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

Asad Zaman

Sales Talent Agency, Inc.

Over the past 16 years, we have helped 1500+ companies across North America, Europe and Asia-Pacific hire elite talent for every GTM role, from CROs to BDR and everything in between. Along the way we have facilitated over $550M+ in salaries while maintaining the lowest replacement rate in the industry at 3%.

Our clients include: Salesforce, SAP, NICE, Kronos, Varicent, Pavilion, Tipalti, Coda Payments, VersaPay, Docebo, Rollworks, Teads, PatSnap, Deliverect, Fidelity, RBC Ventures, Constellation Software, Honeywell and Bosch.

Google Reviews: 4.9 rating with 250+ reviews
Case studies and references: 200+

Managing Partner of Executive Search 

Managing Director of Executive Search 

Co-host of Topline 🎙️ | Ambassador | Founding Member of CEO Pavilion 

Toronto Region Board of Trade

2019's Young Professional Of The Year 

Techstars

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Mentor

ShopDev

ShopDev is a full-service technology and design company specializing in software & product development and technology acceleration.

Board Member

Forbes Human Resources Council

Member and Contributor 

Quantum Mob

Quantum Mob is a Toronto based full-service software consulting firm providing design, JavaScript web-based applications, Java micro services and DevOps solutions.

Advisor

TFR Inc.

Co-Founded a technology start-up focused on providing tools to health and wellness companies. Launched a MVP in 4 months and signed up 50+ clients within the first 6 months.

Co-Founder

Hunger Buddy

Co-Founded an enterprise technology start up focused on revolutionizing the food industry by providing a comprehensive web and app based platform to connect restaurants with their customers.

Co-Founder and Director of Sales, Marketing and Product Development 

A to Z Property Maintenance

Co-Founded a property management company that evolved from basic lawn and driveway care into property renovations.  Got to work with 11 inspiring individuals, turned an accountants office into an art gallery and got some hands on business building experience along the way.

Co-Founder and General Manager

CEO of Sales Talent Agency | Co-host of Topline 🎙️

112,732 people have been laid off in 2025 - 26% less than 2024. 

2026 will be different. We predict between 500K - 1M cuts in US tech.

Here is how we got there:

+ We had less total lay offs in 2025 (112K) across less companies (220) compared to 2024. But, we had a 86% YoY increase in AVG Cuts Per Company. 

+ Those who cut, did more than they did in 2024 or 2023. Are they cleaning up the fat from ZIRP still or is this AI? I think it's a lot of AI because the roles being impacted the most are areas where AI works well (eng, design, prod, support).

+ We also know that the advantages of AI are not easy to get. 95% of enterprise AI pilots provide no ROI, and that's not just about AI. It's also related to how good people are at getting those advantages. More companies will get the benefits others are already getting, in 2026. Then we also have to assume that AI improves, which increases the surface area of where we can find productivity unlocks. 

+ There are 702K tech companies in the US today. 220 of them cut in 2025. I think that'll be between 1K-2K in 2026. Even if the avg cuts per co will drop as small and mid sized cos get the AI advantages, the total number would rise dramatically as the economy digests AI. 

This doesn't mean I am bearish about 2026. I also think:

+ The economy will do well in 2026. 
+ The job market will be hot for top talent. 
+ There will be more new cos being built. 

But there will be more cuts. And for some the job market will feel quite tough. 

We discussed this in detail on this week's Topline. Give it a listen and share it with someone who needs signal to navigate this job market.

CEO of Sales Talent Agency | Co-host of Topline 🎙️ | Editor of Topline Media

I loved using case studies in the hiring process. Used to be VERY high signal. But AI has made case studies as useful as a 30/60/90 day plan (0% signal to be clear). WHITE BOARDING SESSIONS are the replacement.

Hiring is hard. 

You have a few conversations to make a call on the risk vs upside of the hire. 

And it's hard to learn everything you need to learn just by talking.

So we use other tools. Personality tests. Intelligence tests. Case studies. Business plans. Etc. None are perfect, but they help.

Pre AI, the basic move was asking for a 30/60/90 day plan. Which at best tested how good they were at googling for templates. 

The better move was the case study. They would have think, solve, articulate and present against something relevant to the role and your co.

But now AI makes them 50-90% easier to do. 

We have been testing White Boarding Sessions as the replacement. It's working so well that I think it should have been the thing we always did. Here is how it works:

+ Pick a problem. Something like: we need to either go up market or enter a new geo to hit our 2026 growth target. how would you as the CRO think through this decision? 

+ Have data on hand. The right way to think through this is looking at internal and external data. Have the internal data on hand. External can be found live. 

+ Let them lead. But be a thought partner as you will be if you hired them.

This should take 1-2 hours. 

When done right you learn:

+ What type of brain are we getting?
+ How well can we collaborate?

Imp things to figure out, and now you know how to do so.

Microsoft Ending 2025 Lowering AI Sales Quotas!! 

Since the release of ChatGPT, Microsoft and OpenAI were clear AI leaders but are ending 2025 having lost the lead to Google (in model quality, and the integration of AI into products). This is a good reminder that markets are dynamic and customers want the best solutions, so if you have a competitor today who has the lead, don't give up. Our ecosystem is full of stories of companies coming from behind - Databricks did it to Snowflake not too long ago - but also just as many stories of people who gave up, either because they wrongly thought markets are static, or they got exhausted (understandable). 

The only way you can do this though, is if you have the talent density to fight back, which is about acumen, and drive. Everything in business is downstream of the brains of the people in the business, so don't compromise on talent density, even when you don't have the lead and attracting them is harder. 

Also, yesterday the Topline editorial by OnlyCFO wrote about if "sales reps are overpaid?" - which is all about sales quotas. Give it a read as it's important to get this right, because if you don't, then you either have a ton of people missing quotas, or you have to lower them, which are both alarming signals to the market.

CROs would love to end 2025 with their final AI GTM tech stack. "2025 was experimentation, and now we know." That's not the reality.

We know a lot, but we don't know enough to stop experimenting. 

Craig Rosenberg - who runs Platform at Scale Venture Partner - wrote in this week's Topline editorial, that so far GTM AI has been about "more quantity." That's fine, but we now need to move towards quality. Not just "more," but actually "better."

The thing that excited me most about AI was how it could 10X the amount of context a sales rep had before a call. For years we had traded research for volume. AI could change the need for that trade, but it hasn't yet. 

Mark Roberge wrote - also in his Topline editorial - how AI can also help with coaching. It can develop a profile on the person you are going to be talking to, and give you at bats at them before you actually talk to them. It hasn't yet.

So, don't rush into finalizing the AI GTM tech stack. It's not ready yet. 

It's not convenient, but there is more experimentation to go.

taplio

The Battle

Waylon McGill

Asad Zaman

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Asad Zaman

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