Skip Lane
Atlanta,United State
Summary
CEO | CRO | SaaS, Technology & Commercial Growth Executive
Executive leader with 20+ years of experience driving enterprise growth, revenue transformation, go to market strategy, M&A, and organizational scale across telecommunications, SaaS, cloud, and technology enabled businesses. Proven record of leading P&L operations, building high-performance commercial organizations, raising capital, developing strategic partnerships, and creating enterprise value across venture backed, private and public company environments.
Track record includes scaling a telecommunications business from approximately $5M to $40M+ in revenue, raising $20M+ in capital, completing five acquisitions, and leading integration and organizational growth. As a commercial executive, transformed new sales performance from below 20% to 450% quota attainment, increased channel revenue by more than 400%, expanded active revenue producing partners by 4×, and delivered significant improvements in TCV, ARPU and customer economics.
Combines CEO-level enterprise leadership with deep commercial expertise across GTM strategy, revenue growth, sales and marketing leadership, channel ecosystems, strategic partnerships, M&A, capital strategy, Board and investor engagement, and operating performance. Experienced in building and restructuring organizations, aligning commercial strategy with P&L objectives, and developing scalable growth engines designed to improve revenue performance and long-term enterprise value.
Overview
1
1
Language
2024
2024
years of professional experience
Work History
CHIEF REVENUE OFFICER (CRO)
S-NET COMMUNICATIONS, INC.
Chicago, IL
06.2022 - 07.2023
- Rebuilt the commercial operating model and transformed new-sales performance, increasing quota attainment from below 20% to 450% within five months through KPI discipline, sales-process redesign, performance management and targeted incentives.
- Led enterprise-wide revenue strategy across sales, channel partnerships, sales engineering, account management, wholesale and dealer channels, aligning commercial functions around revenue growth, operating discipline and strategic execution.
- Rebuilt the channel and partner ecosystem, quadrupling active revenue-generating partners within nine months through structured partner qualification, recruitment, onboarding, enablement and performance management.
- Increased monthly new-partner presentations by 600%, enhancing the pipeline of commercial opportunities.
- Built and optimized marketing, lead-generation and inside-sales capabilities, recruiting marketing leadership and developing inbound, cross-sell, and upsell programs to drive revenue.
- Increased sales headcount by 400% within six months while improving sales-team retention by 50%, strengthening organizational capacity during a period of commercial transformation.
- Reduced recruiting costs by approximately $20,000 per month while increasing the flow of qualified candidates through a disciplined talent-acquisition process.
- Partnered across leadership functions to align revenue strategy, resources, customer acquisition, partner performance and operating priorities.
SENIOR VICE PRESIDENT, CHANNEL SALES, NORTH AMERICA
SANGOMA TECHNOLOGIES (FORMERLY STAR2STAR COMMUNICATIONS)
Sarasota, FL
03.2016 - 01.2022
- Directed national sales, marketing, and business-development strategy across direct enterprise, indirect, inside-sales, wholesale, and VAR/agent channels to enhance market reach and customer engagement.
- Increased new revenue by 50% within six months while materially improving partner and employee retention through stronger engagement, processes and performance management.
- Increased ARPU by 340% and TCV by 900% through pricing, product differentiation and longer-term contract structures.
- Directed national sales, marketing and business-development strategy across direct enterprise, indirect, inside-sales, wholesale and VAR/agent channels.
- Led product development, product management, sales enablement and training initiatives, connecting commercial strategy with product positioning and market execution.
- Established commercial infrastructure to facilitate recurring revenue growth across direct and partner-led channels, ensuring sustainable business operations.
ACTING CHIEF REVENUE OFFICER (CRO) / ACTING PRESIDENT
Star2Star Communications
09.2015 - 03.2016
- Provided executive leadership during the search for a permanent President, overseeing revenue operations, sales engineering, strategic channel sales, inside account management, wholesale and dealer sales.
- Directed 7 direct and 65 indirect reports, aligning revenue organizations to enhance commercial performance and operational efficiency.
- Led revenue strategy, channel programs, and budget management while executing cross-functional commercial initiatives during executive transition.
