David Porter · Enterprise Account Executive

David
Porter

Research & intelligence selling to the C-suite. 15+ years selling data, research and intelligence platforms to VP- and C-level buyers. I price on value the client can see in its own data, and I keep the clients I win: 94%+ retention over seven years.

94%+

Client retention

7 yrs · self-sourced book

108%

Of a ~$1.3M quota in 2025

Norton · $1.4M revenue

107%

Of quota, greenfield year one

EMC/Isilon · $1.9M

20:1

Client ROI, JBL.com

Per Norton case study

Pres.
Club

+ Rookie of the Year

Konica Minolta

Proof, not slides

For seven years I owned a self-sourced national book at Norton Shopping Guarantee, finishing at 104–115% of plan every year with 94%+ client retention. In 2025 that was 108% of a ~$1.3M quota ($1.4M), 80% of it from 12 new logos I sourced myself.

The method is simple: learn the client's numbers before the first meeting, bring every stakeholder into the decision early, price on value measured in their own data, and stay involved after the signature.

Before Norton I built territories from zero at Meyers Research (now Zonda) and EMC/Isilon, led a division at Robert Half, and earned President's Club at Konica Minolta. Most recently I sold Acres' AI land-intelligence platform to builders and developers.

Value-based pricing C-suite relationships Retention & expansion Executive business cases Salesforce · Gong

Experience

EMCStorage

R. HalfStaffing

Konica MinoltaManaged IT

Meyers ResearchRE intelligence

Norton Shopping GuaranteeeCommerce trust · 7 yrs

AcresAI land

201020132016201920222026

Longest run Research & intelligence platforms Foundation roles

Mar 2026 – Jun 2026

Remote · Alexandria, VA

$1.25M

Annual quota

Senior Enterprise Account Executive

Acres.com Role eliminated

Owned an enterprise territory selling Acres' AI-powered land-intelligence platform to build-to-rent developers and production home builders, carrying a $1.25M annual quota.
Positioned Acres as a unified land-intelligence platform spanning site evaluation, ownership, zoning, market context and utility risk across 12,000+ land-data layers.
Partnered with product and leadership to bring emerging AI capabilities and proprietary data into enterprise site-selection and portfolio conversations.
Led full-cycle discovery, ROI-focused demonstrations and strategic account development through complex evaluations.

Feb 2019 – Mar 2026

Arlington, VA

94%+

Client retention, 7 years

Enterprise Account Executive

Norton Shopping Guarantee (NortonLifeLock)

Hit 108% of a ~$1.3M quota in 2025 ($1.4M), 80% from 12 self-sourced new logos; 104–115% of plan across seven years, signing 8–13 new enterprise logos a year at $5K–$10K per month.
Designed value-based pricing for each client: ran bot-cleaned 50/50 A/B tests on the client's own traffic and priced at 10% of the measured revenue lift, so every contract paid for itself on paper.
Sustained 94%+ renewals by staying close to each client's results after the sale, moving clients onto multi-year agreements.
Saved the Peter Glenn account after the executive sponsor left by walking the new owner through the measured ROI line by line.
Proved a 3.39% relative conversion lift for JBL.com in a 30-day test; Norton's published case study reports a 20:1 ROI in under 30 days.
Led multi-stakeholder cycles across eCommerce, UX, IT, engineering, finance and security, building business cases from customer data.

May 2016 – Feb 2019

Beverly Hills, CA

$500K

New ARR, 4 states

Regional Sales Director

Meyers Research (now Zonda)

Built a four-state territory from scratch for a real-estate intelligence platform, selling to VP- and C-level buyers at builders, developers and institutional investors.
Generated $500K in annual recurring revenue at an average deal size of about $36K.
Secured a blanket agreement with NVR, Inc. across the Mid-Atlantic, unifying data access for its Land Acquisition and Sales teams.

2013 – 2016

Alexandria, VA

Pres. Club

+ Rookie of the Year

Managed IT Services Consultant

Konica Minolta (All Covered Division)

Earned President's Club and named Rookie of the Year.
Sold recurring managed IT services ($3K–$7K per month) to SMB and mid-market organizations.

Oct 2011 – Jan 2013

Washington, DC

#1 · 24 wks

District rank, 2012

Division Director

Robert Half Technology

Ranked #1 in the district for 24 consecutive weeks in 2012 across revenue and placement KPIs.
Led a six-person division with a $7.2M billing portfolio as a selling manager; largest personal client: Children's National Hospital.

Aug 2010 – Oct 2011

Washington, DC

107%

Of quota · $1.9M, year one

Regional Territory Manager

EMC/Isilon Systems

Hit 107% of quota in year one, building a greenfield territory from $0 to $1.9M in revenue in 12 months, selling enterprise network-attached storage to corporate and education clients.
Largest deal of that $1.9M: displaced two incumbent vendors at FINRA, closing $675K in 130 days with no proof of concept.

Results in the client's numbers

JBL.com · Norton Shopping Guarantee

20:1

ROI in under 30 days, per Norton's published case study

A 30-day A/B test on JBL's own traffic

Need: JBL wanted proof of revenue impact in its own traffic, not a vendor claim.
Approach: Bot-cleaned 50/50 split test on live traffic, then priced at 10% of the measured revenue lift.
Outcome: 3.39% relative conversion lift. The contract paid for itself on paper before signature.

Control

baseline

Test

+3.39%

FINRA · EMC/Isilon

$675K

Closed in 130 days, no proof of concept

FINRA $675K

Other deals $1.225M

Displacing two incumbents in a regulated environment

Approach: Learned FINRA's systems, risks and numbers before the first meeting, so the buyer could decide without a pilot.
Outcome: Restored real-time market surveillance; the largest deal of a $0 → $1.9M first year.

Peter Glenn · Norton

Saved

Renewal kept after the executive sponsor left

When the champion walks out the door

Risk: New owner inherited the contract with no history and no reason to keep it.
Approach: Walked the new owner through the measured ROI line by line, from their own data.
Outcome: Account retained. This is why the book held at 94%+.

NVR, Inc. · Meyers Research

Blanket

Agreement across the Mid-Atlantic

One contract for two teams

Approach: Sold to Land Acquisition and Sales together instead of one division at a time.
Outcome: Unified data access for both teams; anchor account in a four-state, $500K ARR territory built from scratch.

The quota math · Norton

$1.4M

2025 · 108% of plan

How a self-sourced book adds up

Deal size: $5K–$10K per month on 1- or 2-year terms.
Math: 10 clients × $10K/mo, or 20 × $5K/mo ≈ $1.2M a year.
Mix: 80% new business from 12 self-sourced logos, 20% renewals and expansion.

Approach

Do the homework

Learn the client's systems, risks and numbers before the first meeting. It is how FINRA bought without a pilot.

Sell to the whole room

Bring executive, finance, IT and security into the decision early, so no one vetoes it late.

Price on their numbers

Price and justify on value measured in the client's own numbers, not on a slide.

Stay after the signature

Stay involved through the term so the relationship holds, even when the sponsor changes.