Scott Mckinnon Email & Phone Number

Boston, MA, US

San Francisco, California, US

• Reporting to the CEO, lead the Go-To-Market team (sales, marketing, solution engineers, and business development) on a global scale. Serve as a strategic resource for the business, working very closely with finance.
• Drive visibility and alignment across the leadership around key performance indicators and improvement opportunities.
• Lead the annual Go-to-Market planning process for all routes to market, product lines, and geographies, by creating and maintaining a rolling 4 quarter view and plan.
• Design new sales coverage models, compensation plans, and incentive structures and operationalize them while balancing growth and ROI.
• Refine the sales management processes, including key performance indicators and dashboards, pipeline management, and account and territory planning
• Participate in channel partner operations lifecycle from strategy through recruitment of partners to SLA management.

Austin, Texas, US

• Hired as the company's first Chief Sales Officer to raise direct sales revenues and increase market share. Built and led a team of sales representatives, business development representatives, solution architects.
• Increase sales by an average of 67% per year, for the last 4 years
• Created, built, and established the direct sales team from inception.
• Increased awareness within the HCM industry by expanding the alliance team to include support of private label LMS resellers, increased the number of content resellers as well as referral agreements.
• Designed compensation, training, and onboarding programs to motivate and inspire outstanding performance.

• Member of Executive leadership team tasked to perform turnaround of the sales organization. Successfully devised and implemented a go-to-market model designed to displace existing vendors and win new named accounts..
• Fueled high growth with a unique strategy to refocus the sales organizations which resulted in a 200% increase within the first year.
• Lead and manage the US and UK sales teams.
• Recruited to reorganize, coach, recruit, and align the sales team to increase revenues.Acquired by Bullhorn

• Hired by the Chief Revenue Officer to transform the North American sales team into a sustainable sales organization, by instituting sales development programs, and driving the team to the next level of growth.
• Increased North American sales bookings by 141% (YOY) – largest percentage increase in company history
• Increased North American new business sales bookings by over 250%
• Initiated and implemented a sales training program that identified selling strategies for highly regulated industries (Life Sciences, Healthcare, Energy, Transportation, Financial Services, Defense, Law Enforcement.

Woburn, MA, US

• Brought on board by and reported directly to the CEO, directed a 35-person sales organization including field sales, inside sales, new business development, new markets, and solution engineers. Successfully envisioned.
• Increased sales by 60% ($25M to $40M) during tenure, consistently exceeding quota expectations.
• Designed compensation, training, and onboarding programs to motivate and inspire performance.
• Devised and implemented a new organizational structure and sales methodology, allowing for easier prospecting and faster closing of accounts in new markets. Sales increased by 100% within the first year.
• Navigated complex partnerships with the largest healthcare system and garnered an endorsement as their vendor of choice.

• Recruited by the Chairman of the Board to create and grow a sales organization after previous efforts proved to be ineffective. My Perfect Gig was an early-stage, VC-backed (North Bridge & Commonwealth Capital.
• Increased the number of beta customers by 25% after enhancing alignment between the firm’s target market and ideal customer.
• Designed a customer service program to ensure client satisfaction and increase their utilization.Acquired by Pinstripe

• The Right Thing / ADPVice President of Strategy and AlliancesThe Right Thing - a recruitment process outsourcing provider acquired AIRS in 2008. Key role in executive-level strategic discussions regarding integrating.
• Reversed a decline in revenues and increased sales 500% in four years, propelling AIRS to the #1 provider of HR SaaS services within the HR community. Ensured profitability every month, despite a very restricted.
• Transformed marketing collateral from being focused on technical implementations to clearly outlining solutions that AIRS could provide, increasing sales dramatically and rapidly boosting the firm’s brand image.
• Spearheaded global strategic and technology partnerships with Applicant Tracking System Providers and Job Boards (LinkedIn, Monster, Hotjobs, Spoke, Taleo, and Zoominfo). The new program generated $500K in supplemental.
• Achieved 20 straight quarters of end-user license growth resulting in a 60% profit increase
• Company shareholder value increases by 500% leading to an acquisition (successful exit)

Weston, MA, US

• Hired to expand sales of a variety of Monster products and recognized the need to teach a new, solution-focused approach to the entire sales team. Initiated a sales strategy that focused on identifying and solving.
• Persuaded CEO to transition sales organization toward a more consulting-oriented approach and effectively trained personnel on how to uncover business issues that clients weren’t directly stating. New strategy fueled.
• Consistently surpassed quota, 125% in 2003 and 110% in 2002.

• After initially working in a telesales management role, promoted to manage one of five New England sales teams focused on selling e-business solutions to Fortune 500 accounts.
• Team consistently placed first or second in New England, achieving over 125% of quota for two consecutive years.
• Selected to Million-Dollar Club for achieving $25M in revenues.