Bonnie Marcal
Hoschton,GA
Summary
Strategic, data-driven revenue enablement leader with extensive experience in developing and scaling global enablement strategies within high-growth SaaS organizations. Proven success in accelerating seller readiness, enhancing execution consistency, and unifying cross-functional teams around a cohesive go-to-market narrative that delivers measurable performance outcomes. Led U.S. Revenue Enablement for over 1,200 sellers, architecting a sales process that remains integral to both U.S. and international teams today, characterized by embedded methodologies and robust operational rigor. Transitioned into frontline district leadership to gain direct quota ownership and firsthand insight into execution gaps, enhancing the design of enablement programs that thrive in real-world conditions while leveraging strong storytelling, inclusive learning design, and scalable systems across diverse markets and customer segments.
Overview
12
12
years of professional experience
1
1
Certification
Work History
Senior District Sales Manager
Toast, Inc.
Atlanta Market
10.2024 - Current
- Intentionally transitioned from national enablement leadership into frontline district ownership to deepen execution insight and ground enablement strategy in direct quota accountability.
- Lead a district of six Account Executives, owning revenue attainment, pipeline health, forecast accuracy, and execution rigor
- Finished the year at 119% to quota, ranking in the top 15% of District Managers company-wide
- Coach sellers across top, middle, and underperforming tiers using root-cause analysis to diagnose skill, process, or clarity gaps
- Run disciplined operating cadence (1:1s, pipeline reviews, forecast calls) to improve predictability and surface risk early
- Translate GTM strategy and enablement frameworks into clear, executable field guidance under quota pressure
Senior Manager, Sales Enablement
Toast, Inc.
United States
10.2023 - 10.2024
- Owned enablement strategy and execution for the entire U.S. revenue organization, supporting 1,200+ sellers and frontline leaders, while building sales systems adopted internationally and still used today.
- Designed and implemented a standardized toast sales framework, facilitating adoption by both U.S. and international sales teams.
- Facilitated the embedding of Sandler methodology into discovery qualification and coaching motions to enhance deal execution effectiveness.
- Designed and scaled onboarding, continuous learning, and leadership enablement programs across regions and segments
- Built enablement analytics and feedback loops connecting training, readiness, and field performance outcomes
- Led retention-focused enablement initiatives spanning pre-sale and post-sale execution
- Acted as a strategic bridge between Revenue, Product, Marketing, Systems, and internal competitive teams
Manager, Sales Enablement
Toast, Inc.
02.2022 - 10.2023
- Led enablement strategy for large segments of the U.S. sales organization during rapid growth
- Optimized onboarding and ongoing training programs using performance data and field feedback
- Partnered with sales leadership to identify execution gaps and deploy targeted enablement solutions
- Supported frontline managers with coaching frameworks and execution tools
Area Sales Enablement Manager
Toast, Inc.
East Region
10.2020 - 02.2022
- Directed enablement initiatives across the Eastern U.S., ensuring alignment with diverse regional verticals and customer segments.
- Drove strategic initiatives resulting in 60% year-over-year growth in annual recurring revenue. Enhanced sales representative productivity by 35% year-over-year through targeted performance improvement strategies.
- Designed and implemented targeted enablement programs to enhance pipeline quality and accelerate ramp-up times.
- Collaborated with regional and district leaders to identify execution gaps and implement data-driven interventions.
- Designed and implemented comprehensive learning experiences across multiple formats, ensuring inclusivity and accessibility for all participants.
- Delivered ongoing field insights to enhance product marketing strategies and system improvements.
Regional Enablement Manager
Toast, Inc.
03.2020 - 10.2020
- Created and presented comprehensive sales enablement materials during both in-person and virtual training events.
- Assisted in implementing sales process tools and messaging during early-stage growth. Supported team efforts to achieve 100% year-over-year sales increase.
- Collaborated with frontline managers to enhance coaching effectiveness and streamline execution processes.
Account Executive / Senior Account Executive
Toast, Inc.
11.2018 - 02.2020
- Managed end-to-end sales processes for SMB clients, consistently exceeding quota targets and enhancing annual contract value.
- Built strong discovery, storytelling, and value-based selling skills foundational to enablement leadership
Earlier Sales & Commercial Roles
Cintas Corporation | Georgia Crown Distributing Company | Taco Mac Restaurant Group
01.2014 - 01.2018
- Consistently met and exceeded quota and performance targets across B2B, on-premise, and hospitality environments
- Recognized as a reliable top performer with strong execution discipline and customer relationships
- Served as an informal mentor and peer coach, supporting onboarding and sales execution
- Frequently acted as a team lead and point of reference, reinforcing best practices and team performance
- Built a strong foundation in consultative selling, negotiation, and customer-centric storytelling
Education
Bachelor's - English
University of Georgia
05-2010
Skills
- Global Revenue Enablement Strategy
- Unified Go-To-Market Alignment & Storytelling
- Seller Readiness, Ramp & Productivity
- Enablement Analytics, KPIs & Dashboards
- Sales Methodology Adoption (Sandler, Challenger, SPIN)
- Inclusive Learning Design (In-Person, Virtual, On-Demand)
- Enablement Technology & AI (Chorus, LMS, AI-assisted coaching)
- Cross-Functional Leadership (Product, Marketing, Systems, Legal)
- Frontline & Second-Line Leader Development
- Change Management in Matrixed Environments
Certification
Sandler Sales Certified — Issued November 2024
LEADERSHIP & ENABLEMENT PHILOSOPHY
- Unified Storytelling Drives Execution
- Data Before Opinion
- Adult Learning Principles
- Systems Before Symptoms
- Empathetic Accountability
Timeline
Senior District Sales Manager
Toast, Inc.
10.2024 - Current
Senior Manager, Sales Enablement
Toast, Inc.
10.2023 - 10.2024
Manager, Sales Enablement
Toast, Inc.
02.2022 - 10.2023
Area Sales Enablement Manager
Toast, Inc.
10.2020 - 02.2022
Regional Enablement Manager
Toast, Inc.
03.2020 - 10.2020
Account Executive / Senior Account Executive
Toast, Inc.
11.2018 - 02.2020
Earlier Sales & Commercial Roles
Cintas Corporation | Georgia Crown Distributing Company | Taco Mac Restaurant Group
01.2014 - 01.2018
Bachelor's - English
University of Georgia