Sean McGuigan
Verified Expert in Sales
Sales Expert
Newtown, PA, United States
Toptal member since September 29, 2025
Sean is an enterprise GTM and revenue operations consultant with 20 years in B2B sales. He combines enterprise selling with hands-on expertise in GTM strategy, RevOps, MEDDPICC, sales operations, enablement, and pipeline management. He has built $150+ million in pipeline and closed $75 million in revenue, and now helps SaaS and AI companies turn growth objectives into scalable revenue systems.
Project Highlights
Expertise
- B2B Lead Generation
- Cold Calling
- Cold Outreach
- Email Outreach
- Enterprise Sales
- New Business Development
- Outbound Prospecting
- Outbound Sales
Work Experience
Director, GTM Operations and Enablement
FMG Suite, LLC
- Architected GTM operating infrastructure for a PE-backed SaaS company, partnering directly with the CRO and revenue leadership across sales operations, enablement, pipeline management, and enterprise growth.
- Designed and won CRO/CSO approval for an enterprise MEDDPICC deal-stage framework: eight stages with entry/exit criteria, evidence gates, a verbal-commit exit, and AI-suggested stage and probability fields for HubSpot.
- Defined the enterprise lead-lifecycle model (MQL, MQA, SAL, SQL, and Opportunity) with stage triggers, owners, SLAs, and a mandatory context-brief handoff gate, replacing borrowed SMB scoring with an account-centric funnel.
- Developed an account-level lead-scoring framework (ICP fit tier, multi-contact engagement, high-intent signals) after auditing four overlapping contact-scoring engines, and drove cross-functional alignment for the V1 launch.
- Authored the enterprise BDR-to-AE handoff RACI, lead-flow and routing requirements, and MEDDPICC qualification gates, and defined BDR activity and meeting metrics for leadership reporting.
- Built an AI-driven quarterly pipeline evidence audit grading deals against MEDDPICC evidence, surfacing stale past-close-date weighted forecast, and a date-filter data defect that undercounted the pipeline.
- Established and chaired a Mega Deal Win Room cadence for top-10 enterprise pursuits, including an account-plan kit, charter, pre-reads, and action tracking with senior AEs and the CRO.
- Delivered executive GTM reporting inputs: top-of-funnel goal lines on the CRO dashboard, selling-agreement seat and RIA program reporting specs, quarter-close reconciliation, and biweekly GTM SteerCo slides.
- Program-managed a third-party enterprise sales-training engagement (field assessment, transformation path, success metrics) and coordinated the deal-stage training rollout for the enterprise team.
- Served as GTM use-case owner on the AI Steering Committee and scoped call-intelligence (Zoom Revenue Accelerator) and data-enrichment vendor evaluations for the enterprise revenue team.
Sales Leader
Toptal
- Developed consultative sales and discovery frameworks for Toptal's Sales LaunchPad offering, supporting the commercialization of AI-enabled sales readiness, lead services, and talent solutions.
- Analyzed product capabilities, buyer needs, pricing tiers, and sales workflows to help translate the SalesFlow AI platform into a repeatable consultative sales process.
- Collaborated with GTM strategy, product, and operations stakeholders to refine the commercial motion and sales-readiness framework ahead of broader customer acquisition.
National Account Manager
Phenom
- Built $3 million in net new ACV pipeline within the first 90 days through cold outreach to CHROs, CIOs, and talent acquisition leaders at Fortune 500 companies.
- Worked as the first account manager company-wide to surpass $1 million in renewals in 2025.
- Expanded growth opportunities in 85% of managed accounts within 120 days via strategic multi-threading and outbound prospecting.
- Ranked Top 5 by ACV growth and generated the highest pipeline on the team in 1H 2025.
Director of Partnerships
Harvest Collective Inc
- Built LSD.Law's advertising and partnership revenue function from zero, defining ICPs across 6 verticals and packaging 40+ ad SKUs across 11 categories for a platform with 1.9 million annual users and 30+ million pageviews.
- Closed the platform's first major advertising partnerships with $1 billion national brands in under 90 days with no inherited pipeline or playbook.
- Took a $250-million company from cold outreach to a fully executed revenue-share contract in 28 days, the largest partnership in LSD.Law's history.
- Ran 40+ multi-touch outbound campaigns via Apollo and Mailshake, achieving 75% open rates and a cadence of 10 booked meetings per week against decision-makers at target accounts.
- Structured a CPM deal with the largest student housing developer in the US, across 5 student-housing markets, securing predictable monthly revenue.
- Designed two data products with the technical co-founder to monetize 65,000+ tracked admissions decisions per cycle for T-14 to T-100 law schools.
- Built the sales infrastructure and reporting layer from scratch, including executive pipeline dashboards, deal reports, rate cards, and pitch decks, and conversion by traffic source.
