Mark Webster
VIEWTVX
Toronto,Canada
Work Preference
Work Type
Full Time
Location Preference
Remote
Minimum Desired Compensation
$200000/yr
1
Language
21
Years of experience
Strategic enterprise sales leader with expertise in market development and securing complex accounts across SaaS and technology sectors. Skilled in new-logo acquisition, account expansion, and building strategic partnerships, with hands-on experience in solution selling and negotiation. Established North American network contributes to significant revenue growth, including scaling company revenue from $7M to $14M and generating $2M in net-new ARR. Focused on enhancing team performance through effective organization and problem-solving.
Skills
Business Development
Enterprise Software Sales
New Logo Acquisition
Strategic Accounts
Account Expansion
Sales Leadership & Coaching
GTM Strategy
Pipeline Management
C-Suite Selling
RFPs
Procurement
Go-to-market strategy
SaaS
AI
MarTech
Market Analysis
Commercial Agreements
Salesforce
HubSpot
MEDDIC / MEDDPICC
Challenger Sales
Work History
Business Development, North America
1 Year 5 Months- Built North American revenue from a greenfield base as the first dedicated sales/business-development hire, generating more than $2M in net-new ARR in year one.
- Advanced enterprise relationships across media, technology, and platform organizations, collaborating with senior commercial, marketing, product, and technical stakeholders through complex multi-party sales cycles.
- Developed and commercialized CTV FAST programmatic monetization and first-party data audience intelligence solutions across DOOH and retail-media environments to support client needs.
- Utilized AI-assisted research, stakeholder mapping, and buying-signal analysis to refine account strategy, uncover opportunities, and expedite complex deals.
Director of Sales
2 Years 2 Months- Joined as the first dedicated salesperson and built the enterprise commercial motion from the ground up, helping double company revenue in two year .
- Developed enterprise sales system encompassing ICP definition, outbound strategy, HubSpot discipline, forecasting, qualification, SDR/BDR recruiting and coaching, RFPs, pricing, procurement and strategic-account planning.
- Created the enterprise sales system across ICP definition, outbound strategy, HubSpot discipline, forecasting, qualification, SDR/BDR recruiting and coaching, RFPs, pricing, procurement and strategic-account planning.
- Executed sales of SaaS and platform capabilities across retail media, AdTech, MarTech, first-party data, self-serve advertising, AI personalization, DCO and programmatic monetization, enhancing client engagement.
- Contributed to record revenue growth over two consecutive years, leading to Financial Times recognition among North America's fastest-growing companies.
- Developed and implemented sales strategies to enhance market penetration and revenue growth.
- Led cross-functional teams in executing sales initiatives and aligning resources with business objectives.
- Analyzed market trends and customer insights to refine product offerings and improve competitive positioning.
- Established key performance indicators to measure sales effectiveness and drive accountability within the team.
- Fostered strong relationships with clients, enhancing customer loyalty and satisfaction through tailored solutions.
- Mentored and trained sales staff, cultivating a high-performing team focused on achieving strategic goals.
- Negotiated high-value contracts with key accounts, optimizing profitability while maintaining customer trust.
- Increased sales revenue by developing and implementing strategic plans and setting performance goals for the sales team.
Sales Director
2 Years 5 Months- Led enterprise growth for AI-powered marketing and email SaaS platform, shaping GTM strategy, enterprise sales, product-led growth, and customer expansion.
- Analyzed customer behavior, engagement, and usage signals to identify retention risks, expansion potential, and actionable use cases for AI-driven marketing.
- Developed and implemented strategic sales initiatives to drive revenue growth and market expansion.
- Led cross-functional teams to align product development with customer needs and industry trends.
- Analyzed market data to identify emerging opportunities, driving targeted sales strategies.
- Developed and implemented sales strategies to drive revenue growth across diverse markets.
- Analyzed sales data to identify opportunities for improvement and optimize performance metrics.
- Conducted competitive analysis to inform strategic decision-making and refine go-to-market approaches.
- Oversaw budget management for sales initiatives, ensuring alignment with organizational goals and resource allocation.
- Enhanced customer satisfaction levels by addressing concerns promptly and providing tailored solutions.
- Increased sales revenue by developing and implementing strategic plans and setting performance goals for the sales team.
Sales Director, Business Development
5 Years 11 Months- Led enterprise sales and strategic growth, helping scale revenue from approximately $1M to $5M over six years through SaaS, MarTech, digital communications, services and channel partnerships.
- Expanded initial engagement into $2M ARR, five-year enterprise relationship by increasing adoption across marketing, investor relations, executive communications, and digital events.
- Sold recurring SaaS with implementation, integrations, consulting, and managed services, coordinating commercial and technical teams through complex enterprise sales and expansion cycles.
- Sold recurring SaaS alongside implementation, integrations, consulting and managed services, coordinating commercial and technical teams through complex enterprise sales and expansion cycles.
- Developed strategic partnerships with key industry stakeholders to drive revenue growth.
- Led cross-functional teams to create and implement innovative sales strategies.
- Analyzed market trends to identify new business opportunities and optimize sales efforts.
- Spearheaded initiatives that improved customer retention and satisfaction rates.
- Collaborated with marketing teams to align campaigns with business development goals.
- Identified areas of improvement in existing products and services, working closely with development teams to implement enhancements.
- Built an extensive pipeline of potential deals by actively seeking out new business opportunities and engaging in proactive outreach efforts.
Commercial Sales Manager
9 Years- Exceeded revenue targets for six consecutive years and ranked among Thomson Reuters’ Top 3 Sales Executives for five years.
- Led enterprise sales growth across Canada, including responsibility for approximately $11.3M in annual team revenue and leadership of a 12-person sales organization.
- Built and expanded senior enterprise relationships across financial services, technology, and major Canadian organizations, driving new-business acquisition and strategic account growth.
- Launched and scaled digital/SaaS platform offerings in collaboration with senior marketing, investor relations, communications, and technology leaders through discovery, solution design, procurement, and contracting.
- Coached sales professionals, enforced Salesforce and forecasting discipline, and collaborated with a matrixed global organization on Canadian go-to-market execution.
- Led cross-functional teams to develop and implement strategic sales initiatives.
- Analyzed market trends to identify growth opportunities and adjust sales strategies accordingly.
- Oversaw budget management, ensuring alignment with overall business objectives and profitability targets.
- Developed training programs for sales staff to enhance product knowledge and selling techniques.
- Collaborated with marketing teams to create targeted campaigns that increased lead generation and conversions.
Education
First-Class Honours (UK) - Economics
Selected Commercial Results
- ~$7M → ~$14M company revenue growth in approximately two years during enterprise sales build-out.
- $2M+ net-new ARR generated in year one from a greenfield North American business-development base.
- ~$6M TCV strategic enterprise agreement; grew another strategic account from ~$1M to ~$1.75M ARR.
- ~$11.3M annual Canadian team revenue led; 12-person sales organization; six consecutive years above target.
- Top 3 Sales Executive for five years; top-performing sales leader at another company for four consecutive years.
Market And Customer Experience - Industries And Examples
- Enterprise / Financial Services, BlackRock, RBC, TD, Scotiabank, Desjardins, BlackBerry
- Retail / Consumer, Costco, Loblaws, Sobeys, H-E-B, Wayfair, GovX, Huckberry, Vivino
- Media / Technology, Bell Canada, AMC Networks, Tubi, Plex, Fox Sports, Hewlett Packard
Leadership Gtm And Sales Systems
- Sales Leadership
- Team Hiring & Coaching
- Enterprise Account Planning
- Revenue Forecasting
- QBRs / Executive Reviews
- RFPs
- POCs
- Procurement
- Complex Contracting
- Salesforce
- HubSpot
- MEDDIC / MEDDPICC
- Challenger
- AI-Assisted Research
- Buying Signals
- Stakeholder Mapping
- Pipeline Inspection
- Cross-Functional Leadership
Industry Market Engagement
- IAB
- NRF
- Shoptalk
- Shoptalk Europe
- Groceryshop
- ETail
- Retail Media Summit Canada
- Cannes Lions
Personal Information
Title: Enterprise Sales & Revenue Leader
Languages
English
Native or Bilingual
Timeline
Business Development, North America
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04.2025 - CurrentRead More
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University of Bristol
First-Class Honours (UK) from Economics
Read More