Salesforce

Regional Vice President, Mid-Market Canada at Salesforce

Pavilion

Executive Member

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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

Farm Credit East, ACA

Project Manager

•Simultaneously managed multiple clients’ SaaS purchases, renewal, and negotiation processes, including reviewing and providing procurement best practices.
•Sought-after by leadership to manage legacy clients and those with complex processes.
•Requested on specialized team to further build supplier relationships and support clients with complex projects.
•Detail and results oriented workmanship; for the last two months, led the Procurement Specialist team with the most deals closed, the highest savings percentage and the shortest median days to completion for deals.
•Highly recognized for being collaborative and team focused; sat at the top of Vendr’s Bonusely recognition board for recognition from peers, colleagues and leadership.
•Chosen to represent Vendr and moderate a discussion around IT Category Management at the Procurement Foundry Forge Technology Summit held in Chicago in May 2023.
•Thrived in a rapidly changing environment and was able to competently navigate three different, homegrown CRM tools.
•Promoted to the highest level of procurement specialist within five months.

Timeline: 
Senior Procurement Operations Specialist: April 2023 - May 2023
Enterprise Procurement Specialist: October 2022 - March 2023

Senior Procurement Operations Specialist

StrategicSource

Manage our Profit Improvement Program (PIP) clients by performing the following:
•acting as the client's liaison throughout the client journey with StrategicSource 
•leading regularly scheduled calls to present new recommendations, current status of categories in the pipeline, client decisions, implementations of solutions, audit findings and any other updates or issues.
•coordinate timely communication between clients, SSI department stakeholders and suppliers
•lead our internal teams to ensure projects are being added to the pipeline and that specifications meet client objectives in an efficient and effective manner
•responsible for efficient implementation efforts once a solution is agreed upon
•coordinating communication between our clients and suppliers
•managing a minimum of 12 PIP clients at any point in time
•drafting and presenting engagement extension agreements
•leading recruiting and training efforts of new team members
•sharing industry thought leadership both internally and with our clients
•seeking out best practices, tips and notable suppliers to share amongst clients in order to optimize opportunities for revenue growth and cost reduction

Timeline:
Senior Program Manager: 2021 - 2022
Program Manager: 2018 - 2021

Senior Program Manager

•Performing Financial Audit IT Integration procedures and IT General Controls; working in tandem with our Core Financial Assurance team in order to provide the financial services clients with exceptional client experiences
•Drafting and issuing SOC 1 and SOC 2 Reports
•SOX and IT SOX Compliance 
•Operational audits that review the client’s process around a specific area.  
•Successfully owns the management of multiple engagements from start to finish that run simultaneously with each other
•Continuously developing, managing and monitoring project budgets; including owning proactive discussions with all key stakeholders, if and when, budget overages are foreseen
•Responsible for the development, coaching and providing career guidance to over twelve Staff/Senior members across numerous projects
•Demonstrated ability to assimilate seamlessly onto engagement teams and work with key stakeholders to ensure the successful completion of projects
•Successfully coordinate and lead internal training sessions in which staff receive Continued Professional Education (CPE) credit hours
•Leading recruiting management efforts at St. John Fisher College in Rochester, New York
•Leading a 12 week Global Consulting class targeted specifically for college sophomores at Syracuse University
•Effectively develop and maintain deep rooted relationships with clients; serving as a trusted advisor and partner in continuing the success of their respective businesses
•Performs in-depth research on potential clients and areas of interest for current clients
•Effectively staying up to date on the latest professional education and regulatory requirements; most notably ensuring compliance with the Public Company Accounting Oversight Board (PCAOB) standards for public clients  
•Successfully worked on some of the largest and most complex engagements in Ernst & Young’s history

EY Timeline:
EY Advisory Manager: 2016 - 2018
EY Advisory Senior: 2013 – 2016
EY Advisory Staff: 2011 – 2013

Manager; Advisory - Risk Assurance

Thomas P. Walpole, CPA

For tax seasons 2009 and 2011, worked with LaCerte Tax Software to prepare a variety personal tax returns, ranging from simple returns with very little income to complex returns with multiple income sources and deductions.  Also was a greeter to clients, worked closely with clients to receive missing information, and answered questions that they had.

