Salesforce

Regional Vice President, Mid-Market Canada at Salesforce

Pavilion

Executive Member

SaaStr

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If you want leads, you want brand exposure, mindshare and/or you want to connect with your customers, partners -- then SaaStr is the #1 non-vendor SaaS/Cloud community.

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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

Kyle Norton

Owner.com

SVP Sales & Partnerships

Host of the Revenue Leadership Podcast & Co-Chapter Head, Toronto

Co-Chapter Head - Toronto

Founding Member - Toronto Chapter

GTMfund

Limited Partner

Stage 2 Capital

Shopify

Director of Revenue & Merchant Success, Canada

Head of Revenue, Canada

I'm hiring BDR's, AE's, and sales leaders!

Head of Revenue, Retail

League Inc.

League is the digital alternative to traditional health insurance that connects employers and employees to a comprehensive network of health services and benefits, giving them choice, convenience and value. League empowers people to Be Better® everyday. 

www.league.com

VP Sales

OpenMat Mixed Martial Arts

OpenMat Mixed Martial Arts is Toronto's premiere martial arts academy, offering Muay Thai Kickboxing, Brazilian Jiu-Jitsu, MMA, FightFit Group Fitness, Judo, Yoga and Wrestling. Conveniently located at Yonge & Bloor, we cater specifically to Toronto's young professionals looking for a fun way to get in shape, learn self-defense and meet new people.

OpenMat is the ideal choice for beginners because our instructors are the most rigorously trained in the country. We utilize an easy to follow and structured beginners curriculum and we are renowned for our friendly, welcoming atmosphere. If you are an experienced martial artist, we also have a successful professional MMA team and one of the top BJJ teams in the country. 

Come try a Free 30-Day Trial and Free Private Lesson to get started!

Visit us at www.OpenMat.ca

Co-Owner

Vision Critical

Director, Inside Sales

BeneFACT Consulting Group Inc.

Director, Sales

World Trade Group

Builder
- Oversaw 4 managers and 35 sales executives across 14 annual North American events
- Re-developed two week delegate sales onboarding & training program, advanced training curriculum and developed first Delegate Sales Management Training Program
- Promoted 6 executives to management positions over a 2 year period

Achiever 
- Achieved 102%+ of $1.6 million 2011 sales target 
- Finished 4th in 2011 “Global High-Roller Incentive” out of 150 sales executives, managers and sales leaders
- Assumed interim responsibility for summit content production, speaker acquisition and product development from April 2011-November 2011 in addition to sales management responsibilities

Director, Delegate Sales & Production North America

Builder
- Grew  (hired, on-boarded & trained) my sales team from 4 to 14 executives over a 12 month timespan

Achiever
- Awarded Top Delegate Sales Manager Award 8 of 12 months
- Promoted to become youngest manager in the North American office history

Delegate Sales Manager

Achiever
- President’s Club 2009 - top 5% North America Sales

Corporate Sales Executive

📈 CRO 📈 @ Owner.com (Hiring), SaaS GTM Advisor & Investor

As CRO for Owner.com, Kyle leads a team of world class go to market professionals who help independent restaurants grow their direct, online takeout and delivery channels. He currently owns the sales, partnerships, onboarding, demand gen, revenue operations and enablement portfolios.

Kyle is also a Limited Partner (GTM Fund, Stage 2 Capital), Advisor, and Angel Investor for several SaaS-focused funds and startups, where he shares his insights and expertise on scaling, selling and servicing SaaS products.

Additionally, Kyle is a founding member and Co-Chapter Head of the Toronto chapter of Pavilion, a global community of revenue leaders and operators and host of the Revenue Leadership Podcast.

One of the best AI SDR breakdowns that you'll find. 

Spoiler alert: it's going to take real work to get the (massive) value.

📈 CRO 📈 @ Owner.com, Host of the Revenue Leadership Podcast & SaaS GTM Advisor & Investor

Open article: 6 Months of AI SDRs: What's Worked, How They Brought In $1M+ in 90 Days, and the Real Data Everyone's Asking For by Jason M. Lemkin • 21 min read

6 Months of AI SDRs: What's Worked, How They Brought In $1M+ in 90 Days, and the Real Data Everyone's Asking For

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The Battle

Waylon McGill

Kyle Norton

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The Battle

Waylon McGill

Kyle Norton

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Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Kyle Norton's LinkedIn Performance

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