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

Nexus Communications North America

Nexus Communications is dedicated to connecting people with purpose. 
We are both a creative and strategic HR consultancy and agency that specializes in storytelling to create meaningful messaging that enables everyone at a company (from the CEO to the janitor) to understand why the work they do is important.

We do everything from strategy to creative execution across talent attraction, employer branding, leadership, training and development, purpose, culture, and values, orientation and onboarding and more. 

As the Director | Client Engagement, my role is to work directly with clients to understand their needs and develop a strategy to solve whatever problem they might have.

If you're looking for a way to solve a problem in HR, let's talk!

Director | Client Engagement

The Elements of Time

Never before seen content, promo offers, and news on the book on instagram @elementsoftimebook -  https://www.instagram.com/elementsoftimebook/
Website - www.elementsoftime.ca
Buy the book on Amazon - https://www.amazon.ca/Elements-Time-Winds-Change/dp/1739040007
All other retailers (ebook) - https://books2read.com/u/bPLWwr

After a decade of reading, learning, and writing, I'm privileged to officially call myself an author. 

My debut novel, The Elements of Time: Book 1 - The Winds of Change, is available in paperback and e-book everywhere books are sold. The Winds of Change is the first book in The Elements of Time trilogy. It is a science-fantasy adventure that explores the themes of destiny, responsibility, and the duality of man.

For more information, behind the scenes content, and to download the first seven chapters for free, visit www.elementsoftime.ca

Author

As the category creator and leader, Vendr empowers SaaS buyers everywhere by acting as an extension of whichever team is in charge of the software stack.

My role is to work with Enterprise level companies to save you time, money, and the headaches innate in buying and managing a SaaS stack. 

If you're looking for a more efficient way to manage your software, reduce redundancies, improve compliance and IT security or leverage your buying power - let's chat!

Enterprise Account Executive

I'm a player-coach in the Upper Mid-Market and Enterprise Org, managing my team and my own book of business. I provide mentorship, coaching, training and development, and strategy to my team and the overall organization.

Sales Team Lead - Upper Mid Market and Enterprise Sales Org

My role is to manage my sales team while also managing my responsibilities as an individual contributor. I provide mentorship, coaching, training and development, and strategy to my team and the business as a whole.

My goal is to be able to provide concrete and actionable strategies to help my team reach their personal and professional goals, while sharpening my skills management and sales skills by continuing to be a top performer.

Notable Achievements:
2022 - Top rep in Canada for new product sales
2022 Overall Quota Attainment - $2,669,379 / $2,580,599 (103.5%)
Q1 2022 - Quota Attainment 109%
Q2 2022 - Quota Attainment 106%
Q3 2022 - Quota Attainment 106%

Sales Team Lead

My role is to work with Medium to Large businesses to find and secure top talent as quickly as possible, and for the lowest possible cost - including time, energy, and effort.

By understanding my clients' needs and priorities, I put together recruiting strategies to take full advantage of Indeed's product suite to make hiring good people easier and more efficient.

Notable Achievements:
$1,694,179 in revenue attained on a $1,564,854 quota (2021)
Q3 2021 Quota Attainment - 115%
Q4 2021 - Top rep in Canada for new product sales

Senior Account Manager - Mid Market Growth

I work with business owners who are new to Indeed to create their recruiting strategy to find top talent, while lowering their overall hiring costs.

By delivering exceptional ROI and ensuring my clients' business needs are met, I am able to grow and retain my clients' accounts, exceeding my sales targets on a quarterly basis.

Notable Achievements in this role:
Q2 2021 Quota Attainment - 156%
Q2 2021 - Voted Most Valuable Player (MVP) for Q2
Q2 2021 - Won the Acquisition Channel Leadership Award (Voted by peers)
Q1 2021 Quota Attainment - 123%
Q1 2021 - Voted Most Valuable Player (MVP) for Q1
2020 Platinum Top Gun Winner (Acquisition) - 171.7% overall quota attainment in 2020
Q4 2020 Quota Attainment - 144%
Top performing Acquisition Rep in Canada for Q4 2020
Voted Most Valuable Player (MVP) of 2020 in the Acquisition Channel by Acquisition Reps

Senior Account Manager (2020 Platinum Top Gun)

My role is to work with Small to Medium sized business owners to ensure that they are able to find their ideal candidates, while reducing time to hire and hiring costs. My job is to ensure that every client working with Indeed sees the optimal return on their investment in money and time.

Notable Achievements in this role:
Q2 Quota Attainment - 360%
Q3 Quota Attainment - 210%
Top performing Acquisition Rep in Canada for Q3 2020

Account Manager - Acquisition

My role is to work with decentralized business across Canada to ensure that they have top quality talent, in a job market that is becoming ever more competitive.

Since taking on the role, I have been able to help dozens of business owners, across multiple different franchises, lower recruiting costs, reduce time to hire, and ensure that they have the best talent possible in their business. 

At Indeed, I have helped build out the Decentralized Accounts (DCA) business model, creating stability in a historically challenging and seasonal vertical. My goal has been to work ethically, and to do what is best for the client, providing high quality service with the best recruiting platform on the market, in order to both deliver results for clients and revenue for Indeed.

Notable Achievements in this role:
Creating a training and onboarding plan for new reps to Indeed that has been adopted and disseminated across the North American Offices

Let me show you why Indeed will deliver your highest ROI, and help increase your bottom line.

Account Manager - Decentralized Accounts (Growth)

Indeed is the #1 job site worldwide, with over 200 million unique visitors and 1 billion job searches per month. Indeed is available in more than 50 countries and 26 languages, covering 94% of global GDP.

Since 2004, Indeed has given job seekers free access to millions of jobs from thousands of company websites and job boards. As the leading pay-for-performance recruitment advertising network, Indeed drives millions of targeted applicants to jobs in every field and is the most cost-effective source of candidates for thousands of companies. 

Let me show you why Indeed will deliver your highest ROI, and help increase your bottom line.

Account Executive - Decentralized Accounts (Acquisition)

NEI Investments

NEI is an independent asset manager, focused on carefully growing the wealth of Canadian investors using responsible investment approaches. RI is the process of adding an additional layer of analysis on top of financial analysis, which looks at company’s Environmental, Social, and corporate Governance (ESG) risks, performance, and opportunities.

As Marketing Coordinator I help to drive sales by ensuring the proper execution of all internal and external marketing activities and special projects.

► Drove sales by developing NEI’s RI strategy and messaging, reframing how we think about and talk about Responsible Investing and what it means for the individual 
► Strengthened the relationship between marketing and sales by acting as the main liaison between departments
► Managed all department vendor relationships, increasing efficiencies in delivery of all marketing materials, and improving marketing productivity

Marketing Coordinator

twenty6two International Inc.

Twenty6Two International Inc. is a transactional based advertising agency. It focuses on media plan creation and execution, negotiating and buying ad space on radio, television, print, digital, and out of home, with a specific focus on quantifying and maximizing ROI through marketing, 

► Negotiate deals with ad suppliers in order to provide the lowest prices for my clients
► Research and coordinate with media channels across the globe to secure ad space for clients
► Create and execute media plans, providing clients with as much exposure to consumers as possible while maximizing their given budget

Media Planner & Buyer

Robin Hood Leadership Center

I operated a leadership development program that transformed upper year high school students into caring, inspiring, and dedicated mentors.  

► I earned official recognition by the Director for a comprehensive yet flexible curriculum that combined classroom instruction, team building activities, and debriefs to forge unity and professionalism.
► Coordinated an orientation event that got students familiarized with the program and with each other.
► I take pride in the fact that I took the time to identify with and learn hundreds of students name so that I could personally greet and ensure that they felt welcomed.

Mentor Coordinator

Robin Hood Sports Academy

Camp Robin Hood is Ontario’s largest outdoor day camp accredited by the Ontario Camp Association.  It is recognized as the leader in the industry for youth of all ages and abilities.

After taking over the role of Program Director, I immediately took decisive actions to stem declining enrollment.  I identified that communication and programming standards needed to be revitalized.  I took the initiative to coach and mentor staff, above and beyond my duties as a supervisor, to facilitate new ideas, better collaboration and to model empathy when addressing parent and camper concerns.

► I produced a consistent year-over-year enrollment increase of 150%.
► Increased word-of-mouth referrals were generated by exceeding parental expectations for two-way communication. 
► By immediately responding and addressing parent or youth concerns, I was able to build a more safe and welcoming environment.

Program Director

Queen's Self-Evaluative Learning Forum

Proposed and then was awarded funding to pilot an innovative and unique conference geared towards first and second-year students.  The focus was on maximizing academic success and boosting retention with activities that built student’s self-actualization and self-awareness.  As part of the executive team, I managed human resources and administration, supervised event logistics, and chaired meetings. 

► Garnered over 85% satisfaction score from both conference delegates and participants.
► I recruited more than 80 delegates and 20 committee members during the inaugural year.
► Surpassing financial goals, I secured long-term funding for the conference.

Co Founder

Queen's Commerce Performing Artists

I guided the marketing of an artistic event through digital and print based mediums as Senior Advisor to Co-Chairs.  I wrote, directed, and starred in an acclaimed original comedy show as well as auditioned and trained a troupe of 6 improvisational performers in 5 unique sketches.

► Performed three sold out shows to audience of more than 60+ attendees. 
► Chaired a 20+ member executive committee where I fostered consistent attendance and equal participation.
► I successfully navigated budgetary and resource limitations by applying strict accounting and allocation measures that allowed us to meet financial targets and ensure future stability.

Co Founder and Artistic Director

As a storyteller and a strategist, I thrive in environments that value both creativity and critical thinking. As a result, I've found myself driven to seek out opportunities that allow me to communicate and solve problems on a large scale.

I focus on consultative selling to understand and solve client's problems and deliver value for every dollar spent. As a sales leader my goal is to train and coach salespeople to focus on integrity, consistency, and providing value in every interaction. 

I am always happy to lend my expertise in any initiative, and I look forward to connecting with you.

taplio

The Battle

Waylon McGill

Sam Paisley

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