Jay Horne, Product Manager in Dallas, TX
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Jay Horne

Product Manager

Dallas, TX

Toptal member since November 5, 2019

Bio

Jay closes complex enterprise deals that thwart others. He's a sales executive with 16+ years of experience leading enterprise sales and strategic account growth. He closed $600+ million GMV deals at Uber Eats against existing DoorDash exclusives, grew a Fortune 100 MarTech account to 6x ARR with margin expansion over a handful of years, and inked the first $400,000 in deals at a 10-person startup.

Expertise

  • Account Management
  • Client Management
  • Contract Negotiation
  • Enterprise Sales
  • Mentorship & Coaching
  • Partnership Management
  • Sales Strategy
  • Strategic Partnerships

Work Experience

VP of Strategic Accounts

2024 - 2025
Invisible Technologies
  • Drove pipeline development through POC to deal proposal for $10+ million ARR opportunity with a major beverage brand to standardize tens of thousands of restaurant locations using an AI-powered brand compliance solution.
  • Advanced $2 million ARR land-and-expand enterprise deal from POC to contracting with a leading online travel platform to transform hotel property onboarding processes.
  • Nurtured a dead-on-arrival account into active contracting as a strategic partner in the AI space.

Executive Client Partner

2020 - 2024
Uber
  • Sold Uber Eats partnerships to several national brands in active strategic exclusivities with DoorDash, resulting in $700 million annual GMV on Uber Eats. Managed sales through contracting and launching over 12-18-month complex sales cycles.
  • Renegotiated a top 5 Uber Eats partnership over an intense 10-month period that included the partner's acquisition of another major brand. Delivered innovative deal terms that drove 30% growth to $600 million annual GMV with enhanced margins.
  • Sold alongside a direct report and internal partners, 1st-party delivery to the nation's largest full-service restaurant despite their committed opposition to delivery. The process took over two years and involved engagement at the CEO level.
  • Created innovative data viz proving DoorDash exclusivity pushed eaters to rivals in Uber Eats search results. Reframed partnerships from optional growth to customer loyalty must-haves. Scaled to dozens of accounts, boosting close rates significantly.

Sales & Management Consultant

2018 - 2020
Horne Consulting
  • Developed an ultra-short pitch for a device security startup to participate in a VC accelerator pitch day contest. Delivered the pitch and won the team their first investment.
  • Managed a tech consulting firm's top strategic account during the development of a large enterprise marketing app. Worked onsite with the client, remote from the consulting firm, and managed all client-facing dynamics.
  • Enhanced the product vision for an online work management startup, leading to a significant expansion of the product's TAM. The new roadmap required very little additional investment.
  • Developed the investor pitch deck for a blockchain startup and all associated details: product value, competitive analysis, go-to-market strategy, investment ask, and more.

Senior Director of Client Services

2009 - 2018
Epsilon
  • Sold expansion marketing technology services to a strategic Fortune 100 account, growing it from $2M to $12M ARR in four years while expanding account margins from 40% to 60%.
  • Sold, contracted, and delivered a three-way capability with a credit card association and a large bank to enable loyalty redemptions via text at the moment of purchase on a credit card. The program led to both redemption and spend lift among users.
  • Ideated, designed, and sold a marketing program fulfillment microsite and the associated back-end process for a bank's acquisition marketing campaign. 30,000 new clients were acquired from a competitor by giving away 1.5 billion loyalty points.
  • Sold Epsilon's 1st-ever loyalty program integration into a multi-LOB Fortune 100 bank's mobile app and solved seemingly insurmountable delivery challenges while maintaining a 70% margin on the work. The end product received industry accolades.
  • Developed and sold a 3-way partnership with an agile tech company and a large bank to deliver TaaS (test as a service) for mobile testing the bank's app.

Vice President

2008 - 2009
Viewzi
  • Sold and managed a three-way engagement between Viewzi, a global management consulting leader, and a retail powerhouse. Ensured all commercialized terms enabled rapid and full success for Viewzi in the engagement.
  • Sold and contracted the 10-person startup's first revenues (approximately $400k).
  • Developed, in concert with the CEO and CTO, a revised product roadmap to attain market fit and drive a renewed sales strategy.

Director of Product Management

2004 - 2008
Alcatel-Lucent
  • Expanded the Spatial NGN Softswitch roadmap from two clients to 15 over a span of eight months (Spatial Wireless was a startup bought by Alcatel).
  • Led product planning for concurrent development projects on three continents for the Spatial NGN Softswitch product, with each of three teams working on a roughly nine-month release cycle.
  • Managed a team of product managers and led integrated teams comprised of system engineering, development, test, commercialization, and marketing.

Education

1989 - 1993

Bachelor's Degree in Philosophy

Rice University - Houston, TX, USA

1989 - 1993

Bachelor's Degree in Electrical Engineering

Rice University - Houston, TX, USA

Skills

Tools

Zoom, Slack

Other

Contract Negotiation, Enterprise Sales, Account Management, Client Management, Sales Strategy, Strategic Partnerships, Partnership Management, Loyalty Programs, Digital Marketing, Mentorship & Coaching, Critical Thinking, Persuasion, Analytical Thinking, Complex Problem Solving, Product Development, Data Analysis, Collaboration, Product Strategy, Pitch Decks, Early-stage Startups, Startups, Commercialization, Market Fit, Pricing, CRM

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