Luke O'Connor
Kitchener
Summary
Results-driven sales professional with a proven track record of accelerating revenue growth and exceeding targets in both leadership and individual contributor roles. Known for building strong client relationships, driving strategic initiatives, and delivering measurable business outcomes. Brings a dependable, adaptable approach to navigating dynamic market conditions, with strengths in strategic planning, consultative selling, and team collaboration. Committed to driving success and sustainable growth in fast-paced, competitive environments.
Overview
8
8
years of professional experience
Work History
Inside Sales Manager
Top Hat
07.2024 - Current
- Led a team of 4 Account Executives, providing hands-on coaching in sales strategies, performance management, and continuous feedback to drive results.
- Supported reps in engaging clients via email and phone, identifying needs and expanding existing accounts through strategic cross-selling.
- Held team members accountable to individual quotas while delivering accurate forecasts and reporting to executive leadership.
- Surpassed 350% of campaign quota, leading the highest-performing team during a six-month Winter Campaign.
Sales Development Manager
Top Hat
09.2021 - 06.2024
- Managed a team of 6–12 SDRs across both inbound and outbound sales motions, driving pipeline generation and revenue growth.
- Sourced 40% of all new business company-wide from team efforts; 80% of reps consistently surpassed 100% of monthly targets.
- Mentored and developed 12 SDRs who earned promotions into Account Executive roles.
- Facilitated cross-functional collaboration between sales, marketing, product, and customer success teams to ensure seamless execution of company-wide initiatives.
- Aligned sales strategies with broader company objectives to accelerate business growth and market impact.
Key Account Executive
Top Hat
01.2019 - 09.2021
- Achieved quota in 4 out of 5 full six-month campaigns, with my best surpassing 200%.
- Executed full-cycle sales, including prospecting, pipeline development, and closing — with 80% of deals self-sourced.
- Balanced complex, multi-stakeholder deals alongside shorter sales cycles with single decision makers to maximize revenue opportunities.
- Partnered closely with product and marketing teams to share market insights and shape compelling go-to-market strategies.
- Built and nurtured relationships both in person and virtually to uncover pain points, advance deals, and accelerate sales cycles.
Sales Development Representative
Top Hat
04.2018 - 12.2018
- Achieved 100%+ of monthly quotas for demos booked and qualified opportunities every month in role.
- Successfully executed both inbound lead qualification and outbound prospecting to generate pipeline.
- Promoted to Account Executive within 7 months, recognizing top performance and strong sales acumen.
- Consistently ranked as a top SDR on the team, contributing to a high volume of qualified pipeline for the sales organization.
- Leveraged CRM tools (e.g., Salesforce, Outreach, LinkedIn Sales Navigator) to optimize prospecting workflows and maintain accurate pipeline tracking.
- Collaborated closely with Account Executives to tailor outreach strategies and align on territory plans, improving conversion rates from demo to opportunity.
Route Sales Representative
PepsiCo
06.2017 - 03.2018
- Sold a full range of Frito-Lay products into large-format grocery store routes, consistently meeting sales targets.
- Utilized targeted promotions and advanced selling techniques to introduce and successfully place new SKUs in high-traffic stores.
- Managed end-to-end merchandising, ensuring product placement, visibility, and optimal shelf organization across multiple locations.
- Built and maintained strong relationships with key decision-makers, increasing product visibility and driving sales growth across stores.
- Collaborated with retail teams to ensure promotions were executed effectively, leading to improved product turnover and increased revenue.
Education
Bachelor of Arts - Communications
Wilfrid Laurier University
Waterloo, ON12-2016
Skills
- Sales Team Leadership & Coaching: Manage and mentor teams to drive performance and growth
- Sales Process Optimization: Streamline sales workflows for increased efficiency and results
- CRM & Sales Tools Proficiency: Expert in Salesforce for reporting and pipeline management, Outreach, Salesloft and G-Suite
- High-Level Communication: Skilled in discovery, building rapport, negotiating, and handling objections
- Strategic Relationship Building: Foster cross-functional relationships to drive collaboration and execution
- Business Acumen: Align solutions with client needs and company goals
- Negotiation & Closing Expertise: Navigate complex negotiations and close high-value deals
- Time & Project Management: Organize and execute sales strategies and initiatives effectively
Timeline
Inside Sales Manager
Top Hat
07.2024 - Current
Sales Development Manager
Top Hat
09.2021 - 06.2024
Key Account Executive
Top Hat
01.2019 - 09.2021
Sales Development Representative
Top Hat
04.2018 - 12.2018
Route Sales Representative
PepsiCo
06.2017 - 03.2018
Bachelor of Arts - Communications
Wilfrid Laurier University
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