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

Datavail

We help clients turn data into decisions no matter where it lives… in applications, on premises, in a hybrid model, or in the cloud.

Analytics Technology Consultant

Monster.ca

• Expert in selling data-driven talent acquisition and talent management solutions 
• Extensive knowledge on international markets
• Consistently exceeded targets over 100% quota attainments
• In fact, in 2019 I was the only Canadian manager to have 25% growth YOY, in addition to being the only Canadian representative to achieve the ‘Standing Ovation Award” for achieving 100%+ of the quota assigned to them
• Participated in content development and facilitation of national Go To Market and Salesforce training. These were both enormous undertakings, but the impact on the sales and management teams was immeasurable
• As of June 2017 I assumed responsibility for all Canadian Agency business and relationships
• Thrives under full responsibility for complex, large-scale account management, including business strategy, early-stage engagement, as well as deal structuring, negotiation, and implementation
• Able to influence, motivate and lead people - staff, prospects, customers - through effective communication and personal interaction skills
• Proven record of success solving problems, managing multiple tasks, and following through with clients to ensure that expectations are met and exceeded
• Extensive knowledge on international markets

International Sales Manager

In this capacity I was part a newly designed team responsible for developing new business in the Public Sector.

• Achieved the most sales on my team in 2010
• Worked in conjunction with the Field sales representative on several RFP’s and solution designs, including, but not limited to Bruyere Continuing Care & OLG
• Sold online talent acquisition solutions and applicant tracking systems
• Consistently maintained one of the highest call volumes on my team
• Successfully changed gears and stepped in to cover an open territory for a coworker when they fell ill 
• In Q4 2010 I was given the opportunity to team with other Field sales representatives and successfully drove the most sales on my team

Government Solutions - Recruitment Consultant

Elections Ontario

Contract position

Supported a team of 20-40 customer representives while they answered inquiries and directed voters.

Customer Service Manager

Futura

Futura Rewards, a loyalty program designed to help Canadians save for financial goals by transferring cash rewards into RRSP and other savings accounts.

As a Retail Account Manager I was the B2B contact for all our Retail Partners.  In this role I performed tasks and duties normally assigned to an account manger.  In addition to these responsibilities I also:

•	Sourced, hired and managed our third party partners to ensure proper in store adoption of Futura promotional materials  
•	Developed and maintained online Partner Locator
•	Developed training material and coordinated training sessions for new and existing participating locations
•	Aligned with the studio to develop creative and copy for website and any ancillary services
•	Up sold ancillary services, including, but not limited to email blasts, analytic and banner space

Retail Account Manager

• Maintained consumer hotline
• Answered incoming inquiries from customers
• Trained new hires
• Coordinated with all departments

Customer Service Representative

AFFINA

After being initially hired as a Customer Service Representative, I was quickly promoted into the supervisory role of Escalated Assist. In this position I supervised a staff of 20 CSRs.  In this role I had the opportunity to take charge of difficult situations and complicated customer files.  I increased office efficiency and morale on the floor almost immediately.  I was cited for outstanding performance numerous times.

Team Lead, Customer Service Dept

I am an Analytics Technology Consultant at Datavail, a certified Microsoft partner that helps clients turn data into decisions no matter where it lives. I have over 14 years of experience in selling data-driven talent acquisition and management solutions, with extensive knowledge of international markets and CRM and email marketing tools.

I am also a passionate leader and mentor, who has participated in content creation and facilitation of national Go To Market and Salesforce training, and has been recognized with the Standing Ovation Award for achieving 100%+ of the quota. I empower my team members with insight, tools, and strategies to become high-impact contributors. I believe that when teams are empowered with the knowledge, confidence, and respect from their leadership teams, there are no limits to the success they can achieve.

taplio

The Battle

Waylon McGill

Iain Sandell

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