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

The Sage Group

Event Specialist at Box

West Valley Dance Company

Dance Instructor

Nium

Executed event experiences end-to-end for all regional and global events
Created and implemented thorough digital event marketing strategies aimed at enhancing company event visibility and fostering heightened audience engagement
Managed event budget, invoicing, and payments to vendors
Created a global event strategy to drive the pipeline for the Sales team
Coordinated event agendas, speaking engagements, and communications with other departments
Developed overall event marketing plan for pre- to post-event
Created and documented event strategies for various styles and event sizes including: Executive dinners, Roadshows, Internal events, Trade show booths, Golf tournaments, etc.
Supported management of planning tools, including budget tracking, project timeline, staffing, registration platforms, activities, transportation, and hotel room blocks
Utilized social media platforms, email campaigns, and online advertising to boost attendance and encourage active participation in both virtual and hybrid events
Coordinated content, graphic development, and production of program collateral and signage
Project managed 3 event contractors in different regions globally
Established event goals and metrics, and tracked results through the revenue funnel
Employed data analytics and tracking tools to evaluate the effectiveness of digital event marketing initiatives, implementing improvements for subsequent campaigns
Onboarded and managed all outside vendors- gifting, swag, collateral, etc.
Presented all event plans in monthly all hands, sales meetings and yearly sales kick offs.

Senior Manager- Global Events

Signifyd

Planned and executed all events.
Developed and executed comprehensive digital event marketing strategies to promote company events and increase audience engagement.
Oversaw and managed event timeline and plan
Managed event budget, invoicing, and payments 
Coordinated content, graphic development, and production of program collateral 
Managed all aspects of venue & 3rd party coordination
Leveraged social media platforms, email campaigns, and online advertising to drive attendance and participation in virtual and hybrid events
Partnered with Sales and Marketing teams to develop plans that produce quality leads while optimizing ROI
Established event goals and metrics, and tracked results through the revenue funnel
Managed Event Operations Manager and all Event Contractors
Collaborated with cross functional teams to coordinate event agendas, speaking engagements, and communications
Presented all event plans in monthly all hands, sales meetings and yearly sales kick offs.  
Created and documented event strategies for various styles and event sizes including: Executive dinners, Roadshows, Internal events, Trade show booths etc.
Utilized data analytics and tracking tools to assess the performance of digital event marketing initiatives and implemented optimizations for future campaigns

Head of Event Marketing

Astound Commerce

Created yearly marketing plan and budget
Quarterly planning, execution, and management of Marketing Development Funds and ROI
Managed all research analyst relationships from the top 3 research houses (Gartner, Forrester, and IDC)
Event planning and execution: logistics, design and dispersion of collateral/campaigns leading up to event, ROI reports
Managed a cross country team of 5 to support Marketing for North America
Managed partner relationships: Joint programs, campaigns, market development funds and events
Scheduled and maintained social media content using programs such as Buffer and Hootsuite
Tradeshow Management: design, production, and all other logistical planning for the booth
Coordinated and acted as project manager on all marketing projects, including managing 3rd party vendors (videographers, design firms, and swag designers)
Created a tradeshow database of over 1,100 US tradeshows for our team to attend and use for digital marketing purposes. 
Acted as the liaison between our company and our contracted PR firm.  Met on a weekly basis to make sure all case studies, research papers, etc. were all moving forward in a timely matter
Worked closely with the Sales team and clients to create customer testimonials and created an internal library for the team to reference when needed
Created over 30 employee "What is our Story" videos to be used for promotion on our website or social media

Marketing and Community Manager- North America

BlueChipTek

Development, implementation, and maintenance of company-wide Marketing Plan
Creation and execution of all integrated channel marketing campaigns and programs
Quarterly planning, execution, and management of Marketing Development Funds and ROI
Management of all 3rd party vendors and customers
Website development and maintenance with emphasis on SEO and keyword placement
Social Media content development, visual design, and audience/follower development including Facebook, Twitter, and Linkedin.  Increased Linkedin followers by 705% and Twitter impressions by 174%.
Design, production, and dissemination of strategic collateral
Event planning and execution: logistics, design and dispersion of collateral/campaigns leading up to event, ROI reports
Planned an average of 30 events per year with a total of over 525 attendees yearly which resulted in an increase of 40% in sales.  
Creation, ongoing development, and ownership of co-branded marketing campaign automation, co-branded collateral, newsletters,  sales and marketing content.
Content creation for strategic solution marketing programs
Maximize online reviews and ratings in regards to Glassdoor, Yelp, etc.
Created and documented event strategies for various styles and event sizes including: Executive dinners, Roadshows, Internal events, Trade show booths, Golf tournaments, etc.

Marketing Manager

Action Day/Primary Plus

Supported the Director of the site.
In charge of staffing for the site 
Scheduled monthly fields trips for the children
Ordered all office/ classroom supplies for all ten sites.
Orchestrated meetings with teachers regarding children’s behavior
Orchestrated meetings with parents regarding any concerns that they may have had
Organized all fundraisers for the school
Organized all special events at the site, such as Mommy and Me and graduation.
Called all potential enrollments on a monthly basis to keep them updated on specials
Gave tours of our site to potential enrolling families 
Attended many city functions including chamber of commerce events in order to promote the business.

Assistant Director

St. Francis Career College

- Supported the Dean of the College and the Director of Student Services
- Maintained office supplies for the Faculty and Staff.
- Maintained HR/personnel files.
- Scheduled interviews for prospective employees
- Produced expense reports for the Director of Student Services
- Responsible for taking and distributing minutes in all meetings.
- Acted as the liaison between the faculty and students
- Produced Purchase Orders for all large orders
- Coordinated the ordering of all uniforms for students
- Proctored entrance exams for all students  on a weekly basis  
- Coordinated major events such as guest speaker meetings, company retreats, and graduation.

Campus Coordinator

Kaiser Permanente

- Supported the Administrative Service Director and the Operations Manager.
- Ordered and maintained office supplies for the Business Office and Main Hospital.
- Maintained scheduling for twenty-three employees.
- Maintained HR/personnel files.
- Produced expense reports for the Operations Manager.
- Responsible for taking and distributing minutes in all meetings.

Administrative Specialist- Temp Assignment

With over 16 years of experience in event marketing, I am a passionate and results-driven leader who specializes in planning and executing impactful and engaging events for global audiences. I currently manage all aspects of event strategy, budget, content, production, and logistics at Nium, a leading fintech platform that enables fast and seamless cross-border payments.

As a collaborator and a problem-solver, I work with internal and external stakeholders to deliver memorable and meaningful experiences that showcase Nium's value proposition and drive business outcomes. I have a proven track record of managing complex and large-scale events, such as conferences, trade shows, webinars, and customer events, as well as leveraging social media, blogging, and web development to amplify event reach and ROI. I am also a dance instructor who loves to share my passion and skills with the community.

taplio

The Battle

Waylon McGill

Kimberly Macias

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