Becca McDonald

• Second-line leader overseeing 4 Sales Managers and 28 Account Executives across the Commerce Platform sales team.
• Drive both new and existing sales growth through sales strategy, pipeline management, and coaching at the manager and rep levels.
• Partner cross-functionally with Product, Marketing, and Strategy & Operations teams to influence go-to-market strategy and execution.
• Built the inbound sales funnel from the ground up, creating a scalable demand generation engine.
• Spearheaded rollout of a new CRM system, increasing sales team efficiency and data accuracy.
• Developed and launched a Team Lead program to strengthen career paths and frontline leadership development.

Attainment and Achievements:

• Q3 ’24: 102% of quota
• Q4 ’24: 109% of quota
• Q1 ’25: 151% of quota
• Q2 ’25: 132% of quota

• Work with Account Executives to close business in Mid-Market territory (companies between $10M and $2B revenue; 20 to 250 FTEs). ACV $50,000 ARR (up to $100K ARR).
• Notable Orgs Closed and Managed: Omnicom Media Group, Clayton Properties Group, National Auto Care, NerdWallet, Arcis Golf, Liberty Senior Living.
• No voluntary attrition on team in 4+ years.

Attainment and Achievements:

• FY 2020-2022 (3 full fiscal years): all reps finished the year >100% of annual number.
• FY 23: $8.4M annual ARR target | $9M closed - 107% attainment, ACR recipient.
• FY 22: $9.4M annual ARR target | $10.4M closed - 111% attainment, President's Club qualifier, ACR recipient.
• FY 21: $8.5M annual ARR target | $10.6M closed - 125% attainment, President's Club qualifier.
• FY 20: $7.9M annual ARR target | $10M closed - 126% attainment, President's Club qualifier.

• Successfully implemented Small Business, Mid-Market, and Enterprise teams from a previous flat organizational structure - allowing for focus on correct accounts.
• Promoted and hired 5 Sales Managers to lead SB, MM, and Enterprise divisions.
• Grew team from 45 to 65 sales reps in less than 12 months.
• Mentored and coached top sales talent to identify and close larger producing accounts.
• Produced over $5.1 million in net new revenue in 10 months in role on a $6.5 million target. Projected forecast finish of 95% to EOY target.

• Managed team of 40 sales reps with 2 other Sales Managers.
• Hired, trained, and retained the top sales talent in the company.
• Helped close accounts that generated >$200k ARR in total.

• Owned entire outbound sales process from cold call outreach to closing
• Averaged 80 calls/day.
• Closed over 100 accounts that each generated an average of $10k ARR.
• Top 10% of revenue producers in company YoY.
• Managed 150 accounts at once at various points in the sales cycle.