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, legal, product, engineering, and leadership to surface sales opportunities, translate those opportunities into action, and partner to hit aggressive yet attainable sales goals, both in the short and long term. • 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, alliance managers, and sales enablement/operations. Focused on developing, coaching, and mentoring, which resulted in team member promotions. Perform market analysis and identify growth targets both within and outside of our current markets, while setting a long-term sales strategy that will properly define the goals, approach, and long-term objectives. Ensure that the sales team’s infrastructure is properly aligned for efficiency and growth while monitoring the processes across the sales cycle from prospect engagement to onboarding. Grew brand recognition from zero to one of the top 10 LMS companies with over 1,000 competitors. • 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. Responsible for managing and leading the sales organization: Enterprise and Mid-Market Sales Representatives, Pre-Sales Solution Engineers, and Business Development Representatives.• 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, Military, and other government agencies.) Acquired by Learning Technologies Group

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 and developed a standardized sales process to align with a go-to-market strategy where none previously existed.• 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 Ventures) company that was re-launching its product capabilities and value proposition to the marketplace. The SaaS platform provided recruiters and talent acquisition organizations with candidate sourcing data and analytics to help drive intelligent decisions. It delivered predictive analytics" about candidate supply as well as competitive information about what demand there is for that talent. Responsible for creating and launching a beta program as well as growing the reference base and driving revenue growth.• 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 AIRS’ sales team and strategic partners into new organizational culture.AIRSSenior Vice President of SalesBrought on by the CEO, after a significant revenue decline, to institute a professional sales organization with formal processes and training programs. Recruited, trained and nurtured a well-balanced sales team across the US. Executive level responsibilities also included evaluation and development of new products and services to enable firm to transition from a training company to software as a service provider (SaaS).• 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 marketing budget, enabling the firm to launch a new venture, the Human Capital Institute.• 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 revenue within the first six months.• 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 client problems and successfully recruited and trained a fresh team of eight sales representatives. • 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 sales growth to over $25M in two years, through direct and indirect channels.• 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.