James Mensforth Email & Phone Number

London, Gb

New York, Us

New York, Us

Go to Market Lead with ownership and overall responsibility for scaling revenue growth of the UK&I region:- Drove accelerated and consistent revenue growth within UK&I, delivering consistent revenue growth and quota attainment QoQ, improving outbound win rates and realising increased average deal sizes within 12 months. Top performing region in FY23 with 105% of annual quota attainment- Defined global sales processes, metrics & ways of working, driving new frameworks and ways of working for AE, SDR and CS teams, demonstrating value in region and then scaling globally. Implemented PACTT qualification criteria to improve handovers and reduce friction, SPICED sales methodology for pipeline management to bring greater rigour and alignment between AE & CS teams, and defined coaching scorecards to drive consistency and continued upskilling across sellers- Created “outbound mindset” across GTM functions, driving consistent AE self-prospecting and accountability for pipeline coverage against quotas, refining Target Account Lists to focus efforts across BDR, Marketing & Partnerships teams and leading weekly GTM-wide prospecting sessions to book new pipeline, drive up-sell activity and deepen partnership relationships - Embedded UK&I team culture and leadership structure from inception, defining regional OKRs, creating onboarding and enablement programmes, leading regional & global all hands, and defining roles, responsibilities and governance to build a foundation for scale

New York, Us

Leadership and day to day management of Workplace’s outsourced Inside Sales team, focused on driving predictable and sustainable revenue growth across SDR inbound lead qualification, outbound prospecting and SMB AEs across a team of 90+ sales representatives and 4 regional hubs globally.Led the programme from inception and directed the team in consistently exceeding quota YoY, unlocking 500% growth in sales representatives from launch. Responsible for hiring, managing and coaching a team of 6+ internal FTEs to drive dedicated regional sales management, optimisation and coaching of the team as it expanded across geographies and into 3 sales motions.Defined best practice playbooks, quotas, incentives and ways of working across the team. Responsible for building lead scoring and routing, product signals, Ideal Customer Profile, account and intent scoring to ensure ongoing improvement and efficiency gains. Identified, sourced and deployed Workplace’s sales tech stack across tools including Outreach, Gong, Intercom, Lean Data and ZoomInfo, driving both adoption and best practice to achieve improved efficiency, productivity and ROI across the Workplace business.

In this role, I have overall responsibility for leadership and day to day management of Workplace’s outsourced Inside Sales team, focused on driving predictable and sustainable growth across inbound lead qualification, outbound prospecting and SMB opportunity management globally. This has involved initial inception and scoping of requirements, definition of processes and tooling to drive successful execution, through to selection and management of the outsourced partner and ongoing oversight and optimisation of the team. In this time we have successfully driven improvements in multiple key metrics across the Workplace business, with the team now representing 40+ sales representatives and continuing to grow.

In this role, I worked as part of the EMEA leadership team to drive strategy and operational excellence within a rapidly growing business as well as taking on wider projects on behalf of Workplace leadership to enhance global capability.

Dublin 2, Ie

Selected experience:Sales & Marketing transformation - Global, UK-based telco- Worked closely with the client’s Chief Sales & Marketing officer to transform the company’s Sales & Marketing functions, assessing current capability and developing the future strategy and roadmap to drive revenue growth.Inside Sales Strategy, Coverage & Operating Model - Major High Tech company- Developed the overall strategy & recommended approach to launch a transformative B2B Inside Sales capability and drive change from legacy sales behaviours towards an insight-led approach, in collaboration with senior directors.Digital Marketing Capability & Engagement - Multinational Pharmaceutical company- Worked closely with director-level clients, as the sole Accenture consultant, to drive strategy and capability in digital marketing across the client’s marketing companies globally.

Dublin 2, Ie

Manchester, Manchester, Gb

London, Gb

Legal Practice Course, Law

Llb, Law

Education record