Jesse Cournoyer Email & Phone Number

Waterloo, On, Ca

San Francisco, Ca, Us

I am very proud of the work we were able to do this past year. I was selected as the "Trailblazer of the Year" for paving the foundation of our New Logo Acquisition strategy. This included creating an Ideal Customer Profile to target the right accounts. We then layered in tools to allow us to see buying signals within new logo accounts so we could prioritize accounts that were "in-market" and tailor our approach based on what that specific account was interested in. Finally, we broke down silos and collaborated targeting campaigns with our marketing demand generation, event marketing, marketing operations and product teams to create an account based strategy centred around "Best Fit" accounts that were"in-Market" together with sales. This drove over a 100% improvement in account engagement and doubled our conversion rates from opportunity creation to closed won revenue.In addition to this role I was asked to lead a large portion of our commercial business (Mid-Market). Our commercial business hit 101% of target in a really challenging year. Our leaders dug deep to find new and creative ways to grow our business YoY. Other accomplishments included growing our State, Local, Education business (SLED) by 45% YoY and establishing a functional program that grew from 1 rep to 3 over the course of the year. We also developed our social impact program, growing it by 112% YoY. This led to the program being self-funding which I am very proud of as this is a program that gives back. Our BDR program was revamped and increased its conversion rate from 5% to 17% in opportunities created to closed won revenue. I am also proud of the fact that 4 of my 5 leaders were selected to attend Champions Club in a tough year where few teams were able to show much success. By the end of the year there were 46 sales leaders, sales reps and business development reps working as part of my organization.

San Francisco, Ca, Us

I was asked to tackle the issue our company was facing around new customer acquisition. I spent this time gaining an understanding of what had worked and what hadn't and surfacing industry best practices that could be applied to our company and program. Over this time we created a road map for developing the right foundation for new logo acquisition at PagerDuty that would be implemented over 2023. I was selected to Champions Club once again for performance in Enterprise sales and new logo attainment.

San Francisco, Ca, Us

In addition to managing a sales team I was asked to also lead strategy for our Enterprise business for the first half of this year. In this capacity I created an Enterprise AE and Sales Leader Playbook, Overhauled the QBR process and template and coordinate and led sales leadership offsite enablement and strategic planning sessions.

San Francisco, Ca, Us

I started this role managing a team in Enterprise expansion. We grew the team from 7 to 15 reps with two team leads and created two pilot roles in enterprise new logo acquisition and a role to try move enterprise accounts from a small land or "unlanded" status to a more established customer through user growth and product expansion. I was selected as Enterprise Leadership MVP in 2021 (Champions Club / Presidents Club) after growing the business 38% YoY and being responsible for 33% of the business signed in Enterprise (1 of 6 leaders).

At Greenly Health we identified a major gap in the medicinal cannabis industry in that Licensed Producers were unable to move their built up product supply because clinicians didn't feel comfortable and didn't know how to prescribe it to their patients. We created a peer to peer based program reinforced by a proprietary e-learning reinforcement platform to educate physicians and make them feel comfortable prescribing, ultimately improving many of their patients quality of life.

Kitchener, Ontario, Ca

At Vidyard I was brought in to manage the Mid-Market and Enterprise sales teams within EMEA and the Central and Eastern Americas. Over my tenure we realigned the sales force and adjusted market-segments to better distribute equal opportunities and allow for more reps to hit their targets. We also modified the roles to allow for career progression by creating hybrid Mid-Market / Enterprise roles and vertical specific roles. Over my tenure we had our first reps achieve quota and grew revenue by 109% for my direct reports from fiscal 2017 to 2019.

Norwalk, Connecticut, Us

My roll included hiring, developing and promoting a successful team of Enterprise Sales Executives, Client Managers and product managers to drive an overall technology and services budget of 18 million per year. This roll involved overall revenue and P&L targets through all sales channels. I led our operation to 112% of target in 2016, which was second in the country and we were able to grow our services business by 208% and hardware sales 68% year over year.

Norwalk, Connecticut, Us

This was a hybrid management role where I supported 10 sales reps across the GTA and southwestern Ontario in selling Xerox hardware AND services. In this newly created function, I supported and incentivized our sales team by creating programs to drive revenue, helping them accurately forecast business, provided coaching and training, and devised strategy to further penetrate accounts and generate new business.

Norwalk, Connecticut, Us

As Office Solutions Executive I support 24 sales reps throughout South Western Ontario starting East of Mississauga. I have an annual plan of $11,500,000 to deliver to Xerox. My responsibilities include training, mentorship, outlooking, and delivering sales targets.

Norwalk, Connecticut, Us

As a Major Account Executive with Xerox I was responsible for working with both existing accounts to further revenue opportunities but to also find new customers by leveraging the value of our brand and offerings. I was responsible for a plan of a million dollars per year in new business and ensuring I was accurately outlooking every month to my superiors while ensuring my customer base was taken care of and content with their service and support. In 2011 I was 154% of my quota and selected to represent our market operation at Top Gun.

Norwalk, Connecticut, Us

In this role with Xerox I was responsible for managing 7 sales executives and a plan of roughly 3 million dollars annually in the SMB / Mid-Market business segments. The role involved coaching new sales reps in how to plan, prepare and conduct a value driven sales cycle while managing accurate forecasts and pipelines.

Ba, Psychology And History

Education record