Introduction
Hello, I’m Steve Lewis, living in sunny Panama City Beach, Florida. I’m excited to be leading the enterprise team at DoiT, where I get to work alongside some of the most talented and innovative people in the industry. Outside of work, you’ll often find me on the golf course, enjoying a great bottle of wine or playing a competitive game of pickleball. Always happy to connect and chat!
About Your Role & Vision
Journey to Leadership:
What inspired you to pursue a career in product Sales, and how did your journey lead you to DoiT? Sales has always been a natural fit for me, driven by my love for competition and my relentless pursuit of achievement. The fast-paced, results-oriented environment of SaaS sales perfectly aligns with my passion for setting ambitious goals and delivering impactful outcomes. Over the years, I’ve found tremendous satisfaction in not just closing deals but also building relationships, solving complex challenges, and helping customers achieve their goals through innovative technology.
Joining DoiT was an easy decision for me. The opportunity to lead and build a world-class sales organization, surrounded by some of the brightest and most talented minds in the industry, is precisely what drives me. At DoiT, I’m not only focused on achieving excellence in sales but also on fostering a culture of collaboration, innovation, and continuous growth. This role allows me to channel my competitive spirit into something meaningful, creating a team that sets new standards in SaaS sales and empowers our customers to solve their most complex cloud challenges.
Vision for Enterprise Sales:
What is your vision for the Enterprise Account Executive team at DoiT, and how do you plan to achieve it?My vision for the enterprise account executive team at DoiT is to build a world-class organization that delivers maximum performance through a culture of learning, discipline, and execution. I believe that fostering an environment where AEs are encouraged to grow, share knowledge, and refine their skills continually is the foundation for sustained success. Our disciplined approach ensures consistency, while a focus on execution guarantees that we deliver results for our customers and our business.
To achieve this vision, I am committed to hiring the best sales talent available—individuals who are not only skilled and driven but also embody the collaborative and innovative spirit that defines DoiT. By equipping this exceptional talent with the right resources, training, and support, we will empower them to solve our customers’ most complex business problems and drive meaningful value. Together, we’ll set a new standard for excellence in enterprise sales and achieve goals beyond what we thought was possible.
Defining Success:
How do you define success for the Enterprise Sales team in a fast-growing organization like DoiT?Success for the enterprise sales team at DoiT is defined by consistently exceeding expectations, those of our company, our customers, and our alliance partners. For our company, this means driving exceptional revenue growth and delivering measurable results that contribute to our overall mission. For our customers, success is about helping them solve their most complex business challenges while creating meaningful value that exceeds what they thought possible. Equally important is how we engage with our alliance partners, ensuring we maximize the value of these relationships and align efforts to deliver innovative solutions. By fostering a high-performance culture, maintaining a relentless focus on value creation, and building trust with all stakeholders, we position ourselves as a key driver of DoiT’s success in a fast-growing, dynamic market
Insights for Candidates
What are the existing GTM strategy and goals, and how do we plan to accomplish them as a new team?
Our existing GTM strategy and goals at DoiT revolve around three critical pillars: people, process, and execution.
- People: We focus on hiring the best talent in the industry, individuals who are not only highly skilled but also embody the values of collaboration, curiosity, and customer-centricity. As a new team, we are committed to fostering a culture of continuous learning and high performance, ensuring that every team member has the support and resources needed to succeed.
- Process: A clear, repeatable, and scalable process is essential for driving success. By leveraging proven methodologies and aligning our sales efforts with the needs of our customers, we create consistency and predictability in how we approach the market. We will continuously refine our processes to adapt to changes and remain agile in an evolving tech landscape.
- Execution: The best strategies mean little without flawless execution. This requires discipline, accountability, and a relentless focus on delivering results. We’ll ensure that every team member understands their role in achieving our goals and is empowered to execute confidently and precisely.
People:
We focus on hiring the best talent in the industry, individuals who are not only highly skilled but also embody the values of collaboration, curiosity, and customer-centricity. As a new team, we are committed to fostering a culture of continuous learning and high performance, ensuring that every team member has the support and resources needed to succeed.
Process:
A clear, repeatable, and scalable process is essential for driving success. By leveraging proven methodologies and aligning our sales efforts with the needs of our customers, we create consistency and predictability in how we approach the market. We will continuously refine our processes to adapt to changes and remain agile in an evolving tech landscape.