- Launched a Partner Directory sales motion targeting 25+ LSAT prep and admissions-consulting firms with personalized, flat-rate listing offers to a high-intent audience of 1.9 million applicants.
National Account Manager, Enterprise
CareerBuilder
- Managed the full sales cycle of new business development and account management of a large enterprise. Prospected and closed VP+ Talent Acquisition leaders.
- Built $320,000 in new business pipeline and sold $144,527 in first 60 days in role.
- Sold to 100% of the top 5 largest accounts, creating $800,000+ in new business pipeline. Ranked second Highest New Business Sold on the Enterprise Team (CareerBuilder, Q1 2023), Largest Pipeline of the entire CB Salesforce, $1.8 million (CareerBuilder, Q1 2023).
- Upsold an account’s YOY spend 300%+ ($25,500 to $78,047) in the first 60 days in the role.
Area Vice President, Enterprise Business Development
Symphony Talent
- Owned the full sales cycle, identifying and closing new Fortune 500 (F500) logos for the leading recruitment marketing agency. Used a solution-based sales process to acquire new F500 clients. Sold to CSuite.
- Sold talent acquisition software and recruitment marketing solutions to support F500 talent transformation strategy with programmatic, SaaS, employer brand, career websites, social, and content.
- Sold $2.35 million in New Business revenue in the first eight months in the role. Sold $700,000 in new business in Q1 2020 from clients such as Regis and SC Johnson.
- Built a territory plan for 22 states across the US, across finance, healthcare, CPG, and pharmaceuticals.
- Grew revenue from existing accounts by 60% YOY and exceeded Q1 2020 quota by 161% ($625,000).
Enterprise Business Dveelopment
Monster Worldwide
- Held a field sales role selling to enterprise accounts in PA, NJ, and NY, focusing on hunting roles and selling sponsored listings, display, video, PPC, and SaaS solutions (TextRecruit) to F500 C-Suite executives.
- Designed and developed a $1.2 million pipeline within the first 120 days of 2018. Achieved the highest sales within the 14-member enterprise sales team.
- Secured the largest sale on the team for 2018, comprised of $300,000 RPO contract with an additional $200,000 secured for additional 2019 locations.
- Identified, prospected, and built relationships with GSK, Bristol-Myers Squibb, Barclays, Deutsche Bank, NY Presbyterian Hospital, Siemens, and Merck. Developed outbound sales strategy resulting in meetings with 88% of “A” accounts.
Founder
Pipeline Labs
- Founded a SaaS marketplace startup, recruiting software for sales talent within the HR tech space; acquired first enterprise clients, Comcast and Dell.
- Created and sold revenue channels, 7+ revenue channels, including job advertising, sponsored listings, display, programmatic partners, and lead generation. Acquired first clients in a new market.
- Built a PHP/MySQL SaaS marketplace from scratch in three months, including SEO and link building.
- Developed and executed content management strategy, including content development, published on Crunchbase, RecruitingHeadlines.com, NBC, CBS, and Quora.com, resulting in 3+ million views.
Senior Account Executive, Digital Media
Advertising Specialty Institute
- Sold and managed $25 million in digital advertising nationally, selling a suite of 200+ digital advertising positions, including sponsored products, mobile, video, PPC, display, and content sponsorships.
- Sold new business omnichannel digital advertising campaigns to enterprise clients, such as Phillips Van Heusen, Nike, and Ghirardelli. Developed keyword strategies and sponsored campaigns for sellers to compete and win in highly competitive markets.
- Increased base revenue from $400,000 annually in 2006 to $3 million in 2017 via new business acquisition. Achieved the largest new business sale in team history, growing client spend from $0 to $56,000 monthly.
- Trained sales team in sales strategy, search engine sales strategy, and renewing and upselling campaigns, resulting in $60,000 in new business.
Project History
$3 Million Pipeline in 90 Days Through Cold Outreach
I built a $3 million net new ACV pipeline within 90 days at Phenom by executing cold outreach campaigns targeting CHROs, CIOs, and talent acquisition leaders at Fortune 500 companies.
I partnered with CHROs, CIOs, and talent acquisition leaders to implement Phenom’s Intelligent Talent Experience platform. This involved collaborating cross-functionally with product and customer success teams to improve adoption of conversational AI, workforce intelligence, and talent acquisition tools.
The project involved applying value-based selling to grow expansion opportunities across 85% of accounts in the first 120 days. I became the first account manager company-wide to surpass $1 million in renewals (2025) and generated over $3 million in a net new ACV pipeline within the first 90 days.
88% Meeting Rate with Fortune 500 "A" Accounts
I designed and executed an outbound strategy at Monster Worldwide that secured meetings with 88% of designated "A" accounts—all through cold outreach.
