Ian McDonald

Gong

I lead a growing team of Customer Account Executives. We have more white space within our commercial segment client base than we can handle and are growing QUICKLY to build this organization within Gong. My team is tasked with client renewals, expansion of Gong's core platform, and cross-selling Gong's Forecasting and Engage solutions.

Q3 FY24 (first quarter in the role): 
-209% team attainment (upsell/cross-sell)
-22 Multi-year deals (3.5x increase from previous quarter)
-The team renewed client contracts 56 days prior to their renewal date on average
-All reps attained above quota

Customer AE Manager

I am a 2x former customer of Gong when I worked with LinkedIn and Mediafly, and the platform changed my career. I became a raving fan and knew that I would love to help companies transform how they work as well. I work with a group of current Gong customers and am tasked with accelerating business growth and creating raving fans

Gong helps revenue teams to realize their fullest potential by unveiling their customer reality. The patented Gong Revenue Intelligence Platform™ captures and understands every customer interaction, then delivers insights at scale, empowering revenue teams to make decisions based on data instead of opinions. With Gong, customers experience improved win rates, increased deal sizes and accelerated employee ramp-times.

I manage a $4.3 million book of business with significant expansion goals.

Performance:
2022: Most multi-year contracts sold (15) in the Customer AE org
2022: Top 3 in the Customer AE org (~30 people) in annual upsell ARR
2022: Hit annual upsell ARR quota in September (Feb1-Jan31 fiscal)
2022 1H stack rank: 5th out of 23 in the CAE org
2022 Q2 upsell ARR attainment (full quota): 111%
2022 Q1 upsell ARR attainment (full quota): 213%
2021 Q4 upsell ARR attainment (ramp): 414%

Some other things I'm proud of:
-Most multi-year deals of any Customer AE in my segment in H2 2022
-I officially made Gong a multi-product company by selling the first ever Gong Forecasting deal in March 2022

Customer Account Executive

QuotaSignal

Pre-seed investor in a human-centric SaaS startup.

Investor

ParkerMac, LLC

Founder of a growing private equity firm specializing in real estate acquisition. 

$1.15M in assets under management

Founder & CEO

TyMac Investment Properties

Co-Founder of a growing Chicago residential real estate investment company.

-$1.6M assets under management
-$128,400 ARR (rental revenue)
-509% revenue growth since 2019
-14% IRR across the portfolio

Acquisition history:

July 2021: 3b/2b in Fulton Market, Chicago

October 2019: 2b/2b in Lakeview, Chicago

April 2019: 2b/2b in West Loop, Chicago

Co-Founder & Co-CEO

Mediafly

Responsible for growing a multi-million dollar book of business comprised of blue chip logos and publicly traded companies. 

Critical components of my role for success:
-Align with executive stakeholders to solve critical business challenges
-Account mapping and planning
-Multi-threading within accounts to develop a committee of champions to drive deals forward faster
-Collaboration with Customer Success and Analyst teams to ensure clients are successful
-Develop relationships with my clients to earn referrals and expand account penetration
-Hunting within my current client base to find new business
-Collaborate and coordinate with the SDR and marketing team to optimize inbound lead flow and maximize account penetration

Enterprise Account Manager

What I do:

-Uplevel sales, marketing, and customer success performance through a variety of enablement technologies such as:

-Value selling solutions to help companies consistently engage buyers with value at every stage in their journey

-Content and account based intelligence to help marketers and sellers engage buyers more effectively 

-Content services to turn linear legacy content into dynamic, interactive assets that engage buyers 

Results:
Q4 2020- 219%; #2 producer out of ~25 reps
Q3 2020 (ramp)- 192%

Senior Account Executive

LinkedIn

What I did:

-Helped companies squeeze the most value possible out of the worlds largest professional network in ways like: 

