Gareth Charles Email & Phone Number

Newport, Gb

As Customer Renewals Director at IRIS Software Group, I lead a team of over 30 professionals managing a revenue portfolio exceeding £60 million across diverse software products. My primary focus is on developing and executing proactive retention and renewal strategies that drive customer loyalty and enhance revenue growth. I’ve fostered a high-performance culture within the team, coaching four managers—two of whom were promoted under my tenure—and expanding the team’s scope to take a more customer-focused approach to renewal engagement. Additionally, I’ve integrated cross-sell initiatives with cloud products at the point of renewal, aligning these efforts with the broader organizational strategy to maximize customer value. My role also involves overseeing mergers and acquisitions integration, ensuring a seamless transition for customers and maintaining high retention rates across our expanding portfolio.

Newport, Wales, United Kingdom

In this role, I established the Market Specialist team, reporting directly to the Commercial Director, to drive strategic support for sales through innovative campaigns, pitch development, and tools that enable a clear path to market for 70+ products. I collaborated closely with our investors to develop sales propensity models and whitespace analysis tools, providing actionable insights that guided our teams to identify and target high-potential opportunities. Leading the Bid team, I expanded it from one to three members as we ventured into larger corporate and public sector accounts, resulting in £1.2 million in new orders within the first year. This role allowed me to build relationships across three verticals and 11 sales teams, aligning cross-sell efforts and strengthening our market presence in high-growth sectors.

As Sales Director for Business Development, I managed a portfolio of over 4,500 clients, including many of the top accounting firms, and led a team of 14 professionals in consistently achieving revenue targets. My responsibilities included pipeline development in collaboration with marketing, where I led targeted campaigns that significantly contributed to forecast accuracy and revenue growth. I also focused on mentoring team members, facilitating their transition from telesales roles to fully-fledged field sales professionals. I oversaw our cloud accounting and third-party IT sales, managing customer transitions and ensuring seamless service delivery. Toward the end of my tenure, I took on additional responsibilities for all sales teams in the accountancy sector during a key structural reorganization, navigating the challenges of the pandemic and ensuring that client needs remained at the forefront.

Market leading provider of Accountancy Practice Management, Payroll and Cloud software. Sales Director for the high growth KashFlow cloud accounting solution that has over 100,000 cloud subscribers across the UK's SME and Accountancy sectors.

In this role, I was responsible for developing and executing specialized products and support tools to enhance the sales team’s effectiveness in securing high-value deals. My work involved direct collaboration with key partners to negotiate favorable terms, positioning IRIS as a value leader despite competitive pricing pressures. I also led the launch of a new hosting partner within IRIS, managing the process end-to-end, including coordination with legal, finance, and sales. In addition, I designed and implemented IRIS’s first reseller program, transforming smaller product licenses into comprehensive service packages that added significant value for our customers.

Responsible for managing all aspects of the relationship between IRIS Accountancy Solutions and our partners. These include the partners for OpenDocs (our leading document management solutions powered by INVU), OpeniXBRL (our intellegent tagging solution supplied in conjuction with Corefiling the inventors of iXBRL) and OpenHosting (which helps allow accountants to remove the hassle, cost and complexity of managing your mission critical applications).