I built prospect lists targeting enterprise HR and TA leaders, wrote cold email and call scripts, and personally prospected at companies including GSK, Bristol-Myers Squibb, Barclays, Deutsche Bank, Siemens, and Merck. I built a $1.2 million pipeline in 120 days, closed the largest deal on the 14-person enterprise team ($300,000 + $200,000 expansion), and ranked #1 in new business.
Cold Outreach to First Enterprise Clients: Comcast & Dell
I launched Pipeline Labs, a SaaS marketplace for recruiting sales talent, and acquired the first enterprise clients—Comcast and Dell—entirely through cold outreach with no existing network.
I wrote cold emails, made cold calls, and built relationships from scratch with Yahoo, Airbnb, Tesla, Nike, and Thomson Reuters. Proved that a disciplined outbound approach can open doors at major brands even for an unknown startup.
Education
Online Marketing Certified Professional in Digital Marketing
OMCP - Newtown, PA, USA
Graduate Certificate in Graduate Certificate in Digital Media Marketing
NYU - New York, NY, USA
Bachelor's Degree in Communications
Bloomsburg University - Bloomsburg, PA, USA
Skills
Tools
Salesforce, Salesloft, Apollo, Zoho CRM
Demand Generation
Account Research, Cold Calling, Email Outreach
Competencies
Communication, eCommerce, B2B, Sales Coaching, Artificial Intelligence (AI)
Sales Strategies
Outbound Sales, Consultative Selling
Roles
Sales Development Representative (SDR), Business Development Representative (BDR), Account Executive, Account Manager, Customer Success, Sales Enablement
Other
Gong, ZoomInfo, Zoom, clay, Enterprise Sales, Digital Marketing, Account Mapping, Client Presentations, Executive Presentations, Proposals, Value Proposition, Outbound Prospecting, Consulting, SaaS, New Business Development, Appointment Setting, B2B Lead Generation, Lead Generation, Sales, Healthcare, Tech Sales, LinkedIn Sales Navigator, Account Management, Requirements Analysis, Enterprise Resource Planning (ERP), B2B Sales, Inbound Sales, Customer Relationship Management (CRM), Cold Outreach, Business Development, CRM Systems, Inside Sales, B2B Sales Management, AI Tools, Software Sales, Sales Strategy, Sales Pipeline Management, Sales Operations, Workshops, Leadership, Analytics, Linkedln, Digital Media, SEO Tools, Sellbrite, Full Cycle Sales, Sales, Sales Strategy, Sales Process Management, Startup Consulting, Business Development, Cold Calling, Value Proposition, Cold Emailing, Email Campaigns, Email List Building, AI Agents, Revenue Strategy, Sales Leadership, Business to Business (B2B), Go-to-market (GTM) Strategy, Sales Consulting, Go-to-market Execution, Learning Management Systems (LMS), B2B Marketing, B2B Selling, Business Proposals, Product Demonstrations, SaaS Sales, Sales Communication, Strategy Consulting, Client Management, Client Relationship Management, Client Success, Sales Process Optimization, Objection Handling, Customer Retention, Market Opportunity Analysis, Upselling, Deal Closure, Strategic Account Expansion, Sales Negotiations, Channel Sales, HubSpot CRM, CRM, Conversion Rate Optimization (CRO), Funnel Optimization, Lead Nurturing, Sales Growth, AI Tools, AI Agents, Advertising, CRM Systems, Consulting, Outbound Sales, Sales Enablement, Business Strategy, Operations Automation, Sales Pipelines, Customer Support, Artificial Intelligence (AI), Sales Operations, Sales Effectiveness, Demand Generation, Software as a Service (SaaS), Data, B2B Partnerships, Strategic Partnerships, High-volume Outbound Sequencing, Sales Training, Go-to-market (GTM) Strategy, Marketing Collateral Development, SaaS Product Marketing, Cold Emailing, Growth Strategy, Account-based Prospecting, Lead Qualification, Pipeline Generation, Ads, Relationship Based Networking, Client Services, Industry.Business Services, Business Transformation, Advisory.Business Advisory.Management Consulting, Advisory.Business Advisory.Business Development, Sales Process Management, Google Sheets, Outbound Sales Strategy, Industry.B2B, Systems & Tools, Advisory, Business Advisory, Data Analysis, Platform as a Service (PaaS), Reporting, Subscriptions, Sales Presentations, Healthcare Services, HubSpot, Cybersecurity, Incentive Plan Design, Revenue Operations (RevOps), Financial Services, Large Language Models (LLMs), Prompt Engineering, Industry.Fintech, Education Technology (Edtech), Instantly, Marketing, Google Advertising, Digital Strategy, Online Marketing, Pay-per-Click (PPC), PPC Campaign Management, Staffing, Advertising, Startups, Business Strategy, Sales Consulting, Digital Advertising
How to Work with Toptal
Toptal matches you directly with global industry experts from our network in hours—not weeks or months.
Share your needs
Choose your talent
Start your risk-free talent trial
Top talent is in high demand.
Start hiring