- Partnered with senior leadership to maintain business continuity, revenue performance and organizational alignment during the transition.
SENIOR VICE PRESIDENT, STRATEGIC CHANNEL SALES
Star2Star Communications
01.2014 - 01.2015
- Built the company's fastest-growing and most profitable channel within nine months by prioritizing larger strategic partners, strengthening partner acquisition strategies, and optimizing channel sales execution.
- Established and managed channel partner sales KPIs, quotas, and compensation programs to align performance with strategic revenue objectives and enhance partner profitability.
- Directed a national team of channel managers responsible for Master Agents, distributors, wholesale, and VAR partner sales, driving strategic channel development, revenue growth, partner acquisition, and sales performance.
- Established and managed channel partner sales KPIs, quotas, and compensation programs, aligning team performance with strategic revenue objectives and partner profitability.
- Reengineered strategic sales organization by redefining job descriptions, establishing ideal sales representative profiles, and restructuring the team while recruiting high-performing talent from competitors.
- Expanded Master Agent partner network by recruiting leading channel organizations, enabling broader product distribution through their dealer and agent networks.
EXECUTIVE VICE PRESIDENT, SALES, MARKETING, AND BUSINESS DEVELOPMENT
PANTERRA NETWORKS
Sunnyvale, CA
01.2011 - 01.2013
- Doubled Master Agency revenue within 12 months by improving partner productivity, account development and sales execution.
- Increased TCV by 70% to $35M while doubling average end-user client size.
- Doubled Master Agency revenue within 12 months by enhancing partner productivity, account development, and sales execution, significantly boosting overall performance.
- Increased inbound lead volume by 150% through web-based marketing, lead-generation programs and strategic lead acquisition.
- Redesigned partner incentives to support longer-term contracts, extending average contract duration from approximately 36 to 60 months.
- Redesigned partner incentives to support longer-term contracts, extending average contract duration from 36 to 60 months, improving revenue stability.
- Increased inbound lead volume by 150% through web marketing, lead-generation programs, and strategic lead acquisition, enhancing sales pipeline.
- Contributed to commercial scaling from approximately $65M to more than $140M in annual revenue ahead of the company's later transaction with Sangoma.
CHIEF EXECUTIVE OFFICER (CEO) / MANAGING PARTNER / OWNER
REVENUE VELOCITY
01.2008 - 01.2011
- Developed and executed revenue-growth strategies for market expansion, distribution models, channel development, strategic partnerships, and scalable commercial programs, driving increased market share.
- Provided executive leadership and P&L accountability across SaaS, telecommunications, and IT-services clients, advising leadership teams on growth strategies that enhanced commercial performance.
- Guided executive teams through growth and transformation initiatives, enhancing organizational structure and leadership capabilities to optimize revenue operations.
- Built and rebuilt sales and business-development organizations, establishing leadership structures, KPIs, sales processes, compensation frameworks and accountability systems.
- Developed GTM budgets and resource-allocation plans across sales, demand generation, channel development and commercial investment.
SENIOR VICE PRESIDENT, SALES AND BUSINESS DEVELOPMENT
INTELLIVERSE
01.2007 - 01.2008
- Directed national sales and business-development strategy across direct, channel, enterprise, inside-sales and strategic-account initiatives.
- Developed GTM strategies, sales plans, quotas, KPIs and performance programs aligned with corporate revenue objectives.
- Built strategic partner relationships, expanding partner-generated revenue through targeted recruitment and account development initiatives.
- Established pipeline, CRM, forecasting and sales-performance processes to improve revenue visibility and execution.
- Established pipeline, CRM, forecasting, and sales-performance processes, enhancing revenue visibility and execution effectiveness.
- Collaborated with marketing, product, operations, and finance teams to strengthen customer acquisition and improve commercial performance.
PRESIDENT AND CEO
NETWORK ONE
- Served as President and CEO of a VC-backed telecommunications company, leading enterprise strategy, P&L, capital formation, acquisitions, operations and organizational growth across approximately 185 employees.
