Salesforce

Regional Vice President, Mid-Market Canada at Salesforce

Pavilion

Executive Member

SaaStr

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Enterprise Account Executive (via WJM Ventures)

Vendr

*Role was eliminated when the enterprise segment was deprecated due to product market fit issues.

Led the enterprise sales organization reporting directly to the CEO. Team consisted of 3 sales leaders, 14 enterprise AEs and one strategic enterprise AE.

• Hired 4 AEs, 1 Manager and coached one IC to first manager position

• Helped lead transition from inbound focused team to outbound focused, including increasing AE outbound opportunity creation by over 500% QoQ (Q4-Q1)

• Launched MEDDPICC deal qualification framework across the global sales organization. Responsible for building and delivering training content, collaborating with Sales Operations to build MEDDPICC into SFDC, as well as incorporating MEDDPICC into our sales process and forecasting methodology.

• Architected and implemented a new company-wide sales process including updated deal stages, forecast categories, stage exit criteria etc. Led org wide training on the new process and collaborated on a sales process 1-pager collateral

• Maintained an average of over 7 client facing meetings per week as a 2nd line leader

Director of Sales - Enterprise

Hired to lead a team of 7 enterprise account executives focused exclusively on new business acquisition, selling into Finance, IT and Procurement personas.

• Updated ideal candidate profile and revamped hiring process, implementing Who: The A Method for Hiring topgrading methodology

• Hired 3 Account Executives

• Primary activities were co-selling and coaching, averaging over 12 client-facing meetings per week

• Collaborated with a small tiger team to develop competitive messaging and competitive selling framework

Sr. Manager Enterprise Sales

Plato 

*Sales and marketing functions were eliminated when the company decided to pivot to a new product.

Executive team member and sales leader who guided business strategy and led development of a scalable sales engine and partnership program. Developed forecasts using waterfall methodology and built corresponding sales capacity models. Established tech stack, including SFDC, Gong, Outreach, & ZoomInfo.

• Scaled team from 3 to 12 (4 AEs, Director of Partnerships, Director of BDRs, and 6 BDRs) and hired a front-line leader in <6 months. Created sales compensation plans for AEs, BDRs, and Partnerships program.

• Created and launched outbound sales motion with 6 BDRs generating ~$1M in pipeline within 5 months, closing first deal in <1 month; oversaw creation of 12 & 15 step buyer-persona-driven cadences. 

• Closed multiple 5-figure deals in Q1 achieving 96% to quota, and increased average cost per seat by 20%. 

• Coached team, implemented structured 1:1 format with weekly pulse checks, leveraged Sales Impact Academy, and relied on Gong for call training.

• Developed sales playbook, defined buyer personas, established competitive messaging, and launched an ABM approach for selling to VPs of Eng and CTOs at Mid-Market/Enterprise SaaS companies.

Head Of Sales

Indeed.com

Led 6 teams and 50 employees, overseeing hiring, training, professional development, and performance management during cultural/organizational restructure. Ensured delivery of sales goals, managed revenue forecast, and monitored team metrics. 

• Delivered $14M in quarterly revenue (112% to quota in 2021) by developing a motivated and winning culture, increasing employee training, and building stronger relationships with clients. 

• Boosted sales performance from 99% in 2019 to 117% in 2020 by increasing rep productivity over 40%, implementing repeatable selling motions, and co-leading weekly trainings with top account executives.

• Awarded 2020 Top Gun Award and recognized as top Sr. Director in Canada for achieving 117% to quota. 

• Led Canadian market in new product sales (1st of 14 peer organizations in NA), in addition to leading Indeed Canada’s Acquisitions team responsible for new logos. 

• Fostered a culture of growth and professional development, empowering employees to advance in their sales careers and become industry leaders, resulting in numerous promotions.

Senior Director of Sales

Built, coached, and developed a team of high-performing AEs. Drove prospecting, discovery, and positioning of Indeed’s products. Delivered unprecedented levels of new business and revenue growth.

