Mark Lendrum Email & Phone Number

Boston, Massachusetts, US

• My team extends our core SaaS video products, we integrate and build truly scalable video infrastructure for media and enterprise organisations.
• Business Development: Hunt and identify opportunities, support customer priorities, and sell the value of the Brightcove and our Strategy Solutions team (custom built projects). Focus on building strong relationships.
• Strategic Thought Leadership: Conduct discovery sessions and workshops to understand customers' streaming business, goals, and strategies, helping align Brightcove’s solutions with their short- and long-term objectives.
• Solution Ownership: Take ownership of the sales cycle, from initial contact to statement of work (SOW) signature, ensuring alignment with customer needs.
• Solution Development: Work with the Strategy & Integrations Delivery team and Solution Architects to translate customer requirements, manage timelines, scope, and pricing during the sales process.
• Relationship Management: Lead discovery discussions to understand customer priorities and goals. Ensure clear communication of customer needs and manage expectations throughout the sales process, especially during the.

Boston, Massachusetts, US

• I have the exciting mission of helping our clients become more successful and growing our fanbase, whilst bringing in new customers into the Brightcove family.
• Owned the full sales cycle from outbound prospecting to closing, covering major accounts in the UK/EU territory and securing new logos.
• Overachieved individual sales targets, delivering $2.26 million in 2021 (target: $1M) and $1.2 million in 2022 (target: $1M).
• Capitalized on a client's key event to achieve $600K in growth within 12 months.- Ranked #1 for lead conversion, producing personalized cold outbound campaigns that resulted in higher engagement and shorter sales cycles.
• Demonstrated leadership by training and mentoring new hires, refining internal processes, and improving negotiation on legal terms and InfoSec policies.
• Successfully apply the MEDDPICC methodology, maintaining a 3x pipeline and conducting monthly risk/churn analysis.

Boston, Massachusetts, US

• Awarded Top Sales and Account Manager 2020-2021, EMEA Responsible for managing full-lifecycle client relationship for Brightcove's largest customers in EMEA, both privately held and public. As my client's main.
• Leading product adoption and expansion within our customers to succeed with video
• Owner of the procurement and commercial relationship
• Product-Engineering liaison, act as customer ambassador (Roadmap, product enhancement, feedback)
• Lead and facilitate custom development projects through our professional services team
• Ensure customers have touch points across our executive leadership, product and design teams

Boston, Massachusetts, US

• Awarded Top Account Manager 2019-2020, EMEA
• Managed enterprise clients (3K+ employees) across sectors such as manufacturing, digital media, luxury, and retail.
• Achieved 112% of growth targets, overseeing a $1.4M ARR book of business with a 90%+ renewal rate.
• Developed cross-sell and up-sell strategies, maximizing revenue from key reseller partnerships.
• Led initiatives