- Scaled annual revenue from approximately $5M to more than $40M through a combination of organic expansion and acquisition-driven growth.
- Raised more than $20M through senior debt, mezzanine financing and equity to fund acquisitions, geographic expansion, operating growth and strategic investments.
- Completed five acquisitions over five years and integrated each acquired business within approximately 6–9 months, aligning organizations, operations, commercial functions and strategic priorities.
- Directed enterprise-wide budgeting, forecasting, resource allocation, and growth investment to enhance operating performance while scaling the organization.
- Collaborated with the Board, investors, lenders, executive leadership, and strategic stakeholders to shape capital strategy, evaluate transactions, execute acquisitions, manage risk, and drive enterprise value.
- Guided the company through strategic exit in 2001, culminating five years of organic and acquisition-driven growth.
CEO / MANAGING PARTNER — CONSULTING
REVENUE VELOCITY
- Developed comprehensive go-to-market and revenue growth strategies, including market expansion, distribution models, channel development, strategic partnerships, and scalable commercial programs.
- Developed go-to-market and revenue growth strategies, focusing on market expansion, distribution models, channel development, strategic partnerships, and scalable commercial programs to drive business growth.
- Advised SaaS, telecommunications, and IT services leadership teams on revenue build-outs, organizational development, sales execution, partner strategy, and operational improvements.
- Designed sales compensation and incentive plans to align with revenue objectives and organizational priorities, enabling sustainable commercial growth.
- Built and rebuilt sales and business development organizations, establishing leadership structures, team capabilities, KPIs, sales processes, performance expectations, and accountability systems.
- Designed sales compensation and incentive plans aligned with revenue objectives, productivity expectations, organizational priorities, and sustainable commercial growth.
- Guided executive teams through growth and transformation initiatives, enhancing organizational structure and leadership capabilities while instilling financial discipline and scalable revenue operations.
Education
Bachelor of Science - Business Administration & Marketing
RADFORD UNIVERSITY
Radford, VASkills
- Sales & Commercial Leadership
- Revenue transformation
- Go-to-Market (GTM) Strategy
- Revenue Optimization
- Customer acquisition
- Customer Retention
- Business Development
- Partnership development
- Sales Strategy
- Revenue operations
- Performance forecasting
- Enterprise Strategy
- CEO & P&L Leadership
- Organizational leadership
- M&A integration
- Value creation
Awards
- PRESIDENT'S CLUB WINNER, 6 of last 7 years, Sangoma/ Star2Star, INC 500/5000 WINNER, 5 years in a row, Network One
- Atlanta Telecom Professionals, CEO Council, COMPTEL (Competitive Telecommunications Association), Wireless Technology Forum
Languages
English
Proficient
C2
Timeline
CHIEF REVENUE OFFICER (CRO)
S-NET COMMUNICATIONS, INC.
06.2022 - 07.2023
SENIOR VICE PRESIDENT, CHANNEL SALES, NORTH AMERICA
SANGOMA TECHNOLOGIES (FORMERLY STAR2STAR COMMUNICATIONS)
03.2016 - 01.2022
ACTING CHIEF REVENUE OFFICER (CRO) / ACTING PRESIDENT
Star2Star Communications
09.2015 - 03.2016
SENIOR VICE PRESIDENT, STRATEGIC CHANNEL SALES
Star2Star Communications
01.2014 - 01.2015
EXECUTIVE VICE PRESIDENT, SALES, MARKETING, AND BUSINESS DEVELOPMENT
PANTERRA NETWORKS
01.2011 - 01.2013
CHIEF EXECUTIVE OFFICER (CEO) / MANAGING PARTNER / OWNER
REVENUE VELOCITY
01.2008 - 01.2011
SENIOR VICE PRESIDENT, SALES AND BUSINESS DEVELOPMENT
INTELLIVERSE
01.2007 - 01.2008
CEO / MANAGING PARTNER — CONSULTING
REVENUE VELOCITY
PRESIDENT AND CEO
NETWORK ONE
Bachelor of Science - Business Administration & Marketing
RADFORD UNIVERSITY