Gavin S. Email & Phone Number

Sydney, Nsw, Au

I lead a globally distributed enterprise deal operations team of 60 analysts, managers & senior managers supporting $100M's of Atlassian's most strategic deals every quarter. Results so far: managed transition from legacy deal desk teams to new enterprise deal ops team, established team vision/okrs/roadmap, launched deal ops metrics dashboard, created capacity-demand model, halved deal cycle time, unified terms, integrated deal financial analysis to remove bottlenecks & increase my team's value-add as strategic deal advisors.My remit includes:Defining Atlassian's enterprise customer deal operations via capability transformation (lead-to-cash process efficiency, contracting at scale & deal structuring best practices) to improve commercial outcomes.Guiding formation of new enterprise deal operations team & operating model. Supporting the growth and development of a global team of deal operations analysts, managers, seniors & regional/segment leads.Leading design of standards for new enterprise deal operations team (e.g. best practices, SLAs, operational health metrics, stakeholder engagement models). Ensuring cross-functional alignment across revops, sales, finance, legal & product/strategy teams on deals & org-wide transformation initiatives to meet business objectives (e.g. bookings, cloud migrations, MAUs).Developing playbooks (contractual conditions / financial concessions / operational considerations / scenario analysis tools) to maximize life time value of sales to Atlassian's most strategic & demanding customers.Establishing new governance practices & processes for deal reviews (deal structure and risk-adjusted ROI evaluations), and deal flow to anticipate & mitigate downstream issues before they happen.Driving a continuous improvement culture across deal operations by conceiving, defining and championing optimization projects, scaled through collaboration with enablement and technology teams.

Mountain View, Ca, Us

Led managers, individual contributors & cross-functional teams on change/run-the-business programs spanning business development/modelling, customer negotiations, channel/technology partnership deal-making, strategic planning, contract structuring, deal desk (quote-to-cash), business intelligence (pipeline/revenue/TAM), financial analysis & process improvement. 10X'ed productivity/ROI on deal-making operations/investments respectively across multiple deal operations leadership roles (see below for detail).

Mountain View, Ca, Us

Founding member of new finance team focused on optimally structuring deals to maximize risk-adjusted LTV. Formulated & presented deal structuring recommendations to Cloud CFO & product/sales VPs on dozens of deals, all based on both an innate understanding of strategic imperative plus extensive financial/risk/strategic analysis. Position eliminated due to Google-wide reduction in force.

Mountain View, Ca, Us

Conceived, designed & operationalized innovative new deal-making approach & contracting vehicle to enable & incent transformative Google Cloud partnerships at scale. Leveraged to close dozens of $50M-$1B commit deals and, post-close, drive long term sustainable ARR/ROI many multiples higher than typical cloud customers by unlocking combined ecosystem/TAM potential. Promoted as a result and received VP of Alliances award.Optimally structured, modeled, priced & negotiated dozens of partnership agreements driving a portfolio that ultimately totaled $3B+ backlog/ARR; leveraged financial, marketing, sales & co-innovation growth investments & programs to ensure aligned incentives across mutually beneficial revenue growth / value creation commitments.

Mountain View, Ca, Us

Launched & negotiated first Google Cloud Master Agreement unifying product terms to 3X deal velocity & reduce legal overhead; crafted risk/return-optimized fallbacks to enable sellers to close 20% faster.

Mountain View, Ca, Us

Unified channel contracting structure/terms, enhanced contracting capabilities, negotiated partner program / reseller agreements, operationalized new channel incentives.

Mountain View, Ca, Us

Program Management for the Google Fiber Business Operations team.Identified need for a Business Operations "process automation & tools development" team dedicated to scaling through process optimization.Gained stakeholder buy-in, identified immediate challenges, defined roles, recruited team members incl. developers, technical specialists, business analysts & project managers.Determined key cross-functional teams/meta-processes that we needed to scale: "City Management", "Build & Deployment" and "User Acquisitions"; built a pipeline of projects.Created scalable solutions involving process redesign, systems implementation/integration, tools development & building a business intelligence platform; this resulted in an enhanced ability to plan, design & build our network as well as signup & install households faster, safer & smarter.

Mountain View, Ca, Us

Global Risk & Compliance Lead for Google Cloud to enable digital transformation of institutions.Founded cross-functional deal review forum to ensure highly strategic/valuable deals are executed effectively/efficiently and with sufficient governance to maximize risk adjusted return.Cross-functional leader in the Google Governance, Risk & Compliance (GRC) Initiative. Led the design, implementation & evangelization of the Google risk & controls assessment framework. Partnered with engineers to create an internal product to apply the methodology across Google.

San Francisco, California, Us

https://branch.co/Partnered with Branch co-founders as acting 'CFO' to take the digital lending startup from seed to series Ahttp://a16z.com/2016/03/30/branch/

Frankfurt Am Main, Hessen, De

Credit Solutions trading desk finance lead driving optimal transaction structuring incl. balance sheet / risk management, modelling/valuation, operations strategy, accounting/controls and regulatory capital considerations. Diverse responsibilities in a high pressure environment geared towards executing trades with zero error tolerance. Fast-tracked to vice president in 4 years. Partnered with trading desk to structure optimal financing, investment & risk management solutions for clients, administering a balance sheet of $10bn with annual revenue of $0.5bn. During 2008 crisis conducted Bear Stearns, Lehmans and AIG exposure analysis.Developed innovative financing and trading products for insurance, investment bank, hedge fund, private equity, real estate, corporate and asset management clients, to generate $1bn of new business over 5 years.Finance lead on over 100 structured finance deals averaging ~$10M gross contribution in fields such as illiquid off-the-run credit financings of energy & technology firms, infrastructure bonds, regulatory capital funding and catastrophe linked transactions; Example: Zions Bancorp TRS, a high profile $1bn notional trade publicly disclosed in 2010.Specialties: Capital markets, structured finance, structured products, structured credit, special situations, accounting, valuation, regulatory advisory, Basel II & III, SOX 404, business development, credit/rates derivatives, CDOs, muni bonds, insurance derivatives, working capital financing, distressed assets, structured repos and private equity.

Frankfurt Am Main, Hessen, De

Led the profit and risk reporting function, including daily book valuation. Managed a team of 5 bookrunners covering a balance sheet of €20bn and annual revenue of €500mm.Directed the 2006-07 migration of the structured credit product control function from London to New York. Planned and executed a project to set up the profit and risk reporting infrastructure for new leveraged finance & high yield trading books, a joint venture with the market-making credit desk.Finance lead on healthcare receivables securitization business. Generated majority of London structured credit trading desk revenue in 2006. Reviewed accounting treatment, constructed pricing models and mitigated risk. Developed the pricing methodology and calculation matrix for a commodity linked credit derivative.

Master Of Business Administration

Fellowship (Fcma)

Bsc (Hons), Mathematics