• Finished 1st out of 5 Canadian Mid-Market teams in 2019 with average quota attainment of 97.6% ($14.4M); critical metric in promotion to Senior Director of Sales. 

• Recorded average of $3.6M of quarterly revenue by coaching reps using Keith Rosen's methodology, shifting focus from targeting HR to Operations, and building a repeatable playbook.

Director of Sales

Developed and executed strategic plans for territory and created forecasts to exceed business and revenue objectives. Ran full sales cycles from prospecting to close, and retained accounts to manage and upsell.

• Achieved 188% of new business target and 112% of quota over 7 quarters by networking through accounts and multithreading, identifying unrealized opportunities, and refining sales process.

• Boosted quarterly revenue from $123,653 to $669,260 in 6 quarters and slashed zero billers from 32 to one in 21 months in a locked book of 50 enterprise accounts.

National Account Executive

Clio - Legal Practice Management Software

Hired to drive revenue, accelerate growth, and establish sales development function. Built out the SDR team and function in collaboration with Sales Ops, Marketing, and the SVP of Global Sales. 

• Integral in boosting sales from $10M ARR to $30M ARR over the course of two tenures with Clio as both an IC and sales leader; teams touched 95% of all revenue. 

• Established KPIs, compensation plan, division of labour between SDRs and AEs, and handoff procedure for Sales Qualified Leads; created a book club focused on sales skills and the mental aspects of performance.

• Increased AE close rates by over 15% in first 6 months through better qualification and discovery.

Additional Accomplishments: 

2015 Q3 - 111% of MRR Quota
2015 Q4 - 127% of MRR Quota
2016 Q1 - 142% of MRR Quota

Manager - Sales Development

LinkedIn

Account Executive

Led full cycle sales for Practice Management SaaS product, selling to law firms via managing partners, IT departments and office managers. Onboarded new reps and coached them on closing large deals as third sales hire in Toronto. 

• Closed +40 deals per month to hit monthly sales targets of $5K MRR with an average deal size of $150MRR; recognized consistently as the top-performing rep company-wide. 

• Implemented new talk tracks, created upfront contracts, and leveraged structure & consistency to tighten deal cycles. 

Awards
*2014 Q2 Top Rep
*2014 Q3 Top Rep

Lyreco

Sold office products. Represented Field Sales on a committee with marketing to develop new, more relevant collateral. 

• Received 3 promotions: Account Manager to Account Executive, AE to Sr. AE and Sr. AE to Territory Sales Manager, selling into accounts spending in excess of $50K/year. 

• Top performer out of 120 reps, consistently overachieving targets (130% average) while hitting every President's Club.

Territory Sales Manager

Senior Sales Executive

Experienced sales professional with 15 years experience in selling, building teams and establishing winning cultures. Compassionate leader with a strong focus on recruiting, coaching, co-selling and data driven decision making. Passionate about people, sales and personal development.

Waylon McGill

Colin Specter

Orum 🥇

Spreading the good word about Orum and running through walls for our customers!

Senior Vice President of Revenue

Building the Best Ever sales organization @ Orum!

Orum is the latest evolution in sales technology. Plug our AI into your sales process and accelerate your top of funnel with researched prospects, good data and more meaningful conversations. 

No more waiting for Voicemails, hearing the phone ring, list building or fumbling for your account research; connect with your target clients instantly, LIVE! 

Please message me for a demo or click here https://www.orum.com/trial

VP of Sales 

CliniConnects

Investor in the CliniConnects® application - The streamlined approach to pairing physical therapists, occupational therapists with patients in the comfort of their own home.

Investor & Go-To-Market Advisor

Namely

Early employee and a top 1% contributor at Namely, helping the company soar from Series Seed to Series D ($100k to  $70million ARR).

Built LA office from ground up. 1st boots on the ground, opened office, recruited trained and ramped the highest performing team in the company

Regional Sales Manager, Los Angeles

Top SDR in history of the company.
Developed cold call scripts, voicemail scripts, built early partner / referral strategy.