I took particular interest in clients who were proprietors and those within the agricultural industry. I diligently completed Schedule Cs and Schedule Fs, reviewing information provided by clients to make sure all appropriate and relevant data was captured.

TAX  PREPARER

Seabreeze Amusement Park

Handling the park's money. I was responsible for counting and recording revenues brought in from different shifts (retail, gate, food, arcade and games), preparing "banks" for the upcoming shifts, counting money kept in the safe, discretely bringing and exchanging large sums of money with workers who served the guests, and updating the excel spreadsheets.

Counting Office Worker

Constellation Brands

Worked as an internal auditor in the business processing department of the largest wine distributor in the world.  Assisted the senior auditors with operational audits conducted both domestically and internationally; traveled internationally to assist in the performance of an audit. I also conducted SOX testing, performing reconciliations and tie outs of accounts.

Business Process Intern

EFP Rotenberg, LLP

Used ProSystems software to prepare a variety of personal tax returns for clients.  These returns ranged from simple returns with very few deductions or streams of income to more complex returns with a variety of deductions and incomes.  I worked closely with some of the partners to prepare the return. I also interacted with clients in order to obtain missing information.

Tax Intern

St. John Fisher College

Created and graded quizzes for the Introductory and Intermediate accounting classes, graded projects, and entered sensitive, confidential information into the grade books.

Assistant to Professor Fedoryshyn

Helped students with homework, prepare for quizzes and tests, and understand the concepts of Introductory and Intermediate accounting classes.  Occasionally upper level and even graduate level students would come to my sessions for assistance.

ACCOUNTING TUTOR

Chautauqua Foundation, Inc

Constantly and efficiently using computer programs such as Microsoft Word, PowerPoint, Excel, Adobe Software, QuickBooks, Proprietary Software 
Competently prepared deposits, recorded and paid vendor invoices, created customer invoices, accurately reconciled month end balances 
Willingly assisted donors daily with resolving issues that arose 
Drafted donor agreements, designed and mailed event invitations and programs, managed receipt letters, helped design and edit Annual Reports

ASSISTANT TO THE CHIEF FINANCIAL OFFICER

Project and Contract Management | Client Service obsession | Cross functional team cohesion focused | Detail oriented, thorough  and organized | Process Improvement | Confident with the C-Suite and Executives | Procurement | Tech and SaaS management | Teachable | Servant Leadership | Budget Tracking | SOW and Proposals | SOX, SOC, IT and process audits

Owner/Member and CFO of Moss Acres Farm, LLC in South Dayton, NY.  A small dairy farm that is currently owned and managed by the 3rd and 4th generation of the Moss Family. The farm was established in 1919, LLC was established on 01/01/2018.

I am a New York State certified CPA since 2012.

Professional Experiences include:
-Former Senior Procurement Operations Specialist at a tech start up; worked with clients to simplify the acquisition, renewal and  SaaS management processes by providing superior workflow and contract management and procurement process best practices.
-Four and a half years as the Senior Program Manager, which meant serving both internally and externally as the client point of contact for a unique consulting group that offers clients the ultimate opportunity to reduce costs, save time and mitigate risk through strategic spend management initiatives and solutions
- Seven years at Big 4 Public Accounting Firm, EY, as a Risk Advisory professional with experience in Financial Audit IT Integration procedures and IT General Controls, SOC 1 and SOC 2 Report Issuance, SOX and IT SOX, Internal operational audits, engagement economics, recruiting and proposals.  
-Working as the Assistant to the CFO at a prestigious and world-renowned nonprofit organization
-Two different public accounting firms during three tax seasons, one a large regional firm in the Rochester area and the other an individually owned practice
-In the Business Process department of the largest wine distributor in the world. 

Client industries served include tech companies, automotive dealerships, banking, consumer products, healthcare and insurance, government and defense, manufacturing, media, real estate; with clients ranging from Fortune 100 to smaller, private businesses.

taplio

The Battle

Waylon McGill

Danielle DeJoy Moss, CPA

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