Scott Hawkyard
Ogden,UT
Summary
Enterprise SaaS sales leader with a founder’s mindset and a track record of building new sales processes, selling complex platforms (Loyalty, CDPs, Customer Intelligence, Zimbra, Industry Data), and closing strategic deals at startups and legacy companies alike. Recruited to “sell the unsellable” — known for GTM innovation, exceeding quota, working extremely hard, beating my competition, sales system creation, and mentoring Jr reps on complex products. Currently building AI-powered sales tools to increase message personalization, deal velocity, and efficiency in the new AI era.
Overview
18
18
years of professional experience
1
1
Certification
Work History
Sales Enablement Tools Developer & AI Web App Builder
In Between Gigs
03.2025 - Current
- Built and launched a public-facing AI Sales Messaging Web App (UI + DB + OpenAI API) to generate hyper-personalized messaging at scale
- Created ROI calculators and value tools to accelerate sales messaging, outreach personalization, and proposal creation
- Self-taught in web app development and AI integration to deepen technical fluency and unlock higher-value sales conversations that drive revenue.
Enterprise SaaS Sales Specialist, SAS CI360
SAS Institute
01.2022 - 01.2025
- Led the CI360 enterprise sales team in revenue in 2024 — top performer across all reps
- Closed full-cycle SaaS deals with enterprise and mid-market brands in highly competitive environments
- Engineered ROI-driven proposals tying CI360 adoption to measurable KPIs (engagement, conversion, retention)
- Personally worked 100+ deals → qualified 8 → scaled to 20 active enterprise pursuits Navigated complex buying committees, consistently securing strategic wins
- Built custom value decks, persona-based messaging, and internal CI360 sales tools when none existed
Enterprise SaaS AE, Loyalty & Promotion Platforms
Snipp Interactive
01.2020 - 01.2022
- Spearheaded enterprise sales for Snipp’s loyalty platform, generating multi-million-dollar revenue growth
- Closed a record-setting Fortune 100 CPG loyalty deal — the largest in company history
- Rebuilt pipeline from 30+ legacy leads and created new workflows in an unstable sales environment
- Influenced product roadmap: delivered critical features including receipt processing and rewards tracking
- Recruited and mentored senior AEs, contributing to overall team pipeline performance and strategy
Enterprise SaaS Account Executive, Loyalty & eCommerce Solutions
Yotpo
01.2019 - 01.2020
- Exceeded quota by 300% using a custom-built sales system and deal frameworks Closed full-cycle loyalty deals with complex buying committees (Legal, IT, Product, CX)
- Developed Yotpo’s internal ROI calculator to better convey business value and shorten sales cycles
- Mentored 25+ AEs on consultative loyalty selling — shifted the team beyond Reviews/UGC
- Recognized as a top contributor and go-to loyalty expert during platform transition
VP of Sales & Enterprise SaaS AE, Loyalty Experience Solutions
Annex Cloud
01.2015 - 01.2019
- Promoted to VP after building the sales foundation and leading team expansion across North America
- Closed marquee enterprise logos including HP, Aldo Group, and World Vision
- Created Annex’s first ROI calculator, demo scripts, and outcome-based sales process
- Hit quota consistently for 4 straight years while managing both IC and leadership responsibilities
- Acted as key liaison to product team — directly influenced roadmap based on enterprise feedback
Partner Account Executive, Hosting Service Provider Program
Zimbra / VMware
01.2011 - 01.2014
- Recruited and closed OEM-style partner deals with top-tier global hosting providers
- Built and managed a substantial pipeline, significantly scaling recurring revenue
- Developed complete onboarding toolkits, pricing models, and co-branded campaigns
- Created scalable partner sales enablement systems that supported long-term HSP growth
Channel Sales Manager & Enterprise SaaS AE
Zimbra / Yahoo
01.2007 - 01.2010
- Managed hundreds of resellers across the US and Latin America — built a high-performing channel engine
- Closed multiple large enterprise deals while consistently exceeding quota every year
- Served as a strategic voice in repositioning Zimbra as a SaaS platform pre-acquisition
- Balanced channel enablement with direct sales execution in a fast-moving, high-volume environment
Education
Marketing
Santa Rosa Junior College
Santa Rosa, CASkills
- Go-to-market strategy development
- Messaging strategy development
- Communicate value of SaaS solutions clearly
- SaaS and marketing technology expertise
- Secured Fortune 100 contracts in customer loyalty
- Omnichannel solutions
- Proficient in buyer journey personalization
- Entrepreneurial mindset
- Developed custom ROI calculators
- Promotion to vice president
- Pipeline development and closure
- Qualified over 50 CI360 deals in the first year
- Expertise in securing high-probability deals
- Product advocacy
- Guided AEs through product shift to Loyalty SaaS
- Developed internal tools
- Channel sales strategy
- Managed global Hosted Service Provider program
- Co-selling expertise
- Strategic prospecting execution
- RFP development and coordination
- Contract negotiation skills
- Comprehensive project management
- Proficient in MEDDICC methodology
- Analytical challenger
- SPIN selling techniques
- Consultative selling expertise
- Salesforce CRM expertise
- Gong proficiency
- Targeted outreach strategies
- Experience with Clari
- Skilled in utilizing SalesLoft tools
- Skilled in HubSpot CRM management
- Expertise in LinkedIn platform
- ROI analysis tools
- Targeted persona communication
- Product demonstrations
- Business case development
- Expertise in marketing platforms
- Loyalty Expert
- Customer data platforms
- User-generated content expertise
- Credit data management
- Utilizing GPT for sales proposals
- Experience with OpenAI API
- AI sales messaging application development
- Analytical problem-solving
- Application programming
- API experience
- Web application development
Certification
- Winning by Design – SaaS Sales Certification
- SaaSy Sales Leadership – Executive Sales Training (2017–Present)
- IBM – Consultative Selling Skills
- VMware, Yahoo, Alldata – Inside Sales Programs
- California Real Estate License – Active Since 2006
- Santa Rosa Junior College – Marketing Coursework
Languages
English
Native or Bilingual
Timeline
Sales Enablement Tools Developer & AI Web App Builder
In Between Gigs
03.2025 - Current
Enterprise SaaS Sales Specialist, SAS CI360
SAS Institute
01.2022 - 01.2025
Enterprise SaaS AE, Loyalty & Promotion Platforms
Snipp Interactive
01.2020 - 01.2022
Enterprise SaaS Account Executive, Loyalty & eCommerce Solutions
Yotpo
01.2019 - 01.2020
VP of Sales & Enterprise SaaS AE, Loyalty Experience Solutions
Annex Cloud
01.2015 - 01.2019
Partner Account Executive, Hosting Service Provider Program
Zimbra / VMware
01.2011 - 01.2014
Channel Sales Manager & Enterprise SaaS AE
Zimbra / Yahoo
01.2007 - 01.2010
Marketing
Santa Rosa Junior College
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