Execution:
The best strategies mean little without flawless execution. This requires discipline, accountability, and a relentless focus on delivering results. We’ll ensure that every team member understands their role in achieving our goals and is empowered to execute confidently and precisely.
By integrating these pillars, we’ll build a foundation for long-term success, driving growth and making an immediate impact as a new team.
To ensure our GTM strategy's success, we will strongly emphasize data-driven decisions and continuous inspection. By leveraging analytics and key performance indicators, we will gain actionable insights into what’s working and where improvements are needed. Regularly reviewing performance against our goals will allow us to adjust strategies and processes in real time, ensuring we stay aligned with our objectives. This commitment to data and inspection will not only drive accountability across the team but also empower us to make informed decisions that maximize our impact and deliver measurable value to our customers, partners, and DoiT. Together, these practices will solidify our foundation for sustained success and innovation in the enterprise sales landscape.
The FinOps space is currently saturated; what makes DoiT’s offering competitive in the market?
The FinOps space may be saturated, but DoiT stands out by maintaining a maniacal focus on exceeding the expectations of our customers and partners. We differentiate ourselves by prioritizing not just meeting but surpassing the unique needs of each organization we work with, ensuring tailored, impactful solutions. Additionally, we lead with AI, leveraging cutting-edge technologies to deliver insights and optimizations that are faster and smarter, enabling our customers to unlock the full potential of their cloud investments. This combination of relentless customer focus and technological innovation positions DoiT as a true leader in the FinOps market.
Expectations for Enterprise Account Executives:
What key traits and skills do you look for in Enterprise AE’s joining your team?When building the enterprise sales team, I look for Account Executives who embody a few key traits that set them apart. The ability to see the big picture is essential—they need to understand complex business landscapes and how our solutions can drive meaningful change for customers. A natural curiosity is equally essential, as it drives them to ask insightful questions, uncover underlying challenges, and identify opportunities others might miss. They must be driven by achievement, continually striving to exceed their own goals while pushing boundaries to accomplish more than they thought possible. Lastly, being an eternal optimist ensures they approach every challenge with resilience, a positive outlook, and the confidence to inspire others to achieve great things. Together, these qualities create the foundation for exceptional performance and customer impact.
Team Dynamics and Culture:
How do you envision Enterprise AE’s collaborating with other teams, such as Client Services and Marketing?DoiT’s culture is deeply rooted in innovation and adaptability, which is especially evident in our sales functions. One of the defining aspects of our culture is our commitment to failing fast and failing forward. We embrace mistakes as opportunities for growth and prioritize learning over perfection. This approach fosters creativity and enables us to adapt quickly in a competitive and ever-changing market.
I firmly believe that our greatest competitive advantage lies in our ability to learn faster than our competition. This mindset drives a culture of continuous improvement, where we encourage experimentation, take calculated risks, and leverage insights to refine our strategies. It’s this relentless focus on learning and evolving that sets our team apart and ensures we remain ahead of the curve.
Company Values
At DoiT, we prioritize the growth and development of our account executive team by investing in ongoing training and skill-building. This commitment ensures that every team member has access to the tools and knowledge they need to excel in a competitive and ever-evolving market. As a leader, this approach resonates deeply with my belief that sales training without certification is simply entertainment. Training should lead to measurable growth, mastery, and results.
We focus on providing structured, impactful training programs that are practical and results-oriented, enabling our team to tackle complex challenges confidently. We create an environment where high performance and professional growth thrive by emphasizing continuous improvement and equipping our account executives with best-in-class resources. This commitment aligns perfectly with my leadership philosophy of helping individuals unlock their full potential and achieve more than they thought possible.
Future of Enterprise Account Executives at DoiT
Innovation and Challenges:
What exciting projects or innovations are on the horizon for DoiT's Enterprise AE team?Exciting innovations are on the horizon for DoiT’s enterprise team, setting the stage for even greater success in the future. At the forefront is our commitment to best-in-class training and enablement, ensuring our team is equipped with the skills, tools, and insights needed to stay ahead in the ever-evolving tech landscape. This investment strengthens individual performance and fosters a culture of continuous learning and growth.
Additionally, our well-timed acquisition strategy is playing a key role in enhancing our ability to solve customers’ business problems. By carefully integrating complementary technologies and expertise into our offerings, we are expanding the value we deliver to clients, providing comprehensive solutions tailored to their needs.
