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

NIUM

Lead global marketing and communications team, including global brand, content, communications, growth, digital, and product marketing for one of the fastest-growing global B2B payments platforms. Privileged to be part of a team bringing the next-generation, now.

Senior Vice President, Global Head of Marketing and Communications

Early Warning®

Built and led all B2B marketing and communications for Early Warning Services, a bank owned Fintech, best known for operating the Zelle payments network. Served as primary spokesperson for Zelle since its inception.


Directed Audience marketing to consumers, corporates, small businesses, and industry for banking solutions that spanned wholesale and retail.

My responsibilities include PR, crisis communications, public affairs, employee/internal communications, industry communications, social media, content marketing, sales enablement, events and demand creation.

Vice President of Communications / Vice President of B2B Marketing

Samsung Strategy and Innovation Center

Marketing and Communications for Samsung's Strategy and Innovation Center Data Center Initiative.

Led GTM planning for a stealth startup - spun out of Samsung. Work included product content development, marketing plan, brand development and naming, internal communications, etc.

Senior Director, Product Marketing

Avaya

Served as interim co-CMO.

Led a team of talented, creative and dedicated communications professionals with responsibility for international influencer relations, analyst relations, executive communications, global social media, thought leadership programs, and content marketing. Executed purpose-driven brand- and market- driving integrated campaigns that raised awareness and increased consideration. 

Check out some of the award-winning campaigns I spearheaded:

New Rules of Engagement
http://www.avaya.com/usa/new-rules-of-engagement/

Translating Tech with Ava, the Engagement Specialist
http://www.avaya.com/usa/about-avaya/our-company/company_overview/meet_ava/

Senior Director, Global Communications

NetApp

Grew and led a global team that defined and communicated all aspects of the NetApp story 
 
Led evolution of PR and Social Engagement team to data-driven content publishing

Harnessed the voices of partners to validate and reinforce NetApp business and technology strategy. Partners include Microsoft, SAP, Cisco, VMWare, Citrix, Oracle and Red Hat.

Served as lead strategist for all external communications activity, including social publishing and earned media programs

Drove proactive/reactive crisis communications and M&A work

Led company-wide social business strategy development and tactical execution

Global Director, External Communications (PR, Social Media, Sponsored Media)

Burson Cohn & Wolfe

Account leadership team member managing B2B communications campaign work for Panasonic, including programs tailored to the  government, public sector, and entertainment verticals. 

Senior communications team lead for Walmart Global e-Commerce, including mobile, social and online; consumer electronics; and, retailtainment initiatives. 

Member of the San Francisco office leadership team. 

Completed WPP Maestro training

Vice President, Technology

THX Ltd.

Built and led a team of experienced marketing communicators to further the expansion plans of one of history's iconic entertainment brands. Managed all outbound communications functions, including public relations, advertising, digital, social media, content generation, and events.

Senior Director, Marketing Communications

Microsoft

Strategic marketing for Microsoft Office, Microsoft Exchange, Unified Communications, Windows Phone, and HD DVD.

Brand Development, Experiential Marketing, Communications, and Marketing Campaigns for some of the biggest brands in technology.

Group Marketing Manager

FrontBridge Technologies (Acquired by Microsoft Corp.)

Role included media and analyst relations, collateral development, website content development, trade show coordination and event management

Marketing Communications Manager

Weber Shandwick

Public relations strategist for clients in industries ranging from Telecommunications to security and semiconductor Design Software. Represented clients such as Mentor Graphics, Ingram Micro and Toshiba. Won industry awards for program excellence and was recognized in 2002 by PR Week Magazine as one of the top young PR professionals in the country.

Group Manager

Marketing and Communications Leader with more than 20 years of award-winning experience at multinational corporations, startups, and agencies. Boardroom confidante. Crisis diffuser. Team builder. Teams I lead deliver immediate results. 

Innovative expert in all aspects of marketing and brand communications, from content marketing and demand creation to internal/external/executive communications and digital. Equally adept at quantitative and qualitative aspects of marketing. Seasoned, trusted C-suite navigator. 

Exceptional writer, presenter, and evangelist for technology and business. Extensive experience leading global teams. Collaborative leader, multiplier, mentor, and coach.

**All views expressed on this profile are my own**

taplio

The Battle

Waylon McGill

Jeremiah Glodoveza

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