Salesforce

Great leaders fuel growth. They're talent multipliers, trusted partners, and shrewd operators. As an executive coach, I support our leaders on their journey to greatness. Working 1:1 and in group sessions, we identify strengths & growth areas to support onboarding, growth, and personal development.

- FY24: Supporting our Financial Services & Canadian business (130+ leaders)
- Actively coach 35+ leaders on a rolling 6-month basis
- FY23: Owned our Healthcare & Life Sciences business (100+ leaders)
- Actively coach 20+ leaders on a rolling 6-month basis

Director, Leader Development & Executive Coaching

On the Global Enablement Strategy & Innovation team, we set out to find, build, and deliver cutting edge technology & enablement programs to serve our sellers & leaders around the world. We built & curated enablement products, engaged on go-to-market strategy and empowered our distribution teams to perform at the highest level.

- Key stakeholder on technology acquisition/M&A team (LevelJump)
- Subject matter expert on roll-out of new global sales methodology

Director, Global Enablement Strategy & Innovation

Built, facilitated, and delivered our Canadian sales enablement & operations strategy to empower Canada's sales organization. Supported sellers & sales leaders from Commercial (SMB) through Enterprise.

- Business partner to 130+ person sales organization across Canada
- Built & delivered 'Executive 360' program supporting 26% pipeline growth YoY

Sr. Manager, Sales Enablement

As a sales leader, I was responsible for the hiring, onboarding & coaching of 9 quota carrying Account Executives focusing on new customer acquisition & retention.

- 117% team attainment YTD 
- Led in-person (Toronto) & remote (Atlanta) team

Manager, Commercial Sales

Rounding out my skill-set, I stepped into a direct selling role working with clients to implement our more technical, platform-oriented products: Heroku (AWS), IoT, Analytics, AI, Machine Learning, Force.com, & Encryption.

- 155% FY19 quota attainment
- 153% FY18 quota attainment

Sr. Account Executive, Platform - Mid-Market

Returning to the pre-sales world as a Solution Engineer I partnered with sales executives to develop, build, & present technical solutions to new & existing clients.

- FY15: Q3, Q4 SE of the Quarter
- FY16: Team lead for Toronto & NYC SE's

Sr. Solution Engineer

In this customer success oriented role, I managed a portfolio of enterprise clients helping improve their use of Salesforce solutions by analyzing account health, onboarding, and training.

- 115% YTD client renewal rate & #1 AMER success manager.

Customer Success Manager

Began my Salesforce journey by helping source, create & drive pipeline to fuel explosive growth. 

- Sourced over $317k; generated over $3.4 million in pipeline

Sales Development Representative

Prophix Software

Hunter role - Sourced & sold corporate performance management solutions. Covered 9 states in South Central, US. Engaged C-suite in mid-market companies to position performance management solutions & BI tools.

- 115% overall quota attainment
- Team lead & mentor

Business Development Manager

OneCore Media

Hunter role - focused on small businesses to position marketing solutions (SEO, lead-gen & call-tracking tools). Implemented marketing campaigns to increase client web traffic & conversion ratios.

- #1 Overall Account Executive: Q4 11' & Q1 12'
- 120% overall attainment (Peak Performer Club)

Account Executive

Apple

Specialist

I made my first ‘sale’ at 14 working as a magician's assistant at a summer fair.

Since then, I’ve worked in technology in roles spanning: sales development, customer success, solution engineering, leadership, enablement, innovation & strategy, and executive coaching.

It wasn’t all roses and daisies. I had a fair bunch of obstacles along the way:

- As an SDR, I almost didn’t make it
- As a customer success manager, I got chewed out by irate clients
- As a sales leader, I was on a plane every other week between cities
- As a field enabler, I realized there is no ‘one size fits all’ learning modality
- As a strategy lead, build vs. buy was a constant debate stalling progress

Along the way, I gained an insatiable curiosity and a well-rounded perspective for the SaaS industry.

I learned from and worked with, some of the best sales professionals and leaders in the game. Studying their craft and adapting my style.

This led me to:

- 8 promotions in 10 years
- A recognized top-performing Solutions Engineer in 2015 & 2016
- 155+% quota attainment as an AE for 2017 & 2018
- A four-time Dreamforce attendee & keynote speaker
- My role as an executive coach to some best & brightest

Currently, I spend my time as an Executive Coach working with new, experienced, and in-need leaders at Salesforce. I help uncover what drives, motivates, and inspires them to show up each day fulfilled and drive personal and team success.

