Fractional Sales Leadership
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Case Study

Executive-Led Deal Close: $600K E-Commerce Opportunity

A PE-backed MarTech company's Account Executive secured the largest deal in team history through hands-on executive engagement, value-based selling, and strategic stakeholder alignment with a leading e-commerce retailer.

$600K
ACV closed—largest in team history
5 months
Sales cycle duration
On-site
Executive support in Las Vegas
100%
Referenceable customer account

The Challenge

A PE-backed MarTech company's Account Executive had been working a significant opportunity with a leading e-commerce retailer for five months. The deal had reached critical final stages with several challenges.

  • Opportunity represented $600K ACV—the largest potential deal in team history.
  • Final negotiations required executive-level involvement to demonstrate commitment.
  • Pricing concerns and competitive pressure threatened to derail the deal.
  • Multiple stakeholders across Marketing, IT, and Operations needed alignment.
  • Deal required business case justification at the CFO level.

Our Solution

Hands-On Executive Engagement Strategy.

  • Head of Sales flew to Las Vegas to meet with customer's executive team alongside the Account Executive.
  • Conducted business value review showing quantified ROI based on customer engagement metrics and personalization capabilities.
  • Addressed pricing objections by reframing conversation around customer lifetime value improvements versus point solution costs.
  • Met with key decision-makers to ensure cross-functional buy-in and address departmental concerns.
  • Built rapport with CFO sponsor and secured commitment to move forward.

Results & Impact

  • Closed $600K ACV deal—the largest in team history.
  • Deal became internal case study for value-based selling approach.
  • Shared methodology at company Sales Kickoff as model for enterprise deal execution.
  • Customer became referenceable account for other e-commerce and retail prospects.
  • Demonstrated executive accessibility and commitment to major accounts.
  • Strengthened AE confidence and capability in handling complex enterprise negotiations.

Client Feedback

"When your largest deal needs executive support, you show up. Flying to Las Vegas to sit alongside my AE wasn't just about closing this specific deal—it was about demonstrating to the entire team that I'm willing to get in the trenches with them when it matters most."
— Head of Sales, PE-backed MarTech Company