FRASER SCOTT AITKEN
Chicago,USA
Summary
Results-driven VP of Sales with a forward-thinking approach dedicated to driving company success and achieving competitive growth. Demonstrated ability to deliver exceptional results by developing high-performing teams and maintaining a customer-centric approach. Proven track record of success in driving revenue growth, expanding market share, and cultivating strategic partnerships. Committed to leveraging market insights and industry trends to identify new business opportunities and optimize sales strategies.
Overview
14
14
years of professional experience
1
1
Certification
Work History
VIce President of Strategic Sales
Growthspace
01.2024 - Current
- Demonstrated proficient leadership skills to motivate employees and build competent teams.
- Managed financial planning and budgeting processes, ensuring fiscal responsibility and maximizing return on investments.
- Delivered strong financial performance despite challenging economic conditions by executing prudent risk management strategies throughout all aspects of business operations.
- Collaborated with senior management to develop strategic initiatives and long term goals.
- Led cross-functional teams for the successful completion of major projects, resulting in increased efficiency and client satisfaction.
- Increased company growth through collaboration with sales and marketing departments.
Vice President of Sales
Wisq
01.2022 - 11.2023
- Hired by Glint’s founding team (CEO, CPO, CTO) to establish and lead sales initiative
- Member of Executive Team and board consisting of Norwest Capital, True Ventures, & Shasta Ventures
- Creating GTM narrative for product market fit from “stealth mode” to customer ready
- Identifying ICP targets and territory focus for PLG and Enterprise sales motions
- Creating sales engine framework; stages, buyer triggers, predictive demand generation, and certified messaging
- Recruiting, developing, and leading a team of 7 AEs and 5 SDRs
- Successfully landing first cohort of 12 enterprise-wide clients (pre revenue)
- Collaborating with Product, Marketing, and CS to pivot team processes according to market needs
- Presenting and facilitating at HR tech conferences; engaging HR thought leaders in providing product feedback
- Developed short and long-term sales strategies to gain market share, uncover new sales opportunities and increase revenue.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Increased sales revenue by developing and implementing innovative sales strategies.
- Identified new business opportunities through comprehensive market analysis and trend forecasting.
Head of EMEA Sales
Glint Inc.
01.2018 - 06.2021
- Company Overview: (Acquired by LinkedIn Nov 2018)
- Leading Glint’s EMEA revenue function; 17 Account Executives throughout Europe, Middle East, and Africa
- Led rapid expansion within 3 years increasing Glint’s EMEA revenue from $250k to $39.1m
- Overachieved plan for 9 straight quarters (101%, 107%, 119%, 130%, 147%, 131%, 271%, 173%, 295%)
- Created a Go-To-Market LinkedIn/Glint Strategy that was been implemented in 18 EMEA offices
- Grew the EMEA employee headcount from 2 to 70+ employees throughout all functions
- Presented thought leadership and industry trends at global events such as Unleash 2019 & 2018, HR Tech, Engagement Forum, UK Leadership and Engagement, Talent Insights
- Created a learning path to mentor, coach, and develop Account Executives of all levels
- (Acquired by LinkedIn Nov 2018)
EMEA Lead - Enterprise Account Director
Glint
06.2016 - 01.2018
- First Glint employee outside of the US; within 15 months grew EMEA annual revenue from $250,000 to $8.1m
- Attained FY17 - 340%, FY18 - 283%, FY19 – 264% on a $1.2m quota per year
- Successfully achieved annual quota of $1.2m in the first five months of the FY18
- Hired and trained 7 new EMEA AE’s with localized presence throughout Europe
- Ranked #1 of 27 global Account Executive’s and successfully closed $10m in TCV within 24 months; H&M group, Vodafone, Bupa, Ericsson, Coca-Cola, DPDHL, Novartis, SAP, Dominos, Body Shop, Legal & General etc
- Closed National Heritage Academies, Glint’s quickest six-figure deal in company history from hire date (62 days)
Enterprise Sales Director
HighGround
11.2014 - 06.2016
- Managed a team of 6 Account Executives on target to increase revenue by 525% year over year
- Top revenue earning AE of 2015, finished the year 215% of target and closed HighGround’s largest account
- Built a robust sales pipeline of $27.3M within 12 months
Business Developer / Senior Global Business Developer
Hay Group
03.2011 - 11.2014
- Attained 164% of target in FY13, ranking 2nd nationally and 5th globally within Hay Group’s global sales team
- Reached 107% of my FY11 goal; 131% of FY12 target
- Led national sales team in executing over 150 in-person meetings; exceeding my annual target of 100
Education
Telecommunications, Business & Dutch Culture
Indiana University
Six Sigma Morestream Green Belt Training -
Hoffman’s Sales MBA -
Sandler Sales Training -
SPIN Selling -
Richardson’s Effective selling -
Daniel Goleman’s Emotional & Social Competency -
Executive Leadership Styles & Climate -
Skills
- Six Sigma Morestream Green Belt Training
- Force Management – MEDDIC
- Hoffman’s Sales MBA
- Sandler Sales Training
- SPIN Selling
- Richardson’s Effective Selling
- Emotional & Social Competency
- Executive Leadership Styles & Climate
- Team Leadership
- Critical Thinking
- Coaching and Mentoring
- Results-Driven
Certification
- Completed Six Sigma Morestream Green Belt Training
- Force Management – MEDDIC
- Hoffman’s Sales MBA
- Sandler Sales Training
- SPIN Selling
- Richardson’s Effective selling
- Certified in Daniel Goleman’s Emotional & Social Competency
- Executive Leadership Styles & Climate
Timeline
VIce President of Strategic Sales
Growthspace
01.2024 - Current
Vice President of Sales
Wisq
01.2022 - 11.2023
Head of EMEA Sales
Glint Inc.
01.2018 - 06.2021
EMEA Lead - Enterprise Account Director
Glint
06.2016 - 01.2018
Enterprise Sales Director
HighGround
11.2014 - 06.2016
Business Developer / Senior Global Business Developer
Hay Group
03.2011 - 11.2014
Six Sigma Morestream Green Belt Training -
Hoffman’s Sales MBA -
Sandler Sales Training -
SPIN Selling -
Richardson’s Effective selling -
Daniel Goleman’s Emotional & Social Competency -
Executive Leadership Styles & Climate -
Telecommunications, Business & Dutch Culture
Indiana University
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