 100 to 900 over an 18-month period
At DXC (formerly CSC)
- Grew largest commercial account from $600M to $900M over a three-year period
- Led business units ranging from $100M to $900M
- Partnered with Big 3 US automotive companies during and through bankruptcy and increased revenue by 20 percent while reducing costs by 30 percent
Key Learnings
On accelerating growth
- Win-win value propositions deliver sales at a higher velocity.
- Strong external relationships combined with a focus on customer success can drive strong inside sales growth.
- Effective incentive plans and trips along with sales kick-offs will turbocharge sales results, while ineffective ones hinder sales results.
On the importance of organizational alignment
- Regardless of company size, alignment and frameworks that connect sales, operations and finance will quickly drive sales.
- With aggressive sales goals, gaining alignment and support across the company will exponentially increase the chances of sales success.
- Designing sound deals supported by the whole company is possible, and in turn, increases sales velocity.
On the importance of a Deal Desk
- A good Deal Desk will increase sales and increase speed.
- NPS scores are 20% higher on deals that have gone through a Deal Desk with inside sales performance increased by a similar percent as a result.
On the importance of onboarding
- Hiring the best leaders and effectively onboarding them enables quick scaling in competitive SaaS businesses.
Specialties
- P&L management
- Sales operations
- Deal structure optimization
- Contract negotiations
- Sales incentive alignment plans
- Creating winning Deal Desks
- Fostering across company sales cultures
- Global operations
- International deals
- Financial and commercial management
- Rewards and recognition
Rebecca Bernson
Principal - Sales Strategy and Execution
About Rebecca Bernson
Rebecca began her career at Xerox Corporation, where she distinguished herself for over 25 years in a variety of sales and sales leadership roles. In addition to direct sales, her experiences cover the areas of operations, inside sales, and divisional leadership.
From 2003 to 2010, Rebecca held the position as Senior Vice President of ADP National Accounts, where she was the first woman at ADP to hold this executive leadership role. She was responsible for $1.5B in revenue and over 600 associates covering sales, marketing, contracting, training, and solution support. Her key achievements in this role included the establishment of a new Strategic Market Global division, execution of a Healthcare vertical, and the first National Accounts inside sales team. Under her vision and leadership, the inside sales team grew from eight reps to over 100 and now delivers in excess of $31M annually.
In 2011, Rebecca was recruited by Bain Capital in a transformation of WorldPay US. As the Senior Vice President of Sales, her challenge was to lead the growth and reconstruction of a 350 associate division in the debit and credit card processing market with over $295M in revenue. Over a 2 year tenure, she successfully delivered the revenue, growth, and EBITDA goals established by Bain and Partners.
When Benefitfocus’ founder and CEO, Shawn Jenkins, looked for a sales and operational leader, he recruited Rebecca in 2014 to build the company’s first Sales Operations and Channel Sales division. As the Senior Vice President supporting Employer and Carrier divisions and Solution Engineering, Rebecca redesigned sales training, compensation, sales policy and initiated the first inside sales team. Additionally, she led successful strategic sales partnerships with Mercer and SAP SuccessFactors to extend Benefitfocus software into new markets.
Upon her retirement from Benefitfocus in 2018, Rebecca’s consulting practice has completed projects specializing in sales leadership, sales process, and go-to-market strategy with a focus on the healthcare and benefits administration market. Recent projects include a TPA evaluation for Cerberus Capital Management and a student loan software start-up engagement. Rebecca also serves on the board of the Georgia Center for Civic Engagement. Rebecca has distinguished her career by a willingness to assume groundbreaking initiatives. She has the ability to zero in on the vital few processes to deliver growth and to execute with clarity and discipline. Her contagious enthusiasm and reputation as a thoughtful leader has engendered loyalty and a reputation built on honesty and integrity.
Danielle Hollibaugh
Lead Implementation Manager
About Danielle Hollibaugh
Prior to joining the Sales Velocity Partners team, Danielle worked as a Sales Operations Manager at Benefitfocus, where she worked directly with Sales Leadership to provide accurate forecasting and reporting to the Executive Leadership Team. In addition to supporting high-level sales KPI reporting, Danielle also implemented and managed Callidus Cloud compensation software to build, calculate, and pay the sales team.
Danielle also spent 3 years at Bomgar Corporation where she earned her Salesforce.com Administrator certification and served as the SFDC administrator for the company. She worked on the admin side of SFDC to ensure the most relevant data was being captured and the security across the organization was intact based on individual roles. She also served as point Sales Operations partner for the International sales team, to which she provided support ranging from SFDC assistance, reporting and metrics, and quoting and booking deals.
Andy Shee
Chief Deal Driver Architect
Ethan Zuccola
Software Development
About Andy Shee
Andy Shee is a graduate of The Ohio State University where he studied Computer Science & Engineering. He works at Amazon as a software engineer, helping build and maintain their retail site.
He has contributed to our Software-as-a-Service product, The Deal Driver, as an engineer and architect – overseeing the integration into Salesforce and writing much of the core structure of the application.
Andy biked from coast to coast as part of a cancer charity in the summer of 2019.
About Ethan Zuccola
He contributes to The Deal Driver as an engineer – helping to maintain the application’s core and tackling client-specific challenges.
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