Jake Heimpel
Waterloo,ON
Summary
A dynamic higher education-focused, new business sales leader with a rare but critical technical foundation as a Solutions Engineer, growing into a company record setting individual enterprise sales executive. I am recognized for over-achieving quota thresholds based on the following principles:
1. Pipeline & Business Development - A successful sales organizations hinders on quality pipeline that can be moved through a proper sales process.
2. Sales Execution - When opportunities are in the pipeline, there should be a complete, executable plan that is multi-threaded with a customer-aligned business case.
3. Coaching and Mentorship - As the sales organization grows and changes, processes need to be in place to help individuals achieve and be successful.
4. Forecast Management - Reliability in forecast from individual contributors, mid-level leaders to senior leadership is fundamental to ensure growth accuracy and proper investment.
Overview
7
7
years of professional experience
Work History
Senior Director, Strategic Accounts, North America
D2L
02.2025 - Current
- As the Higher Education LMS landscape has started to slow down, I've been tasked with a new role directly from the CEO and President to help unlock a new area of our market due to my reputation as the highest grossing revenue generating individual and leader of all-time at D2L.
- This role continues to focus on new business growth but also encompasses some strategic customer renewal support.
- In Q1, I achieved 100% of my quarterly goal and helped renew a high ranking, strategic customer.
- Within Q1, I have built over 4.5x pipeline for the remaining fiscal year with the top 50 targets assigned and another 3x pipeline for the following fiscal year.
Director, North American Higher Ed
D2L
09.2023 - 02.2025
- Due to my successes leading North American (NA) Enterprise Higher Education (HE), I took on the role as Director of NA HE including both Enterprise and Mid-Market accounts.
- I increased mid-market deal value by over 50% per contract by applying Enterprise sales philosophies of value-selling while at the same time, increasing the velocity of quarterly bookings.
- This resulted in me achieving 138% of my annual quota and earned Presidents Club yet again.
- During this time, I partnered with key internal resources like revenue enablement and sales operations to help strengthen the sales team's process and ensure forecast accuracy.
Senior Enterprise Sales Manager
D2L
02.2022 - 09.2023
- After being promoted for my successes as an Enterprise Sales Executive, I led a team of eight Enterprise Sales Executives as a Manager and quickly promoted to Senior Manager.
- Restructured territories and go-to-market plans to better align with the vision for consistent growth in the Higher Ed Enterprise Vertical - mainly focused on pipeline and business development through referential selling
- Achieved a company record quota achievement of over 400% in Q2 and realized 290% of my annual quota.
- Was recognized as the number 1 revenue generating sales leader globally and achieved Presidents Club.
- Developed strategic sales plans to exceed quarterly revenue targets, and collaborated with cross-functional teams to streamline sales processes and, improve business development.
Senior Enterprise Account Executive
D2L
02.2018 - 06.2022
- Designed a three-year strategy across Canada and New York around pipeline development leading to over 4x pipeline across the three-year goal.
- Pipeline development efforts in year one lead to quota achievements of +500% and 650% in years 2 and 3, respectively. Both years, I hit the entire North American Enterprise Higher Education number individually.
- Individual results were a key impetus in D2L's success for achieving an Initial Public Offering (IPO) on the TSX.
- Achieved President's Club all three years as an individual contributor.
- Was ranked the number one revenue generating representative globally throughout this role.
- Secured some of D2L's largest clients to-date including: the State University of New York (SUNY), City University of New York (CUNY), and top ranking institutions like New York University (NYU).
- Consulted with prospective institutions on evaluation best-practices that lead to successful results for D2L.
Education
Bachelor of Environmental Studies - Honours Environment And Business & Economics Minor
University of Waterloo
Waterloo, Ontario09-2014
Skills
- Collaborative Leadership
- Culture Transformation
- Business Development & Prospecting
- Forecasting Accuracy
- Pipeline Management and Development
- Decision-making
- Presentation Skills
- Contract Negotiation
Boards & Consulting
Wayble - Board Sales Advisor
- As the first Board Advisor on sales, I've mentored Wayble on a variety of go-to-market topics including: pricing strategies, referential selling approaches, prospecting initiatives and campaigns and proof of concept approaches.
Timeline
Senior Director, Strategic Accounts, North America
D2L
02.2025 - Current
Director, North American Higher Ed
D2L
09.2023 - 02.2025
Senior Enterprise Sales Manager
D2L
02.2022 - 09.2023
Senior Enterprise Account Executive
D2L
02.2018 - 06.2022
Bachelor of Environmental Studies - Honours Environment And Business & Economics Minor
University of Waterloo
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