Dougie McDermott | Director of Account Management

IMPACT

Career totals across Podium, Level Home, and Shyft.

$38.25M

Recurring revenue managed

Across Podium, Level Home, and Shyft, including my team's portfolio

$14.45M

Revenue renewed and retained

Contract renewals across every role

$12.2M

Pipeline generated

New business sourced or influenced from existing relationships

96%

Client retention

Across my career

$3.48MAccount growth and expansion from existing clients

406+Accounts managed, from SMB retail to global consumer brands

133Executive business reviews led with client leadership teams

EXPERIENCE

From a sales research internship to leading an account management team.

Director of Account Management

Orem, Utah

Current role

Lead the account management team for global consumer brands, from product development and sourcing through production and delivery.

Jul 2024 to present

$2.5MRecurring revenue managed

$675KAccount growth and expansion

$4.85MPipeline generated or influenced

$5.0MRenewals and retained revenue

11Accounts managed

Account Manager

Redwood City, California

Managed enterprise multifamily operators adopting smart home technology across their portfolios.

Feb 2023 to Jul 2024

$3.4MRecurring revenue managed

$1.18MAccount growth and expansion

$3.2MPipeline generated or influenced

$1.1MRenewals and retained revenue

65Accounts managed

Four roles in four years

Lehi, Utah

Partner Success Manager
SMB Customer Success Manager
Implementation Manager
Deal Desk and Sales Operations Specialist

Learned every stage of the SaaS customer journey, from structuring deals and onboarding customers to growing partner revenue.

Aug 2018 to Dec 2022

$4.85MRecurring revenue managed

$1.62MAccount growth and expansion

$4.15MPipeline generated or influenced

$8.35MRenewals and retained revenue

330+Accounts managed

Research Analyst Intern

Salt Lake City, Utah

Supported sales operations with market research, competitive and win/loss analysis, and an international expansion database, working in Salesforce and Excel.

May 2018 to Aug 2018

HOW I LEAD

What I believe, how I put it into practice, and the results behind it.

Executive partnership

Executive partnership comes down to relationships, trust, and transparency.

Give clients the full picture, including risks and delays, so there are no surprises
Run business reviews as planning sessions built around the client's goals
Act as executive sponsor and first call when something escalates

$14.45MIn revenue renewed and retained across my career

Revenue ownership

Revenue ownership is a defining trait every employee needs. I ask how my role, and every decision I make, affects revenue.

Trace every decision, from pricing to process, back to its revenue impact
Grow revenue beyond existing accounts through process changes, training, and better tools
Own forecasts, expected POs, and revenue timing

$3.48MIn account growth and expansion from existing clients

Team leadership

I'm autonomous, and I lead the same way. I go to bat for my people and empower them to own their role and their book of business.

Each Account Manager shapes how they hit KPIs around their own style and strengths
We identify and quantify the value each person brings, then use it in reviews and promotion conversations
KPIs are realistic and attainable, but challenging enough to stretch every person

100%Of my team's 2025 growth KPI achieved91%To our 2026 growth target so far

Global execution

Clients feel the handoffs. Clear ownership across teams and time zones keeps them invisible.

Coordinate 10+ departments and a team in Vietnam
Oversee delivery from development through production and shipment
Clarified ownership between U.S. and Asia teams, moving toward direct Asia-to-client communication

92%On-time, in-full (OTIF) delivery rate for my team, year to date

SYSTEMS I'VE BUILT

Programs and standards that make great service repeatable, beyond the software below.

Operating SOPs

Wrote the Shyft QBR, Sourcing, and Sales & Account Manager SOPs, covering communication, delays, forecasting, escalation, and ownership.

36→17Days to collect sourcing quotes4.3→4.6QBR client satisfaction, out of 5

Sample management platform

Tracks every sample through development, review, and approval, so samples start faster and nothing slips.

6→2Days to kick off a sample

SMB onboarding remodel

Helped completely rebuild Podium's onboarding for SMB customers across 7 major verticals, cutting the meetings each client needed to get live.

2.5→1Onboarding meetings per client+140%Platform adoption

Strategic pricing framework

Helped build the pricing approach that moved Shyft accounts up to a 30% margin target.

64%Of managed accounts at 30% margin

Executive review program

Ran quarterly performance reviews at Level Home with C-level and asset management teams, turning account results into new business for regional sales.

$3.2MPipeline from 56 executive reviews

TOOLS I'VE BUILT

Software I designed and built to run account management at scale. Every preview is interactive.

Revenue platform

SHYFT PULSE

An internal platform that gives leadership and account managers one source of truth for pipeline, forecasts, and client health.

Executive dashboard for won, lost, open, and weighted pipeline
Opportunity tracking from sourcing through PO, with full change history
Client health score weighted across commercial, relationship, operational, financial, and account factors
Rolling six-month revenue and invoicing projections

Demo data. Client names, people, and figures are fictional.

pulse / dashboard

Dashboard

Executive overview of new opportunities, client forecasts and both combined.

