Rich McGill

Senior Account Executive with 15+ years of sales experience selling SaaS and complex solutions into Higher Education, including 8 years managing a 40+ institution portfolio and $17.6M in revenue at a 98% renewal rate. PMP-certified, bringing practitioner-level fluency in project management and workflow challenges to conversations with campus buyers evaluating PM software. Proven track record exceeding quota through full-cycle, outbound-driven sales: sourcing and qualifying new business, multi-threading across senior level campus stakeholders, and closing.

Built relationships across 100+ institutions nationwide. Proficient in Salesforce, HubSpot, and ZoomInfo, with a data-driven approach to pipeline development and forecasting.

Sales Strategy Consultant - Imagine Scholarships - Austin, TX

(2024-01)

Generated $215K in new revenue for an early-stage startup by analyzing market data and shifting the sales strategy from low-retention universities to Trio and Gear Up programs.

Account Director, Client Success - The National Society of Leadership & Success - Orlando, FL

(2023-01 - 2024-12)

Generated $418K in new revenue and enrolled 4,245 participants in six months by leading the launch of a new online leadership program targeting university alumni.

• Leveraged outreach strategies to sell and onboard six new Higher Education clients including; Ohio, St. John's, and Salem State, into the new online leadership program, accounting for 50% of new logos generated by a four-person sales team.

Director of Business Development, Higher Education - Leopardo Construction, LLC - Chicago, IL

(2020-01 - 2021-12)

Drove a $250M market expansion over four years by developing a strategic market penetration plan into the Higher Education sector that identified four major barriers to entry.

Regional Sales Representative – Midwest Territory - GoVision - Chicago, IL

(2016-01 - 2019-12)

Delivered award winning custom LED solutions with premier brands in the NCAA, NFL, PGA, NASCAR, MLS, and Live Nation.

• Generated $943K in new revenue and $315K in margin by partnering with senior leadership and launched the Chicago satellite office, surpassing all sales targets.
• Won new business opportunities by winning University RFPs at Texas, Nebraska, Virginia Tech, Louisville, Marquette, Chicago, Eastern Michigan, and Ohio.

Director of University Partnerships - CBS Interactive - Chicago, IL

(2007-01 - 2015-12)

Drove $17.6M in new additional revenue by selling proprietary SaaS solutions, including CMS, e-commerce, and digital transformation tools to 40 Higher Education institutions such as Notre Dame, Michigan, Purdue, Boston, Illinois and UIC; led the division in online ad revenue, total revenue, and page impressions.

• Increased market share to 84% and retained 14 midsized clients by innovating and implementing a reverse guaranteed fee structure; the model boosted total revenue and advertising impressions and was later adopted company-wide.
• Achieved a 98% client retention rate by creating and facilitating monthly webinars with network partners that shared best practices, industry trends, and emerging technologies.

Manager, Sponsorships & Advertising - Arlington Park Racecourse - Arlington Heights, IL

(2003-01 - 2007-12)

Generated $485K in annual revenue by securing exclusive partnerships with both Miller-Coors and Anheuser-Busch, the first major U.S. sports facility to land both beverage giants in the same season.

• Increased sponsorship revenue by $425K annually by securing high-value partnerships with national brands including American Airlines, LaSalle Bank, Woodford Reserve, US Cellular, Weber Grills, and Valvoline.

Director of Marketing - Marquette University - Milwaukee, WI

(2000-01 - 2002-12)

Supported the successful negotiation of a $3M, seven-year campus-wide pouring rights agreement with PepsiCo by partnering closely with the Campus Procurement office throughout the entire RFP process.

• Exceeded sales goals by 15%, driving $308K+ in new revenue by hiring, training, and coaching a sales staff of four who sold over 900 new season ticket packages.

Director of Marketing - University of Maryland - College Park, MD

(1996-01 - 2000-12)

Secured $7.9M in intercollegiate revenue by partnering with the Campus Purchasing Office on a 15-year, $15M campus-wide beverage and snack exclusivity agreement with Coca-Cola and Utz.

• Secured a $945K corporate partnership over three years by negotiating a historic deal with All First Bank that featured the first-ever corporate logo placement on an NCAA basketball court.

Master of Science - Education - Northern Illinois University

Bachelor of Science - Marketing - Winona State University