Want to engage more? Here’s how:

- Follow me on LinkedIn for posts on leadership, communication, productivity, and personal growth
- Send a connection request with a note on how you found me or what caught your eye

I enjoy connecting with like-minded folks.

Grant Glaser

Direct Lead to Cash PMO operations, leading a team of program managers to execute and advance multiple projects. Collaborate effectively with business technology partners to address risks and facilitate critical discussions on prioritization at the program level. Support quarterly business reviews to ensure alignment with the strategic needs of leadership across quote-to-cash functions.

Highlights of accomplishments in this role include:
• Drove the final phase of an enterprise license agreement project, achieving 84% process automation and ensuring 94% coverage of average order value (AOV), substantially mitigating compliance risk.
• Contributed to a significant project under the Quote to Cash PMO, leading to the availability of Salesforce platforms on Alibaba Cloud, aiding multinational companies in meeting Chinese market demands and compliance needs.

Director, Lead to Cash PMO (Global Business Strategy and Operations)

Directed the global Revenue Operations strategic portfolio and the PMO Center of Excellence. Spearheaded transformation initiatives across the portfolio management spectrum, significantly enhancing process efficiencies and decision-making speed. Led the integration of five disparate intake processes into a unified, centralized system and established a cross-functional intake council. Collaborated quarterly with Business Technology, as part of Agile planning, to align technical delivery of Revenue Portfolio initiatives. Developed a comprehensive capacity assessment process for strategic initiative engagement. Enhanced PMO standards through the establishment of a PMO Center of Excellence, successfully branding and implementing a PMO maturity program and roadmap.

Highlights of accomplishments in this role include:
• Consolidated five disparate intake processes into a single centralized system, established a cross-functional intake council, reducing effort by 67% and narrowing portfolio focus by 51%.
• Reduced stagnant portfolio backlog by 77.5% through process revamps, significantly enhancing operational efficiency.

Director, Quote to Cash PMO (Revenue Operations Strategic Portfolio & Center of Excellence)

Managed strategic multi-year planning and change across Revenue Operations teams, providing leadership to experienced project managers for high-priority initiatives. Spearheaded organization and enterprise-level project and program business case development for leadership prioritization, including budget approvals and management.

Highlights of accomplishments in this role include:
• Developed a business case for a strategic project, transitioning a bespoke agreement process from 100% manual to 75% automation in Phase 1, covering 68% of the order value, and significantly reducing compliance risks.
• Directed Phase 3 to enhance automation to 84% and increase coverage to 94% of the order value.

Senior Manager, PMO (RevOps Strategic Services Group)

Oversaw a team of project managers, provided thought leadership, and directed strategic initiatives within the PMO. Led project intake and prioritization governance, leveraging data insights to develop and align initiative roadmaps for the execution of larger programs.

Highlights of accomplishments in this role include:
• Steered the strategic migration and centralization of Revenue Operations business processes to Nintex Promapp, documenting and optimizing 100+ processes, which enhanced operational efficiency and alignment by 48% and projected $1.17M benefit (ROI) over three years.
• Established an international Center of Excellence to bolster a workforce plan, concentrating on roles that enhance automation efforts and support expansive growth objectives, with projected outcomes to manage a 149% increase in caseload volume.

Manager, PMO (RevOps Strategic Services Group)

Supervised a team of analysts to apply Business Process Improvement (BPI) methodologies, supporting business scalability. Managed comprehensive project life cycles, including business requirements gathering, ROI and KPI alignment, and coordinating deliverables. Oversaw RFP processes, vendor negotiations, and budget management. Transitioned duplicate quoting processes to a specialized contract specialist team, increasing process accuracy and enabling the sales team to focus more effectively on selling activities.

Highlights of accomplishments in this role include:
• Established Process/Policy Forum to align ongoing leadership on business decisions, enhancing organizational coherence.
• Implemented an in-app assistant for the quoting tool, providing real-time guidance and resources to over 4K sales personnel, streamlining the deal closure process and enhancing sales enablement.

Business Process Manager (RevOps Readiness and Enablement)

Served in a multifaceted role within the sales operations organization, including acting as the SOX single point of contact. Facilitated SOX compliance by collaborating with internal compliance teams and business stakeholders to update control narratives and manage related process changes. Engaged in various other critical responsibilities contributing to the operational success of the organization.

