Salesforce

Regional Vice President, Mid-Market Canada at Salesforce

Pavilion

Executive Member

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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

TLDR

Manager, Business Development

BizDev Labs

- I was a BDR for 6-8 startups at the same time at any given point and manage the relationships with those 6-8 clients on a weekly basis
- I prospected, closed business, dud client services (BDRing) and relationship/ account management
- I trained and coached SDRs that worked for our clients 

At BDL I’ve run highly successful outbound campaigns for Salesbricks, Zuper, AirOps, Opmed, Mnemonic, Scrut Automation, Deeto, WorkWhile, ActiveClass, iLife, Clazar and many more.

ContactMonkey

- I managed a team of 7 BDRs
- Achieved demos booked goal for the first time (the company had never previously achieved 100% to target)  in Q1 109% to demo booked goal
- Rewrote the company's inbound and outbound sequences translating to 5x more conversions over email
- Delivered trainings on email copywriting and social selling (got the SDRs to become skilled omnichannel prospectors as opposed to solely relying on cold calling)

Athennian

- I managed a team of 5 SDRs with 127% quota attainment for SQLs in  FY‘22 Q3. During my tenure, I led my team to 33x outbound meetings booked and 7x SQLs. 
- Managed IB lead flow. Created processes that made the response time to IB leads 5x faster accelerating the speed of the sales cycle for IB opportunities. 
- Designed a hiring process for SDR hiring which helped us exponentially increase outbound meetings booked and SQLs saving Athennian 5 figures in recruiting fees
- Worked with Product Marketing to make sure Sales Development and Marketing copy was cohesive and aligned. 
- Worked with Demand Gen to write email copy for ABM campaigns for our target ICP and follow-up webinar email campaigns etc.

Manager, Sales Development

FORT Robotics

- Became a De Facto Team Lead of 4 SDRs (SDR Manager role became vacant) at the beginning of 2022. We averaged 110% to quota for SQLs FY'22 Q1. 
- Managed IB lead flow. Created processes that made the response to time to IB leads 2.8x faster. 
- Worked with CS on renewal and retention email campaigns. 
- Worked with Marketing on email campaigns for webinar follow-ups etc.
- Was part of the interviewing and hiring process for AEs, AMs, and SDRs.

Team Lead, Sales Development

- Started as an SDR averaging 125% to quota FY'22 Q2, Q3, and Q4.

Sales Development Representative

ContentLab.io - Content Science

- I worked with 2 sister companies (an ad agency (newsletters, podcasts & banners) and a content agency) booking an average of 20 outbound meetings a month with senior tech marketers. 
- Helped build the outbound business development strategy using email copywriting, and social selling on LinkedIn and Twitter to engage our ICP

DeveloperMedia

KitchenMate

- FY'2020 Q2 162% and FY'2020 Q2 203% to quota for SQLs. 
- Helped build the outbound business development strategy. 
- Used clear email and LinkedIn message copywriting, coordinating highly effective email/ LinkedIn campaigns, and strong CRM upkeep.
- I booked 90+ meetings a month through a custom demand gen email system I created with my Sales Manager

Lead, Business Development

Global Solutions West

I specialized in relationship building with tax CPAs and tax lawyers in the Canadian financial market. I booked meetings with those tax advisors to educate them on Canada’s premier leveraged insurance tax structures used for wealth preservation by Canada’s business elite. I booked hundreds of meetings with Canada’s leading tax advisors.

Business Development

Radio Express International, LLC.

I guided the expansion of Radio Express and its “World Chart Show” audience through expertise in social media and lead generation. I grew email lists and filled the pipeline with the thousands of leads I generated on LinkedIn. I also managed their social media accounts, creating captivating content that boosted the engagement of their audience.

Interested in booking more outbound meetings through email? | BD Leader | BD email copywriting & social selling coach

When I was growing up, my peers had dreams of becoming doctors, engineers, teachers, lawyers, and nurses. 

As a kid, I had no idea "my calling" was in sales development. 

After graduating from Ryerson/ TMU with a degree in communications I began working in social media marketing. That evolved into lead generation, sales development, and eventually SDR management.

I fell in love with sales after reading books like Crushing It by Gary Vee, the 10X Factor by Grant Cardone and Sell it Like Serhant by Ryan Serhant as a young grad. 

These books got me fired up about creative, out-of-the-box, and relentless prospecting, becoming a hunter, and the concept of persistent follow-up.

Over the past 6 years, I have learned the art of prospecting to radio program directors, UHNW tax lawyers, HR leaders, tech marketers, robotics engineers, corporate lawyers, and most recently internal communications leaders.

I've learned a lot over the last 6 years and moved into SDR coaching and management to help young grads break into tech and accelerate their careers. 

I also help SDRs perform to their full potential with SDR social selling, copywriting, and career 1:1 coaching sessions or related workshops at Pavillion and SDRNation.

Outside of sales development and LinkedIn life, I am probably going on long walks with my dog Dusty and my husband, language learning on Duolingo, getting some kind of exercise in for my Apple watch, reading nonfiction political, personal development or business development books or spending time with family and friends!

Email me: monica@mcilroymarketing.com

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The Battle

Waylon McGill

Monica McIlroy 🍵

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