Sales Development Representative

Med Athletics

Med Athletics, LLC created innovative sports medicine products infused with FDA approved Celliant™ Technology, designed to help athletes recover from muscle fatigue and overuse injury.

As the Director of Customer Development:

⧫ Developed the sales process and early pipeline into the American Physical Therapy market

⧫ First to market with FIR technology for sports medicine.

⧫ Managed sales team.

⧫ Prospecting outpatient centers, physical therapy offices and medical practices. 

⧫ Full sales cycle management: Accounts from cold call to onsite meeting and close.

⧫ Account Management for closed business, including up-sells. 

⧫ Responsible for managing & designing launch booth at the 2012 APTA conference in San Diego.

⧫ Communicated product feedback from early customers to manufacturing. Oversaw multiple product iterations and improvements.

Director of Customer Development

Amp Show

Since its inception in 2005, The AMP SHOW's  winning format of private demo rooms has provided the ideal solution to the problem all manufacturers have faced while demonstrating  musical products –oppressive sound regulation in an open hall environment.  It is now possible to evaluate amplifiers, effects, and instruments at real world levels. At the AMP SHOW, it is up to each room to regulate volume as they please, with no limitations imposed by the show or venue staff.

My responsibilities included:

⧫ Convention Operations

⧫ Ticket sales

⧫ Security

⧫ Event Management

www.ampshow.com

Sales & Operations

Signature Parking

During my years with Signature Services I was fortunate to gain extensive event management, sales and customer service experience. 

My responsibilities (mostly) consisted of:

⧫ Overseeing the site operations of 100+ employees and partner vendors at special events. 

⧫ Managing customer service for accounts at restaurants, hotels, private parties and concert venues. 

⧫  Parking Services at red carpet private parties for:
 - Oprah Winfrey's charity events at her Montecito estate 
 - President Barack Obama's 2007 Political campaign through Santa Barbara/Montecito 
 - Sarah Palin's 2007 Campaign stop at the Reagan Center 
 - James Cameron's Policeman's charity event in Gaviota
 - Jeff Bridges private parties 
 - The Kardashian wedding 
 - Ivan Reitman's superbowl parties and SB fiesta gathering
 - Personal Valet and guest list check-in for Larry Gagosian's events at the Gagosian Gallery of Beverly Hills and his private Los Angeles Estate
 - Designed, planned and executed parking logistics for Bimmer Fest 2009
 - Designed, planned and executed parking logistics for The Spartan Race of Malibu 2012

⧫ Accountability for clients and events being planned and executed smoothly.

⧫ Customer Service management.

⧫ Started Los Angeles Operations and first managing member for LA County

Senior Event Manager

I am passionate about building people up and in turn my people build up businesses to succeed in competitive markets. 

As the SVP of Sales at Orum, I lead an Elite Sales Team for The Number 1 AI-powered calling platform for revenue organizations. 

With more than ten years of experience in leading sales teams, I have a proven ability to evangelize new products, build high-performing teams, and generate pipeline, profits and revenue growth.

My core competencies include recruiting, GTM strategies, playbook creation, people development, product distribution, customer success and enablement. 

Career calling: Inspiring sales professionals to set big goals and achieve their full potential. 

I have won multiple awards for my sales performance and leadership. I am also an angel investor and advisor for AI and HealthTech companies such as CliniConnects, a startup that connects therapists with patients at home.

VP of Sales

Building Orum's world-class sales program. 

Orum is the latest evolution in sales technology. Plug our AI into your sales process and accelerate your top of funnel with researched prospects, good data and more meaningful conversations. 

No more waiting for Voicemails, hearing the phone ring, list building or fumbling for your account research; connect with your target clients instantly, LIVE! 

Please message me for a demo or click here https://www.orum.com/trial

taplio

The Battle

Waylon McGill

Colin Specter🥇

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