-Talent Solutions to help companies attract, hire, and retain the best talent in the world
-Marketing Solutions to help companies attract higher quality eyeballs and sell their stuff faster
-Sales Solutions to help sales teams get in touch with decision makers faster
-Learning Solutions to help everyone in the global economy uplevel their skill sets to make themselves more marketable 

Attainment:
FY20= 124% 

-#2 AE out of 30 in my segment
-President's Club qualifier (top 10%)

FY19- 112%

Sold LinkedIn Corporate Talent Solutions:
-Licenses
-Media/Branding
-Applicant Tracking System (in partnership with Sales Engineers)

Average deal size: $25,000-$50,000 
Largest deals: $100,000 to $200,000

Inbound lead sales cycle= 1-2 weeks
Self sourced sales cycle= 2-8 weeks
Most complex deals sales cycle= 6 months to 2 years

-Talent Hub Beta Team Member-->One of only 8 AEs globally authorized to sell Talent Hub, LinkedIn's new applicant tracking system

-Led multiple "lunch & learn" meetings with AE teams across North America on topics such as prospecting, on-site meetings, and using data to drive value

-Sales Excellence Beta Training participant. Was selected to provide initial feedback on LinkedIn's latest sales training modules to help optimize the training for general rollout.

Enterprise Account Executive

Attainment:
FY18= 225%
-Presidents Club Qualifier (top 10% out of ~100 account executives throughout the US)

FY17= 165%

-Project Chrysalis participant--> one of ~15 account executives in the US who could sell all of LinkedIn's lines of business (Talent Solutions, Marketing Solutions, Sales Solutions, Learning Solutions)

SMB Account Executive

LinkedIn is the world’s largest and most effective online professional networking site with over 550 million members worldwide. We provide businesses with a powerful suite of corporate solutions that can help to communicate an employers brand, directly source top talent, and effectively manage engagement.

Sales Development Specialist

-Engage with senior-level executives to proactively schedule and confirm sales meetings through cold-calling and lead generation campaigns on a daily basis. 
-Pursue contacts in order to ensure exceptional service consumption levels within the current membership and deliever high level client service experiences that will drive future cross-selling opportunties. 
-Partner with Sales Executives to create customized plans for assigned territories to support sales cycle success and to drive urgency among the firm. 
-Ensure that CRM database (Salesforce.com) contains accurate account details and contact information.
-Engage in the gathering of business intelligence on companies and prospects while supporting and providing assistance to Sales Executives.

Business Development Senior Specialist

Business Development Specialist

Business Developement Associate

Business Development Intern

Complete Nutrition

Consulted with customers seeking to enhance their physical performance/physique by assessing their dietary habits, lifestyle, and workout regimines in order to recommend a product or product mix that met their needs. Sold up to $2,000 per day earning commission on sales. Also responsible for marketing the company in gyms around the city.

Sales Representative

Gray Eagle Golf Club

Started as a cart boy, which entailed cleaning players' clubs after rounds, washing golf carts, and helping set up the clubhouse for outings. Was promoted after 2 summers to work in the clubhouse and sell merchandise, tee times, work the cash register and phones. Also did ranger work to make sure the pace of play was up to par and worked as a starter keeping track of up to 300 players a day to keep the course running smoothly.

Sales Associate

 A natural leader who is energetic, engaging, and well spoken, with a history of excellent job performance and increasing levels of responsibility and job scope. I am comfortable working with all levels of professionals and team members with a results orientation. Great people person, able to read and engage people and situations to deliver results. 



Co-Founder of a growing Chicago residential real estate investment company.

-$2M AUM
-$176,400 ARR (rental revenue)
-573% revenue growth since 2019
-14% IRR across the portfolio

Acquisition history:

August 2022: 2b/2b in West Loop, Chicago

July 2021: 3b/2b in Fulton Market, Chicago

October 2019: 2b/2b in Lakeview, Chicago

April 2019: 2b/2b in West Loop, Chicago

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Want to drive more opportunities from LinkedIn?

Ian McDonald's Linkedin Analytics