Paynter Higgins

CRO, Fractional @ XBInsight, Inc.

About

I am an enterprise SaaS revenue leader with a long track record of building and leading high-performing sales organizations in complex global environments.Over the course of my career, I have helped scale revenue across category-defining platforms in HRTech, ERP, data, and AI, partnering closely with executive teams to translate strategy into disciplined, repeatable sales execution.The foundation of my leadership experience was built over eight years at SuccessFactors, where I progressed from individual contributor to Vice President of Enterprise Sales. During that period, I led teams across Europe and the United States, consistently ranked among the top performers globally, and played a direct role in the company’s growth from early-stage SaaS to a 3.6 billion dollar acquisition by SAP.Since then, I have been trusted with senior leadership roles at growth-stage and enterprise software companies, including Collibra, AccessFintech, Unit4, and, most recently, TechWolf. These roles have often coincided with periods of expansion or inflection, where clarity of GTM execution, leadership judgment, and enterprise credibility mattered. Across these environments, I have built teams, established sales structures, closed complex global deals, and partnered deeply with product and executive leadership.I have led and sold into multinational organizations across North America and Europe and am fluent in German, with extensive experience conducting business with executive stakeholders in Germany, Switzerland, and Austria.My leadership style is grounded in accountability, clarity, and service. I believe in building teams that understand both the mechanics of enterprise selling and the business outcomes customers are ultimately responsible for delivering. I am fluent in MEDDPIC, value-based selling, and executive-level deal strategy, and I have spent my career helping organizations scale with discipline and integrity.Today, I am focused on Director and VP sales leadership opportunities within enterprise SaaS organizations with established revenue and proven GTM motion, particularly in HRTech, AI, and data driven platforms. I am motivated by building disciplined execution within environments where revenue is already scaling.

Country

United States

City

Atlanta Metropolitan Area

Industry

Computer Software

Skill

Enterprise SaaS Sales, Go-to-market Strategy, Revenue Leadership, Global Sales Leadership, New Logo Acquisition, Enterprise Deal Strategy, Sales Organization Design, Sales Playbooks, Sales Methodologies, MEDDPIC, Human Resources Information Systems (HRIS), Enterprise Software, AI Platforms, Data Platforms, Global Accounts, Executive Stakeholder Engagement, Complex Enterprise Sales, Cloud Computing, SaaS, Software as a Service (SaaS)

Experience

CRO, Fractional

XBInsight, Inc.

2025-4 - Present · 1 yr 6 mos

United States

Supporting go to market execution and enterprise sales strategy for a growth stage SaaS company operating in the talent intelligence and assessment space. Partnering with leadership on enterprise selling motion, sales structure, and executive level deal strategy.

Enterprise SaaS and AI Platforms

Strategic Advisory and GTM Leadership

2021-1 - Present · 5 yrs 9 mos

United States

Provided senior go to market and enterprise sales leadership to growth stage and enterprise software companies during periods of expansion, transition, or market inflection. Engagements have included building sales structure, advising executive teams, supporting complex enterprise deals, and mentoring senior sales leaders across HRTech, AI, data, and SaaS platforms.

Vice President, Sales

TechWolf

2023-10 - 2025-3 · 1 yr 6 mos

Led enterprise sales and supported European expansion for a skills intelligence and AI platform serving large global organizations. Built early enterprise sales structure, partnered with strategic ecosystem players, and closed complex multinational deals while establishing a repeatable enterprise selling motion.

Vice President & Head of Sales, North America

Unit4

2022-9 - 2023-10 · 1 yr 2 mos

United States

Owned North American revenue and led cross functional teams across sales, pre sales, and business development. Delivered consistent overperformance against new ARR targets, improved renewal execution, and established a scalable cloud migration sales motion.

Executive Vice President, Global Enterprise Sales

AccessFintech

2020-12 - 2022-9 · 1 yr 10 mos

Global

Built and scaled the global enterprise sales organization during a critical growth phase, growing ARR from early stage to eight figure scale. Partnered closely with executive leadership to establish go to market structure, enterprise sales process, and repeatable execution across global financial services organizations.

Vice President, Sales, Strategic Accounts

Collibra

2017-11 - 2020-12 · 3 yrs 2 mos

United States

Led strategic accounts and global enterprise customers during a period of rapid growth, building and managing high performing teams and closing large, complex, multi year enterprise deals across regulated and data intensive industries.

Vice President, Enterprise Sales

Procore Technologies

2016 - 2017 · 1 yr

United States

Led an enterprise sales team focused on large, complex organizations, improving deal size and execution consistency during a period of rapid company growth.

Vice President, Enterprise Sales

SAP SuccessFactors

2007 - 2015 · 8 yrs

Progressed from individual contributor to Vice President of Enterprise Sales during an eight year tenure. Led enterprise sales teams across Europe and the United States, consistently ranked among the top global performers, and played a direct role in scaling the business from early stage SaaS through IPO and eventual 3.6 billion dollar acquisition by SAP. Built and led high performing enterprise teams in the DACH region and later in the United States, developed top ranked global sellers, and closed landmark multi year enterprise agreements with Fortune 100 organizations. Consistently delivered top tier performance while helping establish many of the enterprise selling practices that fueled the company’s growth. - Promoted multiple times from individual contributor to Vice President of Enterprise Sales - Six years President’s Club or Winners Circle recognition - Closed first seven & eight figure ARR enterprise agreements, including landmark global accounts

Enterprise Sales & Leadership Roles

Early Career

1993 - 2006 · 13 yrs

Unicru (acquired by Kronos), PeopleSoft, Encore Development and other enterprise software companies Built foundational enterprise software sales and leadership experience across HR, ERP, and services based platforms, contributing to multiple high growth and acquisition outcomes and developing long cycle enterprise selling expertise.