I started my career with dirt under my fingernails. Now I sell the future.
The career looks all over the place. The pattern never changed.
Zipline engineer. Gardener. Tree climber. Certified arborist. Certified plant nerd. Commercial landscape closer. Business builder. Hip hop children's book author. ITIL-certified ITSM nerd. And today: Strategic Enterprise AE at Salesforce, leading the charge on AI-native selling.
Whatever I sell, I become an expert in it. I get certified in my customers' world, build the thing everyone said someone should build, then teach everyone else how.
This year, the thing I built was a full AI-native sales system. It spread to over 1,000 sellers and changed how Salesforce goes to market. The whole story is on this desktop.
// start with fit.cfg, or go straight for the side quests. they pop for a reason.
Four things, with the evidence attached.
No need to take my word for any of this. Each card expands into the specifics.
Enterprise Credibility
Ten years of selling into rooms where the buyer has seen every pitch before. Landscape contracts at first, then software, now $300B+ strategic accounts at Salesforce.
- At Salesforce, I cover strategic enterprise accounts across manufacturing, automotive, and energy: Honeywell, GM, Ford, Chevron, ExxonMobil, and a few others in that range.
- Before that, I ran a GEO territory at DocuSign covering $1B–$25B customers. My best year I hit 198% of quota, ahead of reps with a decade more SaaS tenure than me.
- Both moves landed me on brand-new product lines with no playbook and no reference customers. That's kind of become the pattern.
- And before software: I grew a commercial landscape business from $21M to $30M+ in under a year, including a multi-year contract on Qualcomm's corporate campus. Different industry, same job: earn trust with people who've been burned before.
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AI-Native Workflow Mastery
I rebuilt my sales workflow around Claude Code, Claude Cowork, and MCP integrations I wrote myself. It runs my account prep now.
- CRM data, Slack context, and live research all flow through MCP into one workflow. I built the integrations. No engineering team handed them to me.
- The output is account-specific: microsites, exec briefings, tailored account plans. Not decks with the customer's logo swapped in. See ai-stack.yaml on this desktop.
- The whole thing runs from the command line in Claude Code. A handful of prompts, a few minutes of prep per account. Version-controlled in GitHub like any other piece of software.
- I use ChatGPT Enterprise for deep research when it's the right tool, and I'll pick up whatever's next. The stack isn't the point, being fluent enough to build with it is.
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Technical & Consultative Selling
Comfortable opening my laptop mid-meeting and just showing customers the answer.
- I got ITIL® v5 certified so I could think the way my buyers think, not just sell to them.
- On calls, I'll open the product, answer the question live, or walk through a custom workflow I built, like a ServiceNow-to-our-platform data migration I put together for a specific customer.
- I don't wait for a solutions engineer to be free. If a prospect has a question, they get an answer that day.
- Then I translate all of it back into something an exec sponsor will actually read. Both sides of that translation matter.
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The Enablement Builder
I joined a startup-inside-Salesforce selling ITSM with zero ITSM experience. So did most of the team. So I built the ramp.
- I vibe-coded gamified learning courses covering the technical guts of the product: CMDB, CI discovery, relationship mapping, compliance, first for me, then for the rest of the team.
- The point was to actually understand what we were selling, not just memorize talking points. It worked: I stopped needing an SE on my calls.
- I also helped teammates spin up their own demo orgs and keep them current using Claude Code, so they could run demos themselves instead of waiting in the queue.
- Same pattern every time: see the gap, build the thing, teach everyone else how to use it.
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My AI Stack
Not a prompting habit. A system with inputs, processing, and outputs, like any other piece of infrastructure.
- Salesforce
- Slack
- Customer documents
- Earnings calls
- Websites
- Internal notes
- MCP
- LLM
- Agentic coding tools
- GitHub repos
- Prompt frameworks
- Context management
- Account plans
- Executive briefings
- Customer microsites
- ROI calculators
- Recorded demos
- Competitive positioning
How it actually runs
What customers actually get
The most interesting thing wasn't the workflow. It was the adoption.
