STEVEN T. McKENZIE
Phoenix,AZ
Summary
Transformational executive with 25+ years of experience scaling SMB and mid-market SaaS organizations, building repeatable go-to-market engines, and leading large, distributed teams across sales, marketing, operations, and customer success. Deep expertise in HCM and payroll distribution models, unit economics, and multi-product commercialization. Proven leader in private equity–backed environments, with experience integrating acquisitions, professionalizing operations, and preparing organizations for next-stage growth and public-company rigor.
Overview
2026
2026
years of professional experience
Work History
Chief Revenue Officer
COPILOTIQ / BIOFOURMIS
01.2024 - Current
- Senior executive responsible for revenue growth, go-to-market strategy, and commercial integration following the merger of CopilotIQ and Biofourmis. Partner closely with the CEO, executive leadership team, and investors to scale a multi-product SaaS platform while improving margins and operating discipline.
- Led revenue strategy across software, devices, logistics, and professional services, generating $50M+ in ARR
- Delivered 30% year-over-year ARR growth while improving gross margin and reducing customer acquisition cost by 50%
- Integrated two commercial organizations post-merger, aligning pricing, packaging, sales motions, and customer success
- Built scalable sales and marketing infrastructure designed for long-term growth and public-company readiness
- Cultivated company-wide culture of innovation and collaboration.
- Inspired customer success leadership to define and deliver on customer value proposition without sacrificing profitability targets.
- Scaled product offerings with emphasis on revenue growth, operational efficiency and speed of execution.
Vice President of Sales & Marketing
COPILOTIQ
01.2023 - 01.2024
- Owned end-to-end go-to-market execution across sales and marketing for a high-growth healthcare SaaS business.
- Led a 60+ person sales and marketing organization, achieving 120% of annual revenue targets
- Implemented multi-channel demand generation strategies to drive pipeline growth and conversion
- Reduced annual client acquisition costs by 50% through process optimization and self-service enrollment models
- Strengthened alignment across sales, marketing, and customer success to support scalable growth
- Coached and promoted high-achieving sales and account management employees to fill leadership positions with qualified staff and boost company growth.
Vice President of Sales
COPILOTIQ
01.2022 - 01.2023
- Scaled the business from 800 to 25,000+ members through optimized SMB and mid-market sales strategies
- Built and led a high-performance sales organization consistently exceeding targets by 200+%
- Reduced onboarding time for new hires by 90% through standardized enablement and tooling
- Drove 3,000%+ membership growth through improved segmentation, messaging, and execution
- Performed monthly sales forecasting and competitive analysis to determine product performance levels and need for new product developments.
- Initiated in-depth account assessments with sales and management teams to evaluate sales potential.
Vice President of Sales, SMB, Virtual and NA
PAYCHEX
2011 - 01.2022
- Progressively promoted executive roles with increasing responsibility for SMB and mid-market HCM growth, operational execution, and large-scale people leadership across payroll, HCM, benefits, and HR technology.
- Led organizations ranging from 300 to 1500+ employees across 100+ markets
- Generated $150M+ in annual revenue across SMB and mid-market HCM solutions
- Owned forecasting, budgeting, and operating cadence across multi-region teams
- Improved profit margins through disciplined expense management and productivity optimization
- Built scalable SMB sales models across field, inside, and virtual channels
- Achieved consistent top national sales rankings and retention performance
- Selected for Paychex EDGE, the company’s executive leadership development program
- Earned recognition as a top-performing region nationally
Regional Vice President
DFC GLOBAL CORPORATION
01.2011 - 01.2011
Regional Vice President of Sales
ARAMARK UNIFORM SERVICES
01.2003 - 01.2010
Education
Bachelor of Science - Finance
Virginia Tech University
Skills
- CRO & P&L Ownership
- SMB & Mid-Market SaaS Go-to-Market
- HCM, Payroll & Workforce Technology
- Private Equity & Board Engagement
- IPO Readiness & Operating Discipline
- M&A Integration & Post-Merger Scaling
- Talent Development & Culture Building
- Revenue optimization
- Forecasting, Budgeting & Operating Cadence
- Data-driven decision making
Timeline
Chief Revenue Officer
COPILOTIQ / BIOFOURMIS
01.2024 - Current
Vice President of Sales & Marketing
COPILOTIQ
01.2023 - 01.2024
Vice President of Sales
COPILOTIQ
01.2022 - 01.2023
Regional Vice President
DFC GLOBAL CORPORATION
01.2011 - 01.2011
Regional Vice President of Sales
ARAMARK UNIFORM SERVICES
01.2003 - 01.2010
Vice President of Sales, SMB, Virtual and NA
PAYCHEX
2011 - 01.2022
Bachelor of Science - Finance
Virginia Tech University
BOARD & INVESTOR ENGAGEMENT
- Regular executive partner to CEOs, boards, and private equity stakeholders
- Experience operating in PE-backed environments with growth, margin, and exit expectations
- Proven ability to professionalize operating cadence and leadership teams in preparation for next-stage growth