Casan O’Connell
Lafayette,CA
Summary
Revenue‑driven sales leader with 17+ years of experience building and scaling high‑performing sales organizations across technology, finance, and professional services. Proven track record of driving new business, exceeding revenue targets, and building repeatable, consultative sales motions. Trusted partner to executive stakeholders, with deep expertise in sales enablement, pipeline discipline, and talent development to deliver consistent, predictable growth.
Overview
18
18
years of professional experience
Work History
Director
Vaco
09.2024 - Current
- Lead new business development and revenue generation for Vaco’s Interim Consulting division, focused on finance and accounting project‑based and contract consulting solutions.
- Partner directly with CFOs, Controllers, VPs of Finance, and Accounting leaders to identify gaps, assess urgency, and deliver interim consultants aligned to business‑critical initiatives.
- Own full sales lifecycle—from prospecting and discovery through solution design, pricing, and close—driving consistent pipeline growth and deal conversion.
- Consistently meet or exceed target sales metrics and KPIs, maintaining forecast accuracy, activity discipline, and strong close rates.
- Achieve and surpass annual budget goals of $250K+ in gross margin, contributing to sustained growth of the interim consulting practice.
- Collaborate closely with recruiting and delivery teams to ensure speed‑to‑fill, consultant quality, and client satisfaction, reinforcing long‑term client partnerships.
Managing Director
DLC
08.2022 - 09.2023
- Launched and scaled DLC’s Bay Area market from the ground up, successfully penetrating a new territory and meeting or exceeding quarterly revenue projections
- Built and led a high-performing sales and recruiting team (2 Business Development Representatives, 2 Recruiters) to drive new client acquisition and consultant growth
- Directed sales strategy and execution, implementing performance metrics and forecasting models that increased projections month over month
- Consistently achieved 85–95% consultant utilization by growing consultant billings and aligning supply with market demand
- Implemented operational metrics to evaluate team performance, improve efficiency, and support continuous improvement initiatives
- Cultivated and maintained strong relationships with key stakeholders to support business development and partnership opportunities
- Led strategic planning initiatives to align organizational goals with evolving market trends and client needs
Manager, Consulting Services
DeWinter Group
10.2018 - 07.2022
- Launched and scaled the firm’s East Bay office in Oakland, leading a team of four focused on penetrating and growing a new regional market
- Drove business development through high-volume outbound activity, building a strong client pipeline and expanding into new markets
- Partnered closely with C-suite executives (CFOs, COOs, CEOs, and Finance Leaders) to identify organizational gaps and deliver strategic consulting solutions supporting finance initiatives and special projects
- Developed and executed competitive go-to-market strategies to consistently win new business and outperform competitors
- Led the office to exceed quota and gross profit targets
- Scaled personal gross margin to over $500K annually within 18 months
- Built and maintained a steady, growing book of business with consistent quarter-over-quarter growth
Sr. Director - Consulting Solutions, Tech Division
Aquent
02.2017 - 09.2018
- Led and developed a team of 6 (Sales Directors & Recruiters) supporting Bay Area Technology Division growth, focused on Sales & Marketing staffing solutions.
- Owned a $9M quarterly revenue target, consistently meeting or exceeding quota through disciplined pipeline management, forecast rigor, and account expansion.
- Negotiated annual contracts and service agreements with clients and vendors, securing preferred pricing, improving margin, and aligning spend to client marketing budgets.
- Translated company strategy into a clear operating plan—aligning vision, goals, and KPIs across the team to drive consistent execution and predictable results.
- Built and delivered sales enablement and coaching programs for new and tenured hires, training teams on consultative discovery, value messaging, objection handling, and close plans to consistently hit quarterly quotas.
- Implemented a performance cadence (deal reviews, skill coaching, pipeline inspections) that elevated team execution and enabled multiple team members to earn “Tech Team All‑Star” recognition on a recurring basis.
Account Director
Aquent
11.2015 - 01.2017
- Founding member of the Bay Area Technology Division, acquiring and scaling top‑five enterprise technology accounts—Google, Facebook, Intuit, Uber, and Airbnb—and leading the division to revenue leadership within the first quarter.
- Managed an average of 50–60 consultants on active billing at any given time, overseeing deployment, utilization, and account expansion across multiple enterprise clients.
- Partnered with C‑suite and senior executives (VP Sales, CMO, COO, and Design leaders) to align sales strategy, workforce planning, and marketing execution for high‑impact initiatives.
- Negotiated enterprise pricing structures and long‑term contracts, securing marketing budgets that supported the design and launch of multi‑million‑dollar global marketing campaigns.
