About Kevin
I've been responsible for the plan and the people carrying it out.
I'm Kevin Brown. For more than two decades, I've led sales teams across markets and industries. I've carried P&L and revenue responsibility, hired and developed managers, and coached hundreds of salespeople and managers.
Based in Brenham, Texas. Working with companies across Texas and the U.S.
Experience
What I've run, coached, and built
Over two decades, I've led sales organizations across multiple markets and industries, with responsibility for hundreds of millions in cumulative revenue.
Sales business ownership
Strategy · P&L · compensation
- I've run sales operations with responsibility for P&L, revenue, and execution.
- My decisions have spanned market priorities, hiring, compensation, reporting, and the operating cadence.
Coaching and development
Hundreds of people coached
- I've coached hundreds of salespeople and managers across multiple markets and industries.
- I've built training, onboarding, and manager routines around real sales work.
Software and AI
Development · implementation
- I develop software and implement AI for sales work.
- I bring sales operator experience to how those tools are designed and put to use.
How I work
What matters to me in the work.
Listen before changing things
The people closest to the customer usually know where the work gets stuck. I start by understanding what they see.
Give people something they can use
A strategy should help someone make a decision, coach a person, or work an account better the next week.
Invest in managers
I've seen how much one manager can change for a team when they learn to coach, give feedback, and follow through.
Say what is working
Set a clear measure, check it together, and speak plainly when something needs to change.
Why Dark Horse
Help smaller companies become the unexpected winner.
I led through the Great Financial Crisis, repeated oil and gas industry ups and downs, and COVID. In each one, the plan had to change, and I stayed responsible to the team and the business.
To me, a dark horse is the unexpected winner: a smaller company with talent larger competitors overlook. I chose the name because I want to help those companies compete through clear strategy, stronger managers, and better execution.
Outside work
Meet my family.
This is my family. We took this photo together at Texas A&M, and I wanted it here because they're a big part of my life. A page about me should show the person behind the job titles and revenue numbers.
I care about the work I do. I also care about being present for the people around me. Both shape the way I lead, coach, and work with clients.
Education & credentials
Education and professional training.
MBA in Business Data Analytics at Texas A&M (in progress), a BBA in Marketing, and professional training in revenue architecture, sales qualification, and revenue operations.
View education, certifications, and trainingSchools, providers, and dates for the full record.
Education
Mays Business School, Texas A&M University
- MBA, Business Data Analytics
Mar 2025 – Dec 2026 · In progress
Tarleton State University
- BBA, Marketing · 2001 – 2005
- Minor, Professional, Technical, Business, and Scientific Writing · 2002 – 2005
Certifications and training
Bowtie Analytics
Winning by Design
Issued Apr 2026
Growth Architecture
Winning by Design
Issued Feb 2026
Insight Engineering
Winning by Design
Issued Jan 2026
MEDDPICC Masterclass
MEDDICC
Issued Jul 2025
Advanced RevOps
Pavilion
Issued Jul 2025
Revenue Operations Certification
Revenue Operations Associates
Issued Jun 2025
Revenue Architecture
Winning by Design
Issued Jun 2025
CMT Program, Level II
CMT Association
Issued Jun 2023
CMT Program, Level I
CMT Association
Issued Feb 2023
Work with Kevin
Tell me what needs to change in sales.
Share what you're building, rebuilding, or struggling to execute. I'll read your note personally and reply by email.