Anyone can build a personal AI workflow. The part worth paying attention to is what happened after.
Straight from Slack.
Straight from the horse's mouth: a sales leader's note after an enablement session, and a colleague documenting the workflow so it didn't depend on me.
Three engagements, expanded on request.
Customer specifics are redacted where confidential. Ask me directly for anything that needs more depth.
Fortune 500 Manufacturing
Challenge
A Fortune 500 manufacturing prospect was evaluating a new IT and HR service product against entrenched ITSM incumbents, with no existing reference customers in this category to point to. ITSM is also big, complex, and mission-critical: a CIO at a $300B-revenue company isn't going to rip out the architecture running their entire business for something relatively untested.
Approach
Used the AI stack to build a white-labeled, account-specific evaluation experience pulling in their real context, rather than handing over a generic deck: interactive vision, ROI calculators tied to their outcomes, recorded demos specific to their business. Also built a pilot program, with partner buy-in, packaging the most foundational components of the solution so the customer could see the full vision and test and build on their own, including how to use agentic coding tools to extend the solution themselves: a multimillion-dollar solution for close to zero dollars.
Output
A live, custom evaluation experience built in hours, not weeks, that let the customer validate the solution on their own terms before a single conversation. A white paper version of the same work went directly to the customer. The pilot program was packaged so other accounts can run it too.
Result
That white paper got us into the conversation for a $25M opportunity. The account is currently running its technical evaluation of the platform.
Global Energy Company
I'm being careful about what's shareable here without sign-off from the account team. Happy to walk through the real specifics live rather than post them publicly.
Competitive Takeout
Same redaction logic as above. This one involves a named competitor and a named account, so I'd rather talk through it directly than write the specifics here.
Pass The Foundation
I sell a brand-new agentic ITSM solution at Salesforce, which means going up against ServiceNow, one of the largest legacy IT companies in the world, at accounts deeply entrenched with them. I needed credibility with IT buyers fast, so I got ITIL certified to speak my customers' language.
The prep courses on the market were slow, dry, and overpriced. So I built a better one: interactive learning modules, full mock exams, flashcards, and a weekend study plan. Then I gave it away for free: to my coworkers, so they could get certified and speak the language of our customers too, and to aspiring IT professionals who need to pass their ITIL exam to get into the trade.
passthefoundation.com →JAWZEEZY
A COVID project: I didn't want the pandemic to end without having built something interesting and unique. So I wrote a board book for my kids about a rapping shark, the world's first read-along hip hop children's book, complete with an actual recorded rap so kids can learn the flow and read along.
Printed in the USA, sold online, and rooted in hip-hop-based education research on using rhythm to build early literacy. Also proof that "creative output" on this desktop isn't a resume word.
jawzeezy.com →The path that got here.
The tools changed. The job didn't.
I've spent my career helping people adopt new technology, and becoming an expert in whatever I sell. AI is just the newest version of that.
Strategic Enterprise AE, Salesforce
Enterprise AE, DocuSign
Sr. Business Development Manager, Monarch & Andre Landscape
Senior Business Development Manager, Four Seasons Tree Care
Yes, I'm in North Carolina.
Moved from California in November 2024, closer to family after my father's Parkinson's diagnosis.
I'd like to keep doing this from the inside.
I've spent my career helping organizations adopt technology that made people nervous. This year I built my own workflows and GTM tools with AI-native tooling, taught hundreds of others how, and watched it spread like wildfire throughout Salesforce. The companies building this future are the ones I want to build for next.
Travis
You explored the whole desktop. I'd call that qualified interest.
You've now seen the pattern up close: ropes course engineer to arborist to commercial closer to AI-native strategic seller. Every stop, the same move. Go deeper than anyone expects, build the thing, teach everyone else.
The next thing I want to master is selling for the company building this future. If you're reading this from inside one of those companies, the buttons below are for you.