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

Helping Canada's leading retailers leverage AI to personalize and optimize omnichannel customer experiences.

Strategic Named Account Executive, Digital | Retail

FreeGTM

www.freegtm.com 
Helping SaaS sales teams improve win rates, deal sizes and AE happiness. Hiring and assessing sales teams, providing deal coaching and live deal support to get the most out of your AEs. 
Consulted fractionally with various SaaS CEOs on sales strategy and building their first sales team including condoworks.co, hr4.com, hopintech.com and smartpaycheckout.com.

Consultant

Athennian

Athennian sells a SaaS legal entity management platform to mid-large companies. I joined as the company attempted a pivot from targeting law firms to corporate clients. I worked sales opportunities directly and built a world-class enterprise sales team. Personally closed many deals including Vista Equity Partners and the largest deal in company history at $425k ARR / $1.5m TCV.

VP Sales / Enterprise Account Executive

Avanti Software Inc.

Avanti is a Canadian SaaS payroll and HCM provider helping build better workplaces.
I rebuilt and led a small sales team and during our time we introduced outbound which tripled the opportunity pipeline and experienced a 200% YoY increase in bookings for FY19 and 200% increase again in FY20. We also implemented a buyer-focused sales process and the MEDDIC qualification methodology. I was personally involved in all key deals, flying around the nation engaging with key stakeholders to land the largest clients in company history.

VP Sales

Uberflip

Uberflip is an enterprise content marketing and sales enablement platform. It helps marketers organize different types of content by persona, content type or topic.  I managed a team as large as 70 people while still being active in key accounts such as Microsoft.  
*FY17 3 quarters over 100% of gross and net revenue targets
*FY16 111% of plan
*Improved team average deal size by over 200%
*Promoted to SVP February 1st 2017 based on consecutive quarters of over-achievement

SVP Revenue

Citrix

Citrix SAAS Division (Nasdaq: CTXS) is a global B2B cloud company that enables mobile workstyles—empowering people to work and collaborate from anywhere.
Promoted and transferred from Toronto to Raleigh, NC HQ to lead a team of ~50 seasoned sales reps and managers selling across the Eastern half of America.  My teams were based out of Raleigh, Boston, Toronto, Dallas and remote.
*2015 exceeded assigned plan
*2014 Achievers Club at 134% attainment (highest region globally)
Had the opportunity to witness and learn from a high-velocity predictable revenue machine at Sharefile (who we acquired) and participating as the sales / go to market lead for the acquisition of Grasshopper.

Country Manager, Director of Sales

Datasite

Enterprise Account Director for RBC, TD, CIBC, BMO and Scotiabank. 
DataSite offers a secure and efficient virtual data room platform for sharing critical business information for electronic due diligence, most commonly used for M&A advisory.

Strategic Account Executive

Oracle

Textura, the cloud payment and risk management solutions for large-scale construction projects.  Pre-IPO Enterprise SaaS company acquired by Oracle.

Expanded business into Canada.  Responsible for creating key partnerships, industry thought leadership, managing sales campaigns and acquiring strategic accounts.  Customers with $500 million to $8 billion in revenue and typical deal sizes $300k to $3 million.

Enterprise Account Executive

TrueCommerce

Cloud-based add-on provider for all major ERPs (SAP, Oracle, Microsoft Dynamics, SAGE etc.).  

Responsible for growing client base across the US and English Canada.  Managing and coaching a team of high-performing sales people and running operations in the Toronto office.  Player-coach with both management and individual quota responsibilities.  

Promoted from Sr Account Executive in January 2010 

Promoted from Account Executive in July 2009

Enterprise Account Executive and Regional Sales Director

Deluxe

Account Executive (Payweb payroll division)

Doing what I love and always dreamed of doing: helping senior executives at interesting companies solve complex problems. 

Enterprise SaaS sales career spanning nearly 20 years including as an enterprise hunter as well as first and second line leadership roles. Always willing to continue to grow as a practitioner and work deals myself or help coach a teammate. I've also earned an MBA from Cornell University's Johnson School of Management and an LL.M (Master of Laws in Global Business) from The University of Toronto's Faculty of Law.

taplio

The Battle

Waylon McGill

Jay Hedges

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