- Consistently exceeded $3M+ in quarterly revenue targets, driving sustained territory and account growth.
- Delivered 20%+ quarter‑over‑quarter account revenue growth, qualifying for company‑wide growth incentives.
- Recognized as a Tech Team All‑Star for eight consecutive quarters and ranked in the Top 20% of producers company‑wide.
West Coast Sales Director
Kinetic Social
03.2014 - 10.2015
- Owned all new business development and existing client relationships across the Pacific Northwest, with full responsibility for territory revenue and account growth.
- Built and maintained trusted relationships with C‑level marketing executives, enterprise brands, and agency partners, consistently achieving $5M+ in annual gross profit for the Northwest territory.
- Developed and executed strategic, vertical‑specific go‑to‑market plans across CPG, retail, and healthcare, securing client marketing budgets to meet aggressive revenue targets.
- Advised clients on multi‑platform paid social strategies, leveraging deep expertise across Facebook, Instagram, LinkedIn, Twitter/X, and Pinterest to align campaigns with business objectives.
- Expanded and strengthened API and platform partnerships, maintaining ongoing communication with partner teams and proactively guiding clients through platform updates that impacted media strategy and spend.
- Served as a strategic advisor to clients, delivering custom social media roadmaps, performance recommendations, and optimization strategies based on campaign goals and platform capabilities.
Director of Sales, Co-founder
CE Cellars
01.2012 - 09.2015
- Co‑founded and launched CE Social, a wine and social club, growing the community to 900 active members through targeted acquisition, events, and brand‑driven engagement.
- Built three proprietary wine labels end‑to‑end, overseeing sourcing, production, branding, go‑to‑market strategy, and marketing execution.
- Owned sales strategy, wine club membership growth, and live events, driving recurring revenue and customer retention.
- Developed and executed operational initiatives to support scalable growth, including membership management, fulfillment workflows, and event operations.
- Led cross‑functional efforts across product, marketing, and sales, translating brand vision into repeatable revenue and customer experiences.
Regional Sales Manager - Business Development
Intuit
01.2012 - 02.2014
- Built, led, and coached a high‑performing team of 8 Sales Executives, with direct responsibility for hiring, onboarding, performance management, and ongoing sales development.
- Served as a senior sales leader during Demandforce’s post‑acquisition integration with Intuit, owning sales readiness and execution for multiple new product launches.
- Designed and led sales enablement for new markets, including messaging, positioning, training programs, and playbooks to support emerging software integrations.
- Spearheaded business development efforts for the Emerging Markets team, partnering cross‑functionally with product, engineering, and business development to bring new offerings from concept to revenue.
- Identified and launched new verticals within the Lifestyle Division, accelerating adoption and contributing to the fastest‑growing sales team within Intuit.
- Exceeded monthly targets for beta client acquisition, driving $500K+ in new revenue while validating product‑market fit.
- Acted as the primary liaison between Sales, Product, and Engineering, ensuring field feedback informed product development and go‑to‑market strategy.
- Led the transition from beta to full commercial release, preparing the broader sales organization through structured training, launch communications, and enablement materials.
- Developed and delivered sales training for new product launches, equipping Account Executives with new market strategies and handing off qualified, warm opportunities.
- Led strategic initiatives and market analysis projects, leveraging data to identify growth opportunities, improve sales effectiveness, and inform leadership decisions.