Highlights of accomplishments in this role include:
• Led a Billing Frequency Approval project as a certified BPI leader, reducing process time from 3 hours to less than 20 minutes.
• Achieved a 67% approval rate from project respondents, confirming that their original pain points were substantially addressed, resulting in 367 FTE hours saved and $40K in soft cost savings.

Senior Global Business Process Analyst

Served as a Business Process Lead for the transformation from a manual quoting process to APTTUS CPQ, relocating temporarily to San Francisco to oversee this major project. Led User Acceptance Testing (UAT) and go-live hypercare phases, addressing immediate issues and bugs, which improved system stability and user confidence during critical deployment stages.

Highlights of accomplishments in this role include:
• Played a pivotal role in the transition of Salesforce’s top prioritized initiative as a key member of the Project Core team, resulting in 82 process and policy changes, enhancing product and SKU agility and supporting M&A growth.
• Facilitated workshops and collaborated closely with over 150 SMEs to gather more than 2K business requirements, ensuring comprehensive stakeholder engagement and alignment with business needs.
• Key contributor for training development for global end user training, including delivering live and virtual training sessions for 320+ Sales Account Executives in the US and Canada.

Project Process Lead 

•	Managed complex multi-million dollar deals for 40+ Enterprise Sales Executives, communicating cross functionally to provide recommendations and guidance on deal structure and quoting, including Enterprise License Agreements
•	Supported Renewal Managers with quoting and analyzing customer accounts
•	Maintained updating/closing AE opportunities for correct pipeline and dashboard tracking
•	Problem Solving and researching transactions to resolve contract related issues
•	Engaged Sales Management, Pricing and Products, Legal, Rev Rec, Comp and other relevant teams as appropriate
•	Coached and provided training to ensure Account Executives are kept up to date with process and technical changes.
•	Developed and facilitated on-line training for roll out of MSA Apttus Contract Management process.
•	Supported continual change and process improvement by acting as a SME for UAT 
•	Initiated creation of AE quick tip reference sheets for most common issues AE’s experience when quoting
•	Updated Process/Policy documentation, developed content and recorded training videos for Sales Organization

Field Contract Specialist

•	Provided Regional Sales support at various market levels (ex. Small business, Mid Market, GEM).  
•	Activated orders, validating completeness and compliance with SOX & associated company policies
•	Spearheaded a team to update Sales Operations training manuals; driving team to delivery deadlines 
•	Facilitated AE new hirer training through delivering Sales Operations Post Boot Camp application and policy training 
•	Liaised with Revenue Recognition, Legal, Collections and other departments for customer issue resolution
•	Investigated contracting/invoicing issues as well providing the best course of action for account reconciliation.
•	Created cases determining the correct credit treatment of invoices and processing credits in Oracle

Sales Operations Specialist

Telus Mobility

•	Communicated with external customers of all levels, including engaging Executive levels 
•	Provided dedicated support to Account Executives and their accounts in the Enterprise Business space 
•	Participated in AE onsite customer meetings to consult on support related issues.
•	Receiving inbound calls from customers to troubleshoot and resolve hardware usage issues
•	Programming customer hardware as well as processing and tracking client repair requests
•	Validating and processing customer orders and supporting renewal efforts 
•	Sharing knowledge through initiating and facilitating hardware training for internal team members

Sales Support Representative

An experienced leader in the technology industry with 15+ years experience delivering high performance through Process and Policy excellence, Strategic Program/Project execution, Portfolio Management, and building strong successful teams. 

I am passionate about people leadership and have established a proven track record of building high performing teams.  I believe in investing in my team members and their success and as a result l have an overall 96% approval rating as an effective people leader who, among other things, creates an environment of mutual trust and respect.

I believe in living my values and giving back is a core value for me.  I believe in leading with kindness, as the saying goes, it doesn’t cost you anything to be kind. I believe I can lead with strength while still holding to my values. This has allowed me to build deep cross-functional relationships and build a reputation as a trusted advisor and partner.

I am energized by travel, I have travelled to 35+ countries including many repeat visits to my favourite locations.  The ability to unplug and immerse myself in new places and experience different cultures has allowed me to step back into the day to day refreshed and motivated. I believe that stepping outside of what I know expands my understanding of the world and helps me become a better and more empathetic person and ultimately a more effective leader.

taplio

The Battle

Grant Glaser

Manetta Samuel

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