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

Owner.com

Sales Manager

Senior Sales

Pavilion is a private, invite-only, membership organization for the world's top commercial growth operators.

Frontline Manager School Graduate (October 2021). Learned the key skills and strategies for hiring and managing your first sales team, understanding metrics, building a healthy culture, and more principles to enhance your leadership skills.

Fractional Sales Leadership School Graduate (July 2022). Learned the fundamentals for beginning an engagement as a Fractional Sales Leader both in terms of on-boarding new clients but also creating plans to be successful in the position. Worked with 60+ other leaders in creating profiles for ideal companies to partner with along with billing models and 90 day plans.



Completed Front Line Manager School, CRO School and Revenue Architecture School

RTM Business Group

Helped bootstrap the company from 6 figures to 8 figures in 3 years

Improved client retention to over 90%

Increased ACV by 30%

Decreased sale cycle from 22 days to 14 days

Help oversee all revenue related activities within organization that's grown 300% YoY the past two years. 

Leading a large team of SDRs, CSM's, Account Executives and build out leadership of sales managers. Helped develop and build sales technology stack from scratch. Conducted weekly 1:1's and pipelines, skill/behavior/process trainings, high valued incentives, live coaching, role-plays, call reviews, and implemented complex KPIs to better measure effectiveness of the team that has allowed team to 4x in size.

Led a team of Account Executives increasing quota attainment YoY
- 175% quota attainment in 2020
- 155% quota attainment in 2019
- 120% quota attainment in 2018

Ran majority of callbacks for Account Executives. Created weekly training plans along with scorecards to track improvement in key functions like qualification, demo, contract negotiation and upsells.

Helped enter new markets like Special Education, Architecture, Higher Education Academics and Enrollment

Became involved in hiring process working alongside with CEO in growing the team and developed ideal candidate profile for hiring scorecard.

Account Executive working in the K12 vertical and Higher Education market. Responsible for generation of new business accounts along with account management/customer success. 
- 370% to quota in 2017
- 180% to quota in 2016

Emphasis on Client Retention
- 80% retention rate

Shelter Island Town Police Department

Member of the Shelter Island Police Department.

Worked directly with Sergeant James Cronin. 

Granted, not a sales job, but working in law enforcement taught me how to handle and communicate with people of all temperaments. 

You'd interact with people primarily when there were issues, which has a ton of carry over in sales.

I learned how to remain calm in stressful situations. I learned how to assess the real issue at hand quickly. I learned how to do tasks I wasn't prepared to do. I learned how to present myself publicly.

Control Officer

University of Delaware

Operations Associate

WebMD

Part of the Sr. Director of Project Management team and WebMD Connect rollout.

Business Analyst

Sales Manager @ Owner.com | B2B Sales Leader | Team Builder

As Sales Manager, I help lead a team of go to market professionals who help independent restaurants grow their direct, online takeout and delivery channels providing the same marketing tools that the big national chains use to drive sales.

Having joined as the first outbound Account Executive and sales rep number 4, I now lead a team of Account Executives growing revenue 2.5x YoY.

Currently building the next big thing in restaurant tech so keep your  👀's  peeled

🤝

taplio

The Battle

Waylon McGill

Brian Marzo

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