WON YTD9By PO received date

WON REVENUE YTD$612KSee the records

OPEN PIPELINE$2.6M48 open opportunities

WEIGHTED PIPELINE$742KValue × probability

PIPELINE BY STAGE

TOP CLIENTS BY PIPELINE

EXPECTED REVENUE, ROLLING 6 MONTHS

OCT$168KShyft rev $41K

NOV$121KShyft rev $29K

DEC$94KShyft rev $22K

JAN$57KShyft rev $13K

FEB$88KShyft rev $21K

MAR$42KShyft rev $10K

Opportunities & Forecasts

Pipeline opportunities and revenue forecasts in one place.

Open 48Closed Won 9Closed Lost 11+ New Opportunity

48 opportunities match. Potential revenue $2,614,300, gross margin $589,400

Client	Opportunity	Stage	Owner	Value
Northpeak Outdoor	Insulated Trail Jacket	Development - Moderate	D. McDermott	$318,400
Halden Home	Linen Duvet Collection	PO Expected - High	A. Rivera	$204,750
Ridgeway Gear	Modular Tool Roll	Sourcing - Low	D. McDermott	$86,000
Lumen Kitchen	Ceramic Prep Bowl Set	Production - Very High	J. Park	$142,900
Northpeak Outdoor	Packable Daypack 22L	Development - Moderate	D. McDermott	$97,300
Coastal Pet Co.	Travel Water Bowl	Sourcing - Low	J. Park	$38,500

Client Health

Health Score = Commercial 25% + Relationship 20% + Operational 25% + Financial 20% + Account 10%.

STRONG (80–100)3

STABLE (60–79)2

AT RISK (0–59)1

FULLY ASSESSED5 of 6

Client	Health	Comm.	Rel.	Ops	Fin.	Acct
Northpeak Outdoor	88 Strong	92	90	85	84	91
Lumen Kitchen	85 Strong	95	78	80	83	88
Halden Home	81 Strong	86	82	74	80	86
Ridgeway Gear	72 Stable	70	81	66	71	78
Coastal Pet Co.	54 At risk	48	62	55	50	60

Clients

Every client account, its owner, Incoterm and roll-up totals.

All TiersAll IndustriesAll Owners+ New Client

Client	Owner	Tier	Open Opportunity	Annual Forecast
Northpeak Outdoor active	D. McDermott	Tier 1	$415,700	$1,240,000
Halden Home active	A. Rivera	Tier 1	$204,750	$860,000
Lumen Kitchen active	J. Park	Tier 2	$142,900	$410,000
Ridgeway Gear active	D. McDermott	Tier 2	$86,000	$295,000
Coastal Pet Co. prospect	J. Park	Tier 3	$38,500	$0

Pricing software

QUOTATION TOOL

Turns factory cost sheets into consistent, margin-aware client quotes in minutes, then shares them as a PDF or a client link.

Upload a factory cost sheet and columns map automatically
One margin for the whole quote, or set per line
Duties, shipping, tooling, and multiple factories in one quote
Saved library of clients, terms, and specs

Try it: change a cost, quantity, or the margin and the client price updates. Demo data only.

quotation-tool / build

Quotation ToolINTERNAL · Q-2026-0142 · FOB

CLIENT TOTAL$0.00

SaveDownload PDFShare with client

BuildPreview

QUOTE DETAILS

QUOTE #

Q-2026-0142

QUOTE TYPE

FOB, duties informational

PREPARED FOR

Northpeak Outdoor

MARGIN (INTERNAL)

Use one margin across all line items, or set each line.

PRODUCT MARGIN %

PRODUCTS

Upload factory cost sheet.xlsx, .csv, or .pdf, columns detected automatically

ITEM	DESCRIPTION	FACTORY	MOQ	COST int	QTY	UNIT PRICE

Client total$0Est. gross margin$0

Workflow software

TASK MANAGER

Connected to our CRM/ERP, it helps each team member prioritize clients, then the projects and tasks inside every client.

Tracks the requirements and conditions behind every future PO
Impact column shows how far ahead or behind each task is
Link conversations to tasks for quick reference
Auto-closes tasks by tracking conversations in the CRM/ERP

Try it: switch clients, open a project, and check off a task. Demo data only.

task-manager / overview

SKILLS

Core strengths, the platforms I work in, and the foundation behind them.

Strengths

Strategic account managementCustomer success leadershipExecutive stakeholder managementEnterprise relationshipsClient retentionRevenue growth & expansionPortfolio managementTeam leadership & developmentCross-functional leadershipCommercial strategy

Operations

Revenue forecastingPipeline managementPricing & margin strategyKPI & performance managementProcess & systems developmentSOP developmentCRM strategy & developmentEscalation & risk managementGlobal operationsSupply chain & manufacturing operations

Tools

SalesforceGainsightOdooMonday.comAsanaTableauMicrosoft OfficeGoogle WorkspaceChatGPT & generative AIAI workflows & data analysis

Education

UTAH STATE UNIVERSITY

BS, Business Administration and BS, Marketing · May 2018

DOUGIE
McDERMOTT