B2B SaaS Sales

I turn business conversations into signed contracts.

I’m Ausar McGruder, a hands-on sales leader with a software engineering background. I’ve personally closed $160K in annual school software contracts and overseen $400K+ in company revenue at KP Media Group. At Classmate360, I lead sales while remaining the primary closer and building our SDR function.

Focused on Commercial and Mid-Market Account Executive opportunities in Los Angeles or remote.

View Sales Results Download Resume

Business outcomes

$160K

Signed annual school contract value

Four signed annual agreements

$40K

Average annual school contract value

Individual annual values of $20K to $60K

2-6 weeks

Typical school sales cycle

Most deals, from first conversation to signature

$400K+

Company revenue overseen at KP

Sales leadership, June 2024 to April 2026

$850K

Investor-funded contracts negotiated

Personally negotiated and secured three development and commercialization agreements, including increasing an initial $350K contract to $400K.

Sales skills

Discovery

Understand the buyer's priorities, decision process, and business problem.

Prospecting

Build opportunities through direct outreach, introductions, and consistent follow-up.

Product Demonstrations

Connect software capabilities to the buyer's day-to-day operations.

Negotiation & Closing

Work through scope, pricing, and objections to reach a signed agreement.

Customer Relationships

Stay involved from the first conversation through implementation and delivery.

Technical Fluency

Use software and product experience to explain complex solutions clearly.

Sales Results

KP Media Group · Media

KP Media Group | Client acquisition & delivery

Led client acquisition and contract negotiations, overseeing $400K+ in company revenue while managing sales support and production delivery.

My role

As Head of Sales, I owned client acquisition, contract negotiations, and client relationships. I managed a GTM engineer and a business analyst/sales representative.

Results

Oversaw $400K+ in company revenue during June 2024 to April 2026. Outbound prospecting booked 10 to 15 meetings per month. Client work included HexClad, California Wine Festival, and ProSource Fit.

Delivery

I also worked as a producer, coordinating production crews, on-set execution, and final video delivery. My responsibility extended from securing the client to delivering the agreed work.

Classmate360 · EdTech

Classmate360 | Four signed school contracts

Personally closed four annual software agreements totaling $160K with vocational school owners in South Florida.

Context

Classmate360 is a student information system for vocational schools. I led the product from concept to MVP before becoming Head of Sales in November 2023. Buyers were school owners overseeing 1,800 to 7,000 students.

My role

As Head of Sales, I remain the primary closer while building our SDR function. I personally manage discovery, product demonstrations, pricing, negotiations, and closing. Two signed customers came through direct outreach and two through investor introductions. I also work directly with investors and engineering leadership to align product development with customer needs.

Results

Four signed annual agreements: $60K, $20K, $30K, and $50K. Total annual contract value: $160K. Average: $40K per school. Most deals closed in two to six weeks. Four partner schools signed against a contractual commitment of two.

Timing & rollout

The schools signed in November 2024, February 2025, July 2025, and January 2026. One is live and paying, one is onboarding, and two are signed and awaiting onboarding.

Sales approach

I discussed admissions, student records, audit preparation, and onboarding with school owners. Audit periods often delayed conversations, so I followed up when owners had time to evaluate the software.

Classmate360 product

Bulk student upload workflow with processing status and extracted student data — Bulk student upload
Upload, AI extraction, review, and save.

Classmate360 student management interface — Student management
Centralized student records with search, status management, and admissions actions.

Classmate360 program management interface — Program management
Program configuration for academic structure, hours, credits, and publishing.

Classmate360 cost configuration interface — Financial configuration
Flexible cost structures for tuition-related expenses and program financial planning.

About

Sales experience. Technical understanding.

I’ve worked across sales, product, and software engineering. At Classmate360, I moved from building the MVP to leading sales, personally closing customer contracts while developing our sales process and SDR function.

At KP Media Group, I led client acquisition and contract negotiations, staying involved through production and delivery.

My technical background helps me understand complex products and communicate their value to buyers. I’m focused on bringing that experience to an Account Executive role where I can continue developing as a high-performing individual contributor.

Experience

2015 → present

Head of Sales

Nov 2023 to present

Classmate360 · EdTech

Personally closed four annual SaaS agreements totaling $160K. Own full-cycle sales, including prospecting, discovery, demonstrations, negotiations, and closing. Building and leading the SDR function while remaining the primary closer.

Founding Product Manager

Feb 2022 to Nov 2023

Classmate360 · EdTech

Led Classmate360 from concept to MVP, translating school requirements into product priorities and coordinating a team of 15+ engineers, designers, and analysts.

Head of Sales

Jun 2024 to Apr 2026

KP Media Group · Media

Led client acquisition and negotiations, overseeing $400K+ in company revenue. Managed two sales/GTM staff and supported production through final delivery.

Scrum Master / Software Engineer

Nov 2019 to Feb 2022

Excella · Consulting

Led cross-functional engineering delivery and improved team velocity by 15% in four months.

Software Engineer

May 2018 to Oct 2019

GovCIO · GovTech

Built React dashboards and APIs supporting FDA and USCIS applications and data systems.

Sales Manager

Aug 2015 to Oct 2018

American Income Life · Insurance

Managed life insurance sales representatives, exceeding team sales goals by 20%. Coached prospecting, objection handling, and closing.

Toolkit

Sales tools

HubSpot
Apollo
ZoomInfo
Instantly
Clay
GoHighLevel

Analysis & workflows

Excel
OpenAI
n8n

Software

Python
React
JavaScript
Java
HTML

Collaboration

Jira
Confluence

Brands & institutions

Let's talk about your sales team.

I'm interested in Commercial and Mid-Market Account Executive roles in Los Angeles, Miami, Washington, DC, or remote.

Email: Email Ausar
LinkedIn: in/ausarmcgruder
Phone: 443-979-1623