Toronto, Ontario, Canada
CRO School Graduate (July 2021). Learned the key skills and strategies needed as a CRO, including developing a theory of enterprise value, financial modelling and unit economics, revenue team alignment, board management, and building a world-class team
Responsible for moving Clio up-market, and into new verticals. Developing new training plans and processes to sell Enterprise-type deals, include working with other departments to adapt to the needs of larger customers. Weekly coaching meetings with AE's to drive pipeline, results, and professional development. Leveraging data analytics to make decisions and improvements in the sales process. Also responsible for developing training programs for the entire sales team to help develop future sales leaders at Clio.
Helped start and staff Toronto sales office - grew from 3 to 40. Recruiting, hiring, training, coaching and retaining top talent. Creating a performance culture balancing results, customer success, and employee satisfaction. Installed new sales methodology and processes to help manage growth. Responsible for a team of 12, selling to the Eastern side of North America. Focus on coaching through weekly meetings with staff.
Joined as a Mid-Market rep selling to Alberta, Saskatchewan and Manitoba. Promoted to Commercial (GB) AE in FY13 selling to Saskatchewan, Manitoba and Southwestern Ontario. Selling Sales, Service, and Marketing solutions. Learned about execution under time pressure and the training, development and resources required to succeed in the high-tech industry.