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

Junction Sales

Help start ups and scale ups get to the next level with fractional sales and operations, specializing in:
- Developing GTM strategies
- Building sales playbooks
- Executive leadership
- Sales Coaching and Development
- Sales operations and process implementation
- Business Development
- B2B marketing
- Developing B2B newsletters
- Forecasting and budgeting
- Building a culture of action and accountability
- Entrepreneurial operating system EOS

Fractional Sales Leader

Landbase

Landbase is the world's first AI action model for GTM. With our all-in-one AI-powered platform, we combine several tools to automate your sales pipeline and generate high-ticket leads so you can focus on delivering exceptional service to your customers.

Landbase Channel Partner

Immigration.ca

**Note: I did not play a role in the sales practices of the law firm that is associated with Immigration.ca. 

- Lead the digital strategy and increased media revenue by 305% in the first 6 months, including bringing in Immigration.ca's largest partner, Scotiabank
- Lead a full SEO audit with a vendor which lead to discovering and fixing several technical issues, including an analytics issue that caused web traffic to be inflated and as a result the website improved its rankings and performance
- Established the companies first financial plan and strategy
- Created processes and implemented tools and systems to help create operational efficiencies
- Created 3 newsletters from scratch using Beehiiv and saw the subscribers and open rates grow to over 200,000 in 4 months
- Hired a world-class digital team to execute on our plans

Chief Digital Revenue Officer

Advisor

The Peak

- Responsible for revenue for all of The Peak's digital assets. 
- Increased our monthly revenue run rate by 321%
- Reconfigured HubSpot and established new prospecting sequences and strategies
- Helped increase the value of the business, which enabled the founders to sell to Zoomer Media

Head of Sales

Ratehub.ca

- Grew media revenue by 212% over 4 years by creating a direct prospecting strategy, improving sales operations, and creating new products
- Oversaw $8M in lead / referral revenue for our everyday banking revenue
- Spearheaded two rounds of price increases for our performance products in Everyday Banking driving a 15% revenue increase with no churn
- Established a full funnel sales process, a partner promise and rules of engagement for both our media and leads business
- Created new revenue streams for the organization, including implementing programmatic advertising, a referral agreement with a major vendor and a data syndication solution
- Successfully negotiated multi-year contracts with some major financial institutions in Canada
- Spearheading the revamped affiliate program covering all business units

VP of Sales and Partnerships

At Ratehub.ca we connect Canadians with financial products. We save them time by providing the best user experience and making it as efficient as possible for them to connect with the providers to acquire the products they are interested in.

Director Of Sales

MoneySense

- Improved overall profitability by increasing revenue 167% YoY through new business development, product development and strategic partnerships, while lowering costs through process efficiencies
- Managed the full redesign of the website through cross-functional team leadership, which lead to an increase in engagement and monetized traffic
- Grew editorial team from 1 to 5 full-time members and improved content output, quality and efficiency
- Developed the Editorial Code of Conduct 
- Lead the revenue strategy which included sponsorships, ads, and lead generation, as well as the content strategy, which included SEO-driven content, evergreen content and special interest publications 
- Created the revenue strategy which included sponsorships, ads, and lead generation, as well as the content strategy, which included SEO-driven content, evergreen content and special interest publications

General Manager

MoneySense is Canada's leading money lifestyle magazine with content for the beginner or the savvy investor. Together with our partners, contributors and editors, we strive to help Canadians make better financial decisions with actionable advice and take aways.

Interim General Manager

Kijiji, an eBay Company

- Grew the direct display revenue more than 100% in the last 2 years
- Grew the Jobs revenue 10% quarter over quarter for the last year
- Lead the release of a brand-new merchant selling platform, exceeding targets with new user sign ups
- Responsible for coaching and developing my sales team by ensuring I create an environment that fosters open and honest communication, the drive to succeed, and the willingness to always be evolving
- Created, implemented and executed a core strategy for the Jobs and Direct Display Team, including establishing minimum spends, setting success metrics, overseeing CRM management, developing business plans for each team member, and implementing SPIFFs
- Fundamental in selling through Admarkt - a brand new merchant selling platform; exceeding targets with new user sign ups
- Build relationships with senior-level executives at both direct businesses and small agencies
- Helped define Kijiji's sales story to connect and align value for our partners

Head of Direct Sales (Jobs, Real Estate and Direct Display)

Helping businesses reach their target market on the #1 classifieds site in Canada.

With 17 million unique visitors per month and attracting over 50% of the Canadian online audience, advertising with Kijiji offers an opportunity for businesses like yours to reach out to the customers you want at a crucial moment: right at the time they are looking to buy.

I lead the Direct Sales Team for Kijiji's Display Advertising where I:
•	Support direct report team members that includes outbound call reps and account managers by managing their needs, overseeing major client accounts, ensuring satisfaction of client requirements, and that their needs are at the forefront when developing solutions.
•	Drive brand affinity, help define and implement sales strategy and develop long-term client relationships within the industry, while leading and inspiring a committed staff.
•	Be a resource for the sales and marketing teams for strategic insight into the local market; geographical context and product industry.

Head of Direct Display Sales

CreatEng Cafe

- Started a creative writing and publishing company targeting English as a Foreign Language Learners
- Secured partnerships with schools around the world to participate in the competition
- Formed sponsorship partnerships with Grammarly and Oxford University Press
- Published five books

LinkedIn Canada

- Successfully sold recruitment solutions to small and medium sized companies across Canada by leveraging data insights
- Mentored Sales Development Specialists through strong leadership and communication skills

Talent Solutions Consultant

- Consistently amongst the top in the team with regards to success metrics 
- Promoted to a new role within a year

Sales Development Specialist

Worldwide Business Research www.wbresearch.com

Within the last 6 months:
•Sold the largest group booking in the history of ProcureCon events
•Promoted to Senior Sales for exceeding my 2012 sales goals by 35%
•Selected as the Project Leader for ProcureCon for Supplier Management
•Developed a Sales Campaign Plan based on the analysis of market research
•Wrote an informative and compelling Value Proposition for the event
•Set individual sales targets for each member of the team

On a daily basis:
•Generate revenue through delegate acquisition
•Write creative copy for marketing and email blasts
•Use concept selling and S.P.I.N. selling techniques to engage clients
•Establish relationships with senior-level executives from Fortune 500 companies by speaking intelligibly regarding the products we offer and assisting them in compiling a CBA in order to help them reach a decision
•Maintain a high level of KPIs.

Project Leader and Senior Delegate Sales Executive

- Experience building and leading teams, overseeing budgets, managing GTM strategies, and creating processes and operational efficiencies
- 10+ years of business development and sales experience including helping 2 start-ups exit
- 5+ years of experience in cross-functional leaderships roles, overseeing marketing, operations, content, and product

Jonathan Vassallo

It's been fun writing this with Tyler Wade and Justin da Rosa.

Subscribe here: https://savingsundays.io/

Fractional Sales and Executive Leader for Small Businesses & Start Ups | Servant Coach | GTM Advisor | Partnerships & Business Development | EOS

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