Senior Account Executive
Demandforce (Intuit)
08.2011 - 07.2013
- Managed the full SaaS sales lifecycle, from prospecting and consultative discovery to product demonstrations and high-velocity “one-call close” opportunities
- Applied a needs-based, consultative sales approach to identify small business challenges and deliver tailored product solutions
- Consistently exceeded 100% of quota, generating $100K+ in quarterly profit for five consecutive quarters
- Ranked in the top 20% of the division for four quarters and top 20% of the sales team for three quarters; named Top Representative for the West Coast team for four quarters
- Promoted to Senior Account Executive in January 2013 after surpassing $500K in sales across four consecutive quarters
- Selected as Division Team Mentor, conducting candidate interviews and leading onboarding initiatives
- Trained and coached new hires through structured onboarding, shadowing, and daily performance support to accelerate ramp-up and drive team success
Sales Account Executive
Epic Advertising
09.2010 - 07.2011
- Selected to relocate to San Francisco to establish and lead West Coast distribution, assuming full ownership of regional sales strategy and account management
- Directed a diversified client portfolio of 500+ active campaigns, generating over $1.6M in quarterly profit and doubling regional profitability
- Built and maintained a robust sales pipeline through disciplined outbound strategy, executive-level client engagement, and consistent forecasting
- Led complex deal negotiations with advertisers and agencies, structuring mutually beneficial agreements that strengthened long-term partnerships
- Owned the full go-to-market and sales lifecycle—from initial outreach through contract execution and account expansion—driving sustained revenue growth and client retention
Network Distribution Manager
Epic Advertising
05.2010 - 09.2010
- Promoted to manage a portfolio of online advertising accounts, supporting both brands and publishers across digital channels
- Consistently exceeded quarterly profit targets of $650K through strategic account management and performance optimization
- Analyzed advertising market trends to provide data-driven ad-buy recommendations
- Managed client advertising budgets and developed marketing strategies to maximize ROI and achieve campaign objectives
Account Manager
Epic Advertising
06.2009 - 04.2010
- Founding member of the Client Services and Marketing division, helping establish core processes and service offerings
- Managed a portfolio of 10,000+ client accounts, driving a 65% increase in revenue through strategic account management and client retention
- Partnered with clients to understand business requirements and allocated internal resources to meet evolving needs
- Contributed to continuous improvement of group strategies, client service models, and team effectiveness to support revenue growth
- Recognized for leadership and performance; promoted to Team Leader and awarded Team of the Year
Recruiter
Heidrick & Struggles
05.2008 - 09.2008
- Supported senior consultants on C-suite and executive-level searches through in-depth market research and candidate identification
- Conducted comprehensive market mapping and competitive intelligence research to identify senior leaders across target industries and functions
- Built and maintained detailed candidate profiles, including career histories, leadership scope, and organizational impact
- Streamlined candidate sourcing and research processes to improve efficiency and data accuracy across active searches
- Performed initial screening interviews and assessments to evaluate leadership capabilities, qualifications, and cultural fit
- Executed targeted outreach strategies to engage high-caliber and diverse executive talent pools
- Collaborated closely with consultants and hiring stakeholders to align research findings with search strategy and client requirements
Education
Bachelor of Science - Business Administration, Business Management
Bucknell University
Lewisburg, PA05.2009
Skills
- Revenue Growth & Business Development Strategy
- Sales Leadership & Team Development (coaching, enablement, performance management)
- Consultative & Strategic Selling (enterprise and mid‑market)
- Staffing & Recruiting Leadership – Sales, Marketing, Finance & Accounting roles
- Quota Attainment & KPI Management (pipeline health, forecast accuracy, conversion metrics)
- SaaS Sales Cycle Expertise (discovery, demo, proposal, close)
- Sales Enablement & Training (playbooks, messaging, product demos)
- Contract Negotiation & Pricing Strategy
- Executive‑Level Presentation & Stakeholder Communication
- CRM & Sales Technology: Salesforce, Bullhorn, Microsoft Office, Google Workspace
- Presentation Skills
- Knowledgeable in Salesforce, Microsoft Office, G-Suite, Bullhorn
Additional Information
- DeWinter Group: Quarterly Growth Award - 4 quarters
- Aquent Tech Team All Star, Aquent Top 20% Sales Producer - 8 quarters consecutively
- Intuit Top 20% of entire Division (4 quarters); top 20% of Sales Team (3 quarters), Top Rep for West Coast Team (4 quarters)
- Epic Media Group – Team of the Year, Team Lead
Timeline
Director
Vaco
09.2024 - Current
Managing Director
DLC
08.2022 - 09.2023
Manager, Consulting Services
DeWinter Group
10.2018 - 07.2022
Sr. Director - Consulting Solutions, Tech Division
Aquent
02.2017 - 09.2018
Account Director
Aquent
11.2015 - 01.2017
West Coast Sales Director
Kinetic Social
03.2014 - 10.2015
Director of Sales, Co-founder
CE Cellars
01.2012 - 09.2015
Regional Sales Manager - Business Development
Intuit
01.2012 - 02.2014
Senior Account Executive
Demandforce (Intuit)
08.2011 - 07.2013
Sales Account Executive
Epic Advertising
09.2010 - 07.2011
Network Distribution Manager
Epic Advertising
05.2010 - 09.2010
Account Manager
Epic Advertising
06.2009 - 04.2010
Recruiter
Heidrick & Struggles
05.2008 - 09.2008
Bachelor of Science - Business Administration, Business Management
Bucknell University
Hobbies
Member of the Children's Health Guild, skiing, cycling, running, hiking & chasing my 3 kids around!