Acting as a business partner to the EMEA GM's and their leadership teams my role is focused on setting the direction for the regions (Europe & MENA) and executing strategic initiatives which focus on maximising their growth.

Private Equity backing from EQTSales Best Practices and Productivity: Redesigned the opportunity process with new stages, deal review cadences and implemented a deal desk. Effective implementation of revenue cadences, pipeline management and sales manager and rep coaching supported double-digit revenue growth.Driving Sales Transformation: Led the transition to an Accounts-first model, incorporating account planning and opportunity scorecards to enhance the deal review process and support the transition to an upmarket sales motion. Sales Compensation and Commission: Implemented a new commission structure and plan to support the behaviours required to drive growth in managed services. Rev/Mar Tech: Directed the transformation of the Go-to-Market technology stack, including Salesforce, Pardot, SalesLoft, ZoomInfo, and Clari in an impressive 3 month period, transitioning from NetSuite & Hubspot with the support of a small tiger team including an SFDC partner, BA and external Project Manager. Acquisition: Successfully onboarded Matrix IDM’s sales team, and integrated their Hubspot instance before replacing this as part of the SFDC implementation. Enabled GTM teams on the holistic product suite the acquisition opened up. Leadership: Built and developed a diverse, data-driven Revenue Operations team across onshore and offshore locations (Manila). Enablement: Designed and launched an onboarding course to reduce the time to first sale. Partnered with Product and Marketing to develop and enable GTM strategies through content, training, and coaching post-acquisition with a new product range.

Upon the successful transition of Rev Ops to a successor I led 6 GMs across the UK, DACH, SCA, UK, Ukraine and Israel.

Privare Equity backing from Soros, Dragon ad AVenture Captial (Later Recognize Partners)I has previously supported Ciklum's CRO in a previous PE exit and welcomed the opportunity to create value for Soros in this role. Implementing Sales Best Practices and Productivity: Developed pipeline and forecast cadences, streamlined deal and contracts management processes, and embedded a best-in-class sales methodology. Led strategic and tactical coaching programme to support sales reps goal attainment.Quota Definition and Management: Collaborated with FP&A to model the overall cost of sales, optimising opportunities to boost gross margin. Designed territories and quotas, challenging GMs to align with broader GTM strategies and revenue/profit targets.Cost of Sales Management and Budget: Created and visualised sales reporting, pipeline velocity tracking, and analytics using Sisense. Provided performance insights to investors and shareholders, supporting budget optimisation and strategic investment decisions.Driving Sales Transformation: Led the transition from a software engineering-focused pipeline to a balanced mix of digital solutions, enhancing sales effectiveness. Transformed customer success with an offshore Account Retention and Development team, reducing churn and maximising upsell opportunities.Sales Compensation and Commission: Redesigned the compensation plan to drive growth and align with strategic goals. Introduced targeted SPIFFs to boost performance and focus on key product initiatives.Rev/Mar Tech: Spearheaded the transformation and re-implementation of the SF.com platform, enhancing efficiency and aligning with the broader IT and technology strategy.Leadership: Acted as second-in-command to the CRO, managing global sales teams across six regions. Built and scaled the Sales Operations function, overseeing both onshore and offshore teams (Ukraine).

Reporting to the Strategy, Sales & Marketing Director I consulted on process optimisation and sales effectiveness and transformed an existing disparate Sales Support team into a Sales Operations hub to increase lead to cash velocity.A key achievement was the implementation of a Sisense (BI tool) to successfully transform and visualise data from a legacy CRM system to ensure informed decision marking and meaningful insights on pipeline and forecast metrics.

Private Equity backing from Bregal CapitalImplementing Sales Best Practices and Productivity: Developed and refined sales processes to enhance effectiveness and productivity. Introduced an account based methodology to foster a solution sales mindset. Standardised operating cadences pipeline management and deal reviews through a weekly cadence across leadership. Developed a suite of standardised reporting providing a narrative to our board and investors on key performance metrics. Quota Definition and Management: Led the transformation from a regional to centralised operating model following a number of acquisitions. Developed a portfolio account-based patch model for commercial teams to drive accountability aligned to best practices in readiness for sale. Cost of Sales Management and Budget: Developed a rigorous approach to sales reporting, providing sales leaders with actionable insights to drive team performance.Driving Sales Transformation: Transformed a regional administrative function into a centralised sales operations function. Ensured a compliant sales order process, upholding ethical sales behaviours and operational readiness for sales due diligence.Rev/Mar Tech: Led the implementation and upgrades of MS Dynamics CRM, enhancing system capabilities and aligning legacy processes from multiple previously acquired businesses. Leadership: Provided operational readiness for the business’s sale, including conducting due diligence and preparing the sales function to meet acquisition requirements. Streamlined operations to present a cohesive and attractive proposition to potential buyers.

Following a successful period as an individual sales person exceeding personal targets I was responsible for running teams within the London office. A period of progressive change and restructure in Danwood during this period enabled me to grow the London teams I was responsible for to deliver an over target performance year on year.

Intensive training academy which lead to my employment with Danwood in 2009.