Anthony Macdonald Email & Phone Number

Raleigh, North Carolina, US

Seattle, WA, US

• Reporting to the CEO, I lead a team of responsible for Direct and Partner Sales, Marketing, Sales Enablement, Sales Operations and Customer Success.
• Recruited to Optimum to lead Sales and Marketing functions as they grow ~30% YoY.
• Achieved recording bookings in 2023 and on pace for 30% YoY bookings increase in 2024.
• Within first 6 months implemented updated sales process and qualification methodology (MEDDPICC), reducing time to close by 30% and increasing pipeline by 200%.
• Re-organized and scaled the Revenue team increasing account coverage by 50% and created an outbound sales function increasing leads by 60%.
• Within a year created a Customer Success function owning renewals, customer health and recognition improving renewals by 25%, increasing NPS by 15% and referrals by 33%.

Reston, VA, US

• Reporting to the Chief Sales Officer (CSO), I led a team responsible for Business Development and Enterprise sales.
• Team achieved 156% of 2022 bookings goal.
• Within the first 3 months implemented name account territory model resulting in a 200% increase account coverage and a 75% increase in pipeline.
• Optimized incentive structure improving quarterly bookings verse forecast by 25% and reducing employee churn by 15%.
• Implemented technology tools decreasing time needed for outbound prospecting by 35%.

Reston, VA, US

• Reporting to the CSO, I led a team of 8 direct and 3 indirect reports responsible for all Business Development, Sales and Customer Success through direct channels in North America.
• Team delivered 240% of goal in 2021 and 187% of goal in 2020.
• Revamped sales process and qualification methodology (MEDDPICC), reducing closing times by 20%, and reducing new AE time to value by 15%.
• Within the first 6 months implemented new outbound sales process, boosting initial meetings by 40%, while reducing incentive spend by 25%.

Reston, VA, US

• Reporting to the SVP of Sales, I led team of Success Managers responsible for all customer renewals, expansion and add-on revenue.
• Built and scaled Customer Success team to proactively address customer concerns and increase upsells resulting in 30% less churn and 100% more upsells over 2 years.
• Team achieved 137% of goal in 2019 and 172% of goal in 2018.
• Developed new customer pilot process reducing customer time to value and sales cycle by 25%.
• Identified opportunity, developed and deployed Demand Response solutions to GridPoint customers.

Reston, VA, US

• Reporting to the SVP of Sales, I led a team of Solutions Engineers responsible for solution design, pricing and technical expertise across GridPoint’s customer and prospect portfolio.
• Recruited by GridPoint to lead Solution Engineering while GridPoint underwent substantial company structure changes and planned for 100% growth over the next 5 years.
• Optimized team structure and merged with broader sales organization saving 50% in team expense and reducing time spent on solution design by 25%.
• Worked with Direct and Channel sales team to design and deliver innovative solutions to customer problems supporting business development.

Boston, MA, US

• Reported to the Global Head of Solution Engineering. I was responsible for technical solution design for enterprise customers supporting 20+ salespeople.
• Solution Engineer on EnerNOC’s largest Enterprise SaaS contract.
• Increased targeted and prospected enterprise customers by 60%+ during my tenure as the solution expert on all enterprise retail, grocery and restaurant customers and prospects.
• Partnered with Enterprise and Channel Sales teams to design, deploy and prove value for EnerNOC’s Demand Response, SaaS and Engineering Services Solutions.

Minneapolis, MN, US

• Reporting to the Director of Smart Buildings, I focused on enterprise-wide load management, demand response, building analytics and sub-metering programs.
• Increased load management program enrollment, energy savings and revenue growth during my tenure through enhanced program strategy and effective contract negotiations.
• Developed and implement enhanced lighting and HVAC IOT solutions achieving over Millions in Energy and Facility savings and increasing comfort for Target’s 300,000+ team members.
• Streamlined Target’s energy analytics and sub-metering programs decreasing costs by 30% and expanding sites benefiting from the solution by 40%.

Farmington, MN, US

Grant, Minnesota, US