Mark Dolan

A passionate and driven Director of Sales, with expertise in building relationships with clients and generating high-volume revenue. Exceeding sales targets throughout his career, he is a seasoned negotiator and approaches complex deals systematically in order to close business. With an entrepreneurial spirit, he leads and takes initiative to accelerate business growth. He has a combined 14 years of experience in technical sales – including SaaS, AI, Fintech models.

PayShepherd
PayShepherd applies FinTech Software and AI to Heavy Industry. PayShepherd stewards the flow of money in large industrial facilities; giving owners control and transparency, while fostering trust, alignment, and efficiency throughout contracted service relationships.

Director, Sales May 2022 – Present
• Directed a go to market sales strategy for US and Canadian markets on mid-market and enterprise level clients.
• Coached SDR and BDR teams to success in prospecting and set up successful introductory meetings.
• Led majority of introductory presentations to clients on a weekly basis.
• Strategically and systematically targeted enterprise level stakeholders (sometimes 25+ in one organization) to ensure alignment on critical high value contracts.
• Part of the core business strategy team that created and wrote proposals, MSAs, and SOWs – worked with CEO daily.
• Negotiated complex and nuanced contracts with executive level decision makers.
• Closed 4 deals in 8 months (4x more than rest of sales team) – with ARR of $700k+ (doubling current company ARR).

BrainBox AI Inc.
BrainBox AI utilizes self-adapting artificial intelligence technology to proactively optimize the energy consumption of one of the largest climate change contributors: Buildings. Delivered through a SaaS model with cloud AI platform.

Global Account Manager September 2021 – May 2022
Focused on long term and sustainable relationship development and growth, primarily with leading real estate investors, owners, property managers, and developers.
• Responsible for expanding the Global Account Team at BrainBox AI.
• Strategically handled the company’s largest key enterprise accounts – Brookfield, Oxford, JLL, GWL etc.
• Drove portfolio level growth and expansion with some of the world’s largest REITs.

National Account Manager February 2021 – August 2021
• Developed and accelerated the National Account team across Canada.
• Managed account base of 10M square feet commercial office portfolios – expansion targets 2-3x in scale.
• Signed SaaS agreements with multiple large scale commercial office towers (1M square feet +).

• Technical aptitude to present and educate customers on BrainBox’s full artificial intelligence solution.
• Comfortable selling SaaS, cloud, and AI solutions to a variety of audiences.
• Hands on experience working through IT, cloud, security, and legal compliance requirements.
• Expert in handling complex account relationships – meeting the varying demands from C level executives down to local site engineers and working towards a common goal to drive business forward.

mCloud Technologies Corp. 

mCloud is a clean-tech company using AI, IoT, and the cloud to solve the world's most challenging energy problems: curbing energy waste in buildings, maximizing renewable energy production, and extending the health of critical energy infrastructure.

Director, Business Development March 2020 – February 2021
• Executed a go-to-market strategy for North America, including identifying and prospecting over 2000 clients.
• Spearheaded international sales initiatives with China and Saudi Arabia, coordinated on site logistics as a value-add service offering for international clients. • Built and managed B2B opportunity pipeline, driving company growth from 49,000 to 54,770 connected assets.
• Collaborated with President and Development Team to configure, test, finalize and deliver a technical product base including; hardware, software, user interfaces.
• Acted as a key contributor to marketing department, helping create marketing collateral, presentations, and online initiatives targeted to drive sales and connected assets.
• Tracked performance and report on key sales metrics to support annual forecasting, YTD target achievements and Total Contract Value.
• Identified new revenue streams for product and developed channel partner sales network to enhance growth.

Trane Technologies 

Trane is the world leader in creating comfortable, efficient, and innovative indoor environments; improving the performance of buildings around the world. Mark helped design and execute large scale projects with examples like Enwave, IKEA, GE, Ernst & Young, Sick Kids Hospital, First Canadian Place, Concord Cityplace, and Square One & Yorkdale Shopping Centres.

Team Lead, Sales 2015 – 2019 

• Solely leveraged his established relationships to generate reoccurring revenue of up to $7.5M annually, continually achieved 200% of yearly quota, and was recipient of prestigious “Home Run Award” 3 years in a row. • Managed and provided mentorship/coaching for a team of 4 Account Executives, supporting the Ontario sales region to achieve established sales targets.
• Oversaw opportunity pipeline management to deliver on orders and revenue goals, assigned prospects to appropriate sales reps, and delegated design work to team members for large scale projects. • Supported sales team in the management of client relationships, project designs, and negotiation of contracts.

Account Executive 2012 – 2015 

• Provided client support for all implementation activities, from the design and conceptualization of projects, submission of pricing during the often complex and competitive bid process, preparation of engineering design drawings, ordering and shipment of products, management of project execution, and final commissioning.
• Increased account market share from 10 to 40% over 3 years, consistently achieved 120-150% of yearly quota.
• Developed and executed account specific business plans to identify the long term, mutual support requirements required to facilitate a strong, profitable, and successful partnerships.

Sales Engineer 2010 – 2012
• Completed 5-month Graduate Sales Training Program at HQ.
• Created and managed a $1.5M portfolio of clients, supported accounts by providing “solution-based sales support”, including: budgets, pricing, design selections, and engineering specifications, in order to close deals.
• Exceeded quota in first 2 years by 25% and 50%.

Queen's University, Ontario

Bachelor of Science and Mechanical Engineering