And, of course, AI is at the center of our innovation strategy. From leveraging artificial intelligence to optimize internal processes to integrating AI-driven insights into the solutions we provide, DoiT is harnessing the power of AI to transform how we operate and how we help customers tackle their most complex challenges. Together, these initiatives position DoiT’s enterprise team as a leader in innovation, delivering cutting-edge solutions and driving meaningful impact for our clients.
Evolving Landscape:
How do you see the role of Enterprise AE’s evolving in the tech industry, and how is DoiT preparing for these changes?The role of Enterprise Account Executives (AEs) in the tech industry is evolving rapidly, driven by increasingly complex customer challenges and a highly competitive marketplace. To succeed in this environment, AEs must sharpen their focus on solving business problems, shifting from simply pitching solutions to addressing the root challenges their customers face. This means deeply understanding their clients’ pain points and tailoring their approach to deliver meaningful impact.
Equally critical is the ability to clearly define the value they provide. Enterprise AEs must articulate not only how their solution solves problems but also the measurable benefits it delivers—whether that’s cost savings, increased efficiency, or driving growth. They must also effectively describe the "absence of value" that arises from not using their solution, helping customers understand the risks and missed opportunities of inaction.
At DoiT, we prepare for these changes by equipping our AEs with best-in-class resources to support their efforts. From robust training programs and cutting-edge sales enablement tools to unparalleled access to technical expertise, we ensure our sales team has everything they need to succeed. Combining a customer-centric approach with world-class support, DoiT empowers our AEs to lead meaningful conversations, build trust, and drive results in today’s fast-paced tech landscape.
Personal Insights
Career Advice:
What advice would you give to aspiring Enterprise AEs looking to advance their careers?For aspiring account executives looking to advance their careers, one of the most impactful decisions you can make is finding a leader who inspires and challenges you. A great leader will push you to grow beyond your comfort zone, help you recognize your potential, and provide guidance as you navigate the complexities of your role. Surrounding yourself with strong leadership creates an environment where you can personally and professionally thrive.
Equally important is the willingness to reinvent yourself every two to three years. The market, technology, and customer expectations are constantly evolving, and so must you. Continuously assess your skills, knowledge, and approaches to ensure they align with the current and future demands of your industry. Reinvention isn’t about abandoning what works but adapting and refining to stay ahead.
Finally, commit to being a lifelong learner. Whether through reading, attending training programs, seeking mentorship, or simply observing others, the pursuit of knowledge and improvement will set you apart. Embrace feedback, stay curious, and challenge yourself to keep growing. Success in sales, and any career is not just about what you know today but about your ability to keep learning and evolving for tomorrow.
Lessons Learned:
What’s one valuable lesson you’ve learned as a Sales leader?One of the greatest lessons I’ve learned in my leadership journey is the importance of hiring exceptional talent, empowering them to perform at their best, and giving them the space to thrive. Great people are the foundation of any successful organization. As a leader, your role begins with finding individuals who bring the right skills, passion, curiosity, and a relentless drive to succeed.
Once you’ve built a team of top performers, your focus shifts to removing obstacles that stand in their way—whether it’s bureaucratic red tape, resource constraints, or misaligned priorities. By clearing the path, you enable your team to focus on what truly matters: achieving extraordinary results.
Finally, great leadership means knowing when to step back. When you’ve hired the right people, provided clear direction, and equipped them with the tools they need, your job is to trust them to deliver. Micromanagement stifles creativity and performance, but empowering your team to take ownership fosters growth, innovation, and a culture of accountability. Leadership isn’t about controlling outcomes; it’s about setting the stage for your people to thrive.
Leadership Philosophy:
How do you approach leadership and ensure your team feels empowered and motivated?My leadership philosophy is rooted in the belief that leadership is both an art and a science. The art lies in understanding people, what motivates and inspires them, and how to unlock their full potential. The science comes from applying proven frameworks, data, and strategies to create an environment where success is inevitable.
I believe great salespeople thrive when they are told the truth, even when it’s hard because transparency builds trust and drives growth. At the same time, they excel when given the opportunity to achieve more than they ever thought was possible. As a leader, I set the vision, provide the tools and guidance, and establish the culture that empowers individuals to push beyond their limits.
Ultimately, great leadership is about creating an environment where people feel challenged, supported, and inspired to reach new heights for themselves and the organization. It’s a balance of candor, encouragement, and unwavering commitment to excellence.
