Lawrence Ko Email & Phone Number

London, England, Gb

Schlieren, Zurich, Ch

Paris, Fr

-Led the alignment & reorganization of operational functions for all GTM teams (Marketing, Sales, Customer Success) by introducing revenue operations principles; roll-out of revamped opportunity stage management process, updated pricing with new implementation of CPQ, establishing processes & enablement program design-Reporting into CFO, owned & created inaugural annual operating plan including pipeline targets, bookings plan, capacity, compensation, quota, coverage for a scaling hypergrowth business.-Assessment & evaluation of growing tech stack to prepare the business for next stage of growth, further automating processes by maximizing consistency & utilization whilst minimizing overlaps & low adoption

Plano, Texas, Us

-End-to-end management of Trintech’s sales & revenue generating processes in EMEA, a financial close SaaS software provider in the digital finance transformation space which had acquired a smaller player in the midmarket space and needed to synergize the 2 business-Responsible for sales planning, governance, territory management & coverage model, sales forecasting & reporting, quota/compensation management, sales training, sales program implementation, active participation of sales talent academy, & lead implementation of global programs in the region-GTM Expansion Planning & Execution: analyze and define market opportunity and develop approach to penetrate new markets/geographies, working closely with VP of Sales and European leadership team, leading to 35% (2018-19) and 15% (2019-20) YoY organic growth-Sales Process Management: lead & manage adoption of CPQ Business Processes in Europe (including approvals, discounts, cross-organizational alignment), lead the European Deal Desk process to review & advance key deals

Cluj-Napoca, Cluj, Ro

-Led all sales operational activities for the Commercial business at Thomsons with a responsibility in governance & management of sales forecasting, sales & territory planning, & pricing process. Worked closely with C-suite leaders to manage stakeholder relationships across the commercial business-Established consistent benchmarks to enable customer level comparisons and interpret outputs to provide business & market insights. Coached & championed the value of Salesforce data led insights to aid B2B commercial discussions in a Salesforce showcased business-Developed key performance metrics & dashboards on both Excel & Salesforce, analyzed sales data periodically to report on pipeline & forecasting. Thomsons is a web based employee benefits platform SaaS provider.

Toronto, On, Ca

Performance Management-Seconded as a consultant to change management & program delivery for national rollout of new commercial lending software (HCL CapitalStream, TIBCO Spotfire); assessed readiness; presented & provided demos, coached & facilitated sales force on new credit lending processes/procedures-Supported head office initiatives: extracted & analyzed data, produced presentations for sales & strategy report requests, compiled quantitative/qualitative bank metrics for senior executives, participated in annual sales planning-Development of sales performance measurement reports & scorecards, to provide analytics/insight/planning: headcount, forecast, pipeline, targets, regional portfolio/sales marketing campaign results, leads, NPS, share of wallet, attrition, retention, Net Interest Earnings & Non Interest Revenues, plan vs actuals-Focused on effective sales force strategy, provided information on treasury solutions & performance metrics to sales teams through conferences; sales initiative/product decommission project management

Paris La Defense, Fr

-Dealt with French & International desk’s projects including capital markets & corporate finance transaction deal process: KYC, conflict check, letters of intent, research, financial forecast-Performed qualitative & quantitative analyses, company & industry research, due diligence, compliance, & financial modeling for business turnarounds, spin-offs-Drafted prospecting material, sales pitch & marketing, reports, performed SWOT & sensitivity analysis, evaluated business & foreign exchange risks, presented results to Fortune 500 clients & lawyers

Bachelor Of Commerce, Accountancy, Finance

Diploma Of College Studies (Quebec Cegep), Honours Commerce