Jonathon Mc Curley

Jonathon McCurley New York City Area,-- Global Sales Director | SaaS, AI & Cloud Services | Solutions Selling | Business Development Executive Over 20 years of global SaaS sales, leadership and business development experience driving business leadership and creative direction for highly visible customers. Experience in leading teams of Enterprise Account Executives and SDR’s, establishing long-term sales strategies, and managing multimillion-dollar portfolios. Record of success in YOY revenue growth, new go-to market penetration, and team improvement. Driven, insightful, tenacious and accomplished leader and strategist with a broad range of sales knowledge and skills. Expertise in identifying mid-market, SMB and enterprise clients, creating executable sales strategies, and building a sustainable, satisfied customer base. Excel in leading, coaching, empowering, and motivating teams to reach their top potential. Proven ability to align product/ service solutions with clients’ critical needs. Adapt quickly to new environments, teams, and objectives. SELECTED SKILL AREAS: SaaS / Cloud Services / Okta / Miro / Conflict Resolution / C-Suite Presentations / Team Building & Leadership / Staff Training & Development / Artificial Intelligence (AI) / Machine Learning / Big-Picture Strategic Planning / Business Development / Start-Up & Established Operations / Contract Negotiations / Sales Pipeline & Channel Management / Internal & External Client Management / Solutions Delivery & Lifecycle Optimization / Salesforce CRM (20+ Years) / Microsoft Teams / Slack / Hubspot CRM/ Project & Program Management / Marketing / Customer Relationship Management / Consultative Sales Professional Experience AECOM INC – New York, NY – February 2022 – February 2024 Global Digital Sales Director The world’s trusted infrastructure consulting firm lead a team of digital specialists in delivering innovative and data-driven cloud-based AI/ML SaaS solutions for the global infrastructure industry. PlanEngage is the industry first interactive web-based project management engagement platform. PipeInsights is a world class AI/ML CCTV inspection and rehabilitation platform for gravity feed systems. Hired to lead a team of 10+ Business Line leads including Canada, in capturing new and existing Architecture Engineering & Construction service project bookings. Created productivity metrics, including deal size and lead gen KPI goals. Coached and mentor BL’s in best practices for connecting with Project Management-level relationships within accounts, including strategies for complex negotiations and enterprise deals. Coached, developed, implemented new sales strategies related to generating more qualified prospects. Led and executed weekly global cross-functional team meetings. Directed and developed multiple sales development lifecycles for Artificial Intelligence (AI) and Machine Learning cloud-based SaaS products, including cybersecurity, WCAG 2.1 implementation, prospecting, email marketing outreach campaigns, tradeshow, lead generation, Salesforce mining/reporting, created and Directed reseller programs, and improving the entire sales operation flow. Redefined the direction of the go-to-market strategy and execution, created new sales implementation strategies, and collaborated with Marketing, Product, and Success teams on marketing/client initiatives. Drove internal and external global adoption for both SaaS Digital Products (PlanEngage & PipeInsights) by exceeding adoption KPI’s by 100% annually. Delivered 100% of sales target for FY'23 and ensure the successful adoption of new SaaS solution offering. Served as a member of several Senior Leadership Teams. Participated in weekly calls regarding product roadmap, new market initiatives, and the current state of the business. Created the Digital Product Salesforce implementation through organizing changes to Salesforce that included streamlining operations and usage, training teams, and improving workflow. COPILOT CX. LLC – New York, NY – February 2021 – Oct 2021 Director of Sales Post Purchase Customer Experience SaaS Platform focused on consumer electronics market for Internet of Things (IoT) using Automated AI/Machine learning. Hired to build an entire new sales team from scratch. Started with building, hiring and leading a team of 4 Sales Development Reps in capturing new and expansion bookings within first 6 months. Created productivity metrics, including deal size and lead gen KPI goals. Coached and mentored SDRs in best practices for connecting with executive-level relationships within accounts, including strategies for complex negotiations and enterprise deals. Coached, developed, implemented new sales strategies related to cold calling and generating more qualified prospects. Led and executed weekly cross-functional team meetings. Directed multiple functions within the sales development lifecycle, including prospecting and cold calling, email marketing outreach campaigns, tradeshow lead generation, HubSpot mining/reporting, and improving the entire sales operation flow. Redefined the direction of the go-to-market strategy and execution, created new sales implementation strategies, and collaborated with Marketing, Product, and Success teams on marketing/client initiatives. On target to achieve 100% of $6M quota for 2021 with heavy focus to exceed this goal. Generated over $500,000 in new revenues in less than 6 months through penetrating and bringing in multiple new IoT consumer companies with over 1 million new connected devices. Served as a member of the Senior Leadership Team. Participated in weekly calls regarding quotas, new market initiatives, and the current state of the business. Improved efficiency through recommendations on revamping and organizing changes to HubSpot that included streamlining operations and usage, training teams, and improving workflow. PATRON TECHNOLOGY – Pittsburgh, PA - Senior Director of Sales – Position eliminated due to COVID-19 Comprised of multiple entities: ShowClix (SaaS proprietary ticketing platform), Greencopper (mobile app development company), Token (RFID/cashless technology), Marcato (web-based management solution), and Thuzi (analytical fan engagement solution). Hired, trained, and led a team of 6-10 Enterprise Account Executives including Canada, in capturing renewal, new, and expansion bookings. Evaluated team on productivity metrics, including deal size, win rate, forecast accuracy, and guiding customers through a proactive sales cycle. Coached and mentored AE’s in building executive-level relationships within accounts, including strategies for complex negotiations and enterprise deals. Led daily and weekly cross-functional team meetings. Directed multiple functions within the sales development lifecycle, including prospecting and cold calling, email marketing outreach campaigns, tradeshow lead generation, Salesforce mining, and referral networking among others. Set the direction of the go-to-market strategy and execution, created new sales implementation strategies, drove joint marketing efforts, and collaborated with Marketing, Product, and Success teams on marketing/client initiatives. Achieved 125% of $1M quota in 2018, 115% of $1.8M in 2019, and on-track results for 2020 within a heavily competitive, saturated field (over 300 vendors). Closed the largest single deal in the company for Q3 2019 ($750K+) and expanded revenues with existing/new clients with each Patron product. Generated over $10M in new revenues in less than 2 years through penetrating and bringing in multiple new vertical markets for the company. Led a series of new product initiatives from client specifications to pitching, presentations, weekly development roadmap meetings, design implementation, GTM strategies, training for new features, and final release. Served as a member of the Senior Leadership Team. Participated in weekly calls regarding quotas, new market initiatives, new product feature releases, and the current state of the business. Improved efficiency by 3x through recommendations on revamping and organizing changes to Salesforce that included streamlining operations and usage, training teams, and improving workflow. Saved lost deals and collaborated on 97+% customer retention by recommending better after-hours and weekend support to improve wait times, expedite responses to customers, and strengthen service. Selected by executive management as the Top Sales Producer & Leader, 2019 TICKETFLY / EVENTBRITE – San Francisco, CA - Senior Director of Sales Proprietary web-based startup ticketing and marketing company with $18M in annual revenues. Hired as Director and promoted to Senior Director in 2012. Assembled, trained, ramped, and led a team of 5-10 Enterprise Account Executives Including Canada, in sales activities for new and existing clients. Fostered a high-performance culture through training, developing, coaching, and motivating team members; served as the go-to person for the sales team in building client relationships and driving growth of Key Performance Indicators (KPIs). Demonstrated excellent agility within the rapidly changing ecosystem of SaaS providers. Prepared 100’s of presentations, demos, RFP’s, PowerPoints, and contracts. Traveled to 4-5 tradeshows annually to position the company as a market leader and build sustainable relationships. Initiated strategies for multiple new markets and new segments. Orchestrated with cross-functional teams, the CTO, and the VP of Marketing on new product features. Achieved average of 112% of $1M annual quota from 2011 to 2017. Increased sales growth 20% through effective sales plans; increased market share 15% through collaborations with business unit leaders. Generated $15M+ in new revenues over a 6-year period through penetrating new vertical markets; distinguished as the first Non-Music sales leader to grow that vertical from <$500K to >$4M in 2 years. Played a key role in producing $24M in revenues for the Non-Music vertical in 6 years through several recommendations for go-to-market strategies that were implemented within 3 months in 2012. Tapped by the executive team to serve as the Sales Liaison for 20 sales representatives in 2015 to help build and present new product roadmap features; additionally, served as a SME on the platform and technology. Received Top Producer Awards in 2014, 2015, 2016 and 2017 EXTREMETIX – Houston, TX - Director of Sales $8M SaaS revenue ticketing solution offering live event ticketing via mobile, online, and box office services. Led sales efforts in a start-up environment. Built and directed teams, focusing on strategies to ensure superior customer service, relationships, and retention. Grew accounts and revenues through joint business process optimizations, technology, and consulting services. Facilitated implementation of 25+ new SaaS features for bottom-line impact. Served as a primary driver in achieving 30% year-over-year revenue growth. Prepared 100’s of presentations and deliverables, building product awareness and adoption across a diverse customer portfolio. Signified as the first sales rep to penetrate the Renaissance Festival market, closing 15 of the top 20 largest Renaissance festivals within first year of tenure (the market generated $1.5M+ annually and grew to $2.5M annually by 2011). Assisted in growing the Northeast territory from low-grossing to the 2nd largest grossing territory (relocated to NY in 2006 and facilitated drive increases over a 3-year period). Received Top Producer Awards in-, 2007, 2008, 2009 and 2010 Additional Experience PRIOR POSITIONS: Senior Recruiter, Environmental Resource Management – Carried out searches for Environmental Engineer candidates. Screened, interviewed, and evaluated candidates, providing recommendations for top talent. Senior Recruiter, Aerotek Engineering – Recruited Contract Engineers for NASA and oil & gas companies. Among 1,000’s of recruiters, received Top 10% Recruiter in the Nation for number of quarterly placements and contract revenues. Professional Goalkeeper, USL Houston Hurricanes -) – Starting Goalkeeper for a professional soccer team. Education, Training & Licensure BBA Program – University of Texas, Pan America Affiliations -: Affiliate Member, Pro Rodeo Association; Sponsorship Member, International Fairs and Events Association; Member, International Ticketing Association. Volunteer, Hance Family Foundation