Scott McCormick
Toronto,ON
Summary
- Top performer in AE and Sales Development Roles
- 4 years experience in sales | average 1-2 promotions/year
- Strategic contributor across business
- Methodology/Theory centric approach across sales cycle and coaching
- Results driven
- Adaptable and easy to coach
Overview
4
4
years of professional experience
Work History
SR. ACCOUNT DEVELOPMENT LEADER
Cognota
01.2023 - Current
- Expanded new business within customer hierarchies by 40%
- Brought in 70% of outbound closed-won new business deals
- Achieved 110% of quota for 2023 despite economic challenges within ICP and industry
- Rebuilt outbounding strategy for account development, new business and inbound messaging
- Onboarded and trained new BDRs who had no prior sales experience, leading to 50% hitting quota before end of ramp
- Partnered with AE's on strategic outbounding efforts to capture Fortune 50 enterprise customers
- Drove a 200% increase in converted leads following in-person events (conferences) through live demos and in-booth discovery
- Successfully ran full sales-cycle of mid-market (5000 and fewer employees) using Sandler and Challenger methodologies
ACCOUNT EXECUTIVE SMB
Easyship
08.2022 - 01.2023
- Top performer on AE team during 6-month tenure
- Achieved 120% of quota over 3 months of ramping
- Successfully closed company's 3rd largest client to date, making up 25% of company ARR in 2023
- Effectively ran full sales cycle, from prospecting through to close
- 95% of meetings self-sourced | 40% conversion to evaluation
- Crushed outbounding KPI's (200%)
- Most meetings booked of any AE over 6-month period
ACCOUNT DEVELOPMENT REP / TEAM LEAD
Docebo
01.2020 - 08.2022
- Top performer on BDR team of 25
- Achieved $2.5 million + in sourced ARR in 12 months
- Successfully sourced four close-won deals in 2021— generating over $200,000 in first year ARR and over $1,000,000 in total revenue
- Showcased high levels of consistency and leadership in categories of call volume, meetings booked, quota attainment and growth
- Repeat SPIFF winner, resulting from close to 100 calls/day over those months and the most meetings booked across all OBDR teams
- Converted 85%+ meetings booked into qualified opportunities
- Successfully rebuilt the ADR strategy, messaging and sequences leading to a 60% increase in response rates and meetings
- Proactively collaborated with AM teams to identify opportunities for improvement within account dev function.
Education
Bachelor of Commerce, Marketing -
UNIVERSITY OF GUELPH
01.2020
Skills
- Sandler & Challenger methodologies
- Sales cycle management
- Coachable/ adaptable
- Cold calling
- Objection handling
- Research/ resourcefulness
- Persistence
- Rapport building
- Creative outreach
- SOFTWARE KNOWLEDGE
- Salesforce / Hubspot
- ZoomInfo
- Outreach
- Sales Navigator
- Demandbase
- Vidyard
- Demoing
Timeline
SR. ACCOUNT DEVELOPMENT LEADER
Cognota
01.2023 - Current
ACCOUNT EXECUTIVE SMB
Easyship
08.2022 - 01.2023
ACCOUNT DEVELOPMENT REP / TEAM LEAD
Docebo
01.2020 - 08.2022
Bachelor of Commerce, Marketing -
UNIVERSITY OF GUELPH