Dec 2021 – Mar 2022 · 3 mos · Toronto, ON · Remote

• (This role was impacted by a layoff and GMT Plan change to an entirely new business - Forwardly) ForwardAI was a small 10-12 person, self-funded 2-year-old, emerging, Pre-Series-A start-up, (it was pre-revenue $0.00). At this time the firm was looking for near term revenue 0-6 months from Tier 1 banks (not possible).
• In this role I had engagements from the top 100 US banks and Canadian big 5 banks. I also carried a $2.5M ACV annual quota. I built a staggering $350m USD SaaS bi-directional AI infused API + white labelled web app RFP sales funnel calling on VP, SVP and EVP leaders that would take 12-18 months to close. This funnel was big enough to drive over $20m in commission. All of my sales funnel was LOST in a pivot with the cutting of the bank team and the move to an entirely new business (payday API - Forwardly) in search of initial revenues.

Apr 2020 – Apr 2021 · 1 yr · Toronto, ON · Remote

• (This role was impacted by a GTM plan change) EasyMorph was a 10-person (now 3) bootstrapped, pre-series-A, start-up venture based in Kyiv, Ukraine. My role was to sell EasyMorph to replace Microsoft Power Query inside large F500 corporate accounts in English-speaking markets.
• I took this role as head of sales to build up the business with an eye to hiring a global team in year 2 or 3. I was successful in driving indirect business from international clients through LinkedIn posts and I also built a $1.5M USD ACV sales funnel (on-premise or private cloud) with international public and private sector firms for 2021/2022. The limitations of the Covid marketplace ended the firm’s focus on outside sales . After this attempt at building an outside sales team the firm reverted back to web only sales and has stayed there.
• www.easymorph.com

Jun 2017 – Jun 2019 · 2 yrs · Toronto, ON · Remote

• During this period I partnered with my co-founder to try to bring a new suite of software solutions to market.
• As a first step, we sought to create a disruptive online, e-billing, spend management tool to better manage, reduce and control the many different consulting & contractor spend categories globally within the public and private sector. As of today, different global tech firms have picked up the slack with new tools and these spend issues are not as big of a problem what they once were.

Jul 2016 – Jan 2017 · 6 mos · Toronto, Canada Area · Remote

• (This role was impacted by a 4% global layoff and a GTM Plan change that cut my Eastern Canada job into 4 roles, Western Canada was cut into 2 roles). In this enterprise sales role I was responsible for the sale of Legal Tracker to F500 corporate legal departments on the East Coast. I had a small $600k ACV annual quota. It is presented to the GC or AGC of law at F500 companies worldwide and takes 6-18 months to conclude.
• In this role I was the GOAT of Legal Tracker sales where I closed business with key enterprise accounts in Eastern Canada ($550KTCV) and I built a $3.4m -$6.0m USD+ 5X-10X RFP-based sales funnel with 6 global deals in it when Legal Tracker was only a $6m ARR business global business. The vast majority of my Eastern CDN funnel as well as 90% of the Quebec market was LOST in this abrupt GTM plan change. Over the 10+ years these tools stay in place the loss totalled $100m in ARR or more. The CDN leadership team responsible for this change was let go due to the huge losses from the GTM plan.
• www.thomsonreuters.ca

Jan 2015 – Jan 2016 · 1 yr · Markham Ontario Canada

• I took time off to coordinate and help manage the care of a family member who was ill and needed daily assistance. I was able to provide the main caregiver a daily break and allowed for the time needed to find a permanent solution (a rest home for seniors).

Jan 2014 – Apr 2014 · 3 mos · Toronto, Canada area · Hybrid

• In this senior enterprise sales role, I was responsible for the sale of PureFacts (A 4-year-old pre-series-A start-up) suite of back-office wealth management software tools. These solutions were on-premises or private cloud and sold to leadership at a selection of the Big 5 Canadian Banks and regional wealth managers in the BFSI vertical.
• During my time with the firm without any training, user guide, wealth contacts and an empty CRM tool (we called from scraps of paper given to us by the Founder and looking up companies on the web) or a VP of Sales, I presented and sold a suite of wealth management tools to target accounts across Canada and built a large $7.2M RFP sales funnel ( I had a $2.5m annual quota) driven in part by the impending CRM2 regulation deadline (July 2016). This is a 18-24 month RFP-driven sale for tools changed once in 10-20 years. While there, the firm was having difficultly trying to transition from a partner-driven sale to having a full-time sales team. The majority of my funnel was LOST upon my exit.
• www.purefacts.com

Jan 2012 – Jan 2014 · 2 yrs · Toronto, Canada Area · Remote

• In this 2yr contract role I functioned as a management consultant, assisting the firm run by a former manager of mine at Canon, to better understand the impact of its offerings. In addition, I also helped the sales team break into new accounts by directly contacting CMO's at leading BFSI and consumer brands.
• www.addmirror.com

Mar 2008 – Jan 2011 · 2 yrs 10 mos · Toronto · Hybrid

• I was responsible for the sale of Grenville's BPO and SaaS offerings to leading BFSI and enterprise private and public sector accounts across Canada. This was a very long 12-24 month RFI/RFP-based sale and involved highly detailed responses. Solutions ranged from BPO on-premise services to cloud-based offerings. While in this role I drove $6.1m in RFP-based BPO wins in key public and private sector accounts.
• www.grenville.com

Jul 1994 – May 2006 · 11 yrs 10 mos · Mississauga, ON · Hybrid

• (This role was impacted by a company wide layoff) At Canon I grew my career over a 12 year period from a junior AE to a Client Partner to Bank of Montreal and TD Bank. During my time there I was also a mentor to new AE's and did a training session on leasing fundamentals for new AE's. For most of my career at Canon I was tasked with pursuing accounts in the BFSI vertical and selling Canon hardware and software solutions.
• I progressed in my career until I was part of the national accounts division and had the highlight of being chosen to be the lead and client partner on the BMO account. This was the largest client Canon Canada ever had in its corporate history. I was also the youngest person in company history to have this position. After this role I took some time to relax, re-centre and plot a new course away from the hardware device space.
• www.canon.com