AWS · Regional Turnaround
154% Attainment
#1 Nationally with 2 Empty Seats
Enterprise Sales Director · Security, Infrastructure, AI & Data
I get results.
Ibrahim (Ibs) Lamay
Over 16 years in enterprise sales (scaling Cvent from $30M to $560M+ ARR before leading at AWS), every team I have led for 10 years has hit quota, and I hit quota every year as an IC. As the child of African immigrants raised across six countries, I bring deep hunger and a global perspective to how I build creating cultures top performers want to stay in.
154% Quota
#1 AWS Team Nationally (despite 2 empty seats)
Driven by fixing pipeline-to-launch conversion from 19% → 87% and doubling outbound opps.
See the turnaround10 / 10 Yrs
100% Team & IC Quota Attainment · 10× President's Club
Built the #1 top-selling team in 4 of 10 years with 5 sellers promoted into new roles.
See the track record$0 → $50M
Founding Strategic AM · Scaled $30M to Hyperscale
Hands on. Peaked at 287% IC quota with consistent success as a seller.
See how I leadTrack Record
The results, and how I got them.
Pick a lens, then open any card for the full story.
In their words
What it's like to work with me.
Executive Coach
Uncommon coachability and relentless execution.
"Ibrahim stands among the very best, not just in capability, but in his relentless determination to create results most would consider impossible. What sets him apart is his coachability an uncommon ability to receive hard, direct feedback without defensiveness and immediately turn it into action at a rare speed. He elevates not only performance, but the people around him."
Executive Coach & Leadership Partner
Manager
Doubled new revenue targets and elevated a 400+ person org.
"Ibrahim brought immense operational rigor, nearly doubling new revenue launched targets with a team where the majority of sellers had under six months of tenure. He elevated the broader organization doubling outbound sprint opportunities and building training that closed skill gaps across 400+ reps. Any CRO or VP looking for a transformational leader to drive predictable revenue would be lucky to have him."
Former Manager · AWS
Directs
First to arrive, last to leave—a deeply pragmatic mentor.
"Ibrahim quickly earned my respect for his intelligence, dedication, and how thoroughly he examines an issue and its solutions. He adeptly handled massive responsibilities as our team leader, often being the first to arrive and the last to leave. He helped me become much more thoughtful, considerate, and pragmatic as an enterprise salesperson. I consider him both a mentor and a friend."
Former Direct Report · Enterprise Account Executive, Cvent
Desire → Alignment → Execution.
Grounded in The Three Laws of Performance: how people is driven by how the future occurs to them. My leadership starts by rewriting the future a seller sees for themselves, aligning that ambition to shared objectives, and executing with structural integrity.
01
DESIRE
Sellers do their best work when they are chasing a future they authored. We start by defining what each person wants for their career and encouraging them to raise the ceiling of what they believe is possible.
02
ALIGNMENT
Ensure that the seller understands specfic steps they can take towards that desire while working in the team. Create goals aligned to these targets and quarterly and annual targets based on these goals.
03
EXECUTION
Execution starts with the GROW model (Goal, Reality, Options, Will). From there, we translate stated ambition into revenue through a rigorous operating rhythm. Weekly pipeline inspection, MEDDPICC qualification, and unyielding forecast accuracy. Accountabiliy Starts with me so I publically commit to attending 90% of my 1 on 1s
Five foundational pillars underneath
P1
Accountability
Accountability bridges leadership and management. It means running a predictable business: Inspecting the inputs (calls, meetings, pipeline generation) so the outputs (closed-won revenue) take care of themselves. One of the most impact things I can do as a leader is make expectations clear.
P2
Leading by Example
I hold myself to the same standard I set for sellers making open commitments to my team they can hold me to. This means setting the example for all behaviours I expect from the team.
P3
Psychological Safety
In enterprise deals, hiding a stalled pipeline or burying bad news kills team momentum. I create an environment where AEs feel safe enough to voice concerns so we can fix them.
P4
Collaboration
Culture is built with the team. When teams have input into team direction and startegy they are much more likely to follow through.
P5
Radical Candor
Roadblocks can't be overcome until they are brought to the surface. Feedback is specific, timely, and given because I'm invested in each seller's growth. I ask for the same in return.
When generative AI began reshaping the enterprise landscape, I made a deliberate choice to upskill and build with it. I completed specialized training across Pavilion, AWS Machine Learning University, and Databricks to understand the architectural realities our buyers face. To internalize that learning, I created a personal CRM with a dedicated workflow.
notion · sample data
📇 Matt T. · VP Data · Northwind (sample)
Met: Oct 13 · discovery call
Driver: AI-ready data foundation
Next: product requirements due Thu
Stage: Discovery · Linked: Northwind opportunity
All names and details are made-up samples. Real contacts stay private. Click any stage.
GTM AI BUILD 01
AI Sales Engineer Agent
Built to help sellers answer tier-1/tier-2 technical architecture questions live during discovery without bottlenecking Solutions Architects.
GTM AI BUILD 02
Internal Program & Funding Navigator
Built to help enterprise reps navigate complex internal migration funding and incentive rules in minutes.
AI & technical credentials
AWS Machine Learning University (MLU)
ML for Leaders, Generative AI & Responsible AI
Databricks
Accredited Fundamentals & Generative AI Fundamentals
Coursera
Prompt Engineering for ChatGPT
AWS
Certified Cloud Practitioner
Sales Leader, Northeast
2023 – 2025Amazon Web Services
Regional leadership of 8 direct sellers and a 15 person matrixed team.
154% of target#1 team nationallyPresident's Club 2024★ Selected for competitive executive development program- Owned revenue and 5 cross functional goals.
- 243% YoY
Sales Leader, Enterprise ISV / DNB
2021 – 2023Amazon Web Services
Helped build a new 1,000 person sales org.
Exceeded Quota · 1,000-Person Org Build48 hires interviewedPresident's Club 2021- Led 11 full-cycle account managers serving enterprise and ISV customers.
Senior Sales Manager, Enterprise
2019 – 2021Cvent
Led a 13 person organization (9 direct, 1 manager) selling to Cvent's most strategic customers through the pandemic.
9% above quota+15% new businessPresident's Club 2019- +6% renewals
Sales Manager, Enterprise
2017 – 2019Cvent
Managed 7–9 enterprise sellers
Top Enterprise teamBeat quota both yrsPresident's Club 2017President's Club 2018- designed the team's commission plan to reward lead generation.
Team Lead, Enterprise
2016 – 2017Cvent
Player coach for 2 sellers while owning Cvent's two most important customers.
#1 AE 2016150% of quotaPresident's Club 2016- All reports beat quota
Account Executive → Senior AE, Enterprise
2012 – 2016Cvent
Created the strategic account management role
287% / 181% / 159% quotaIncreased marketplace adoption by +30% adoptionPresident's Club 2013President's Club 2014President's Club 2015- became top seller year after year.
Sales Associate → Senior Sales Associate
2010 – 2012Cvent
Joined pre Series C.
Top Associate 2011President's Club 2011- Drove demand generation and set meetings for full cycle sellers.
Child of Immigrants (6 Countries)
I grew up across six countries: Nigeria, Senegal, Ethiopia, the UK, Hungary, and the US. It taught me to ask what is behind what people say, thrive in ambiguity, and work in French and English.
Languages: English (Native) · French (Professional)Economist Training (M.A. & B.A.)
Earned my M.A. in Economics at George Mason University while topping the sales board at Cvent, following a B.A. in International Affairs & Economics from James Madison University. I apply economic principles like comparative advantage and growth-share matrices directly to territory design.
M.A., Economics (GMU) · B.A., Int'l Affairs & Economics (JMU)Treasurer, The District Church
Serve as Executive Board Member and Treasurer for The District Church (1,500 member congregation in Washington, D.C.), stewarding a multi-million-dollar operating budget, co-leading a community financial enablement course, and helping oversee the financing of a ~$40M renovation project.
Executive Board Member & TreasurerExecutive & Technical Credentials
- Sponsor for Success — AWS Executive Development
- MEDDPICC Masterclass Certification
- AWS Certified Cloud Practitioner
- AWS MLU — ML for Leaders, Generative AI, Responsible AI
- Databricks — Fundamentals & Generative AI
- Prompt Engineering for ChatGPT (Coursera)
- Claude Academy: Building Effective Human-Agent Teams
Let's talk
Let's grab a virtual coffee.
No formal pitch needed. I'd love to hear what your team is building and swap notes on selling in AI.
Arlington, VA · Washington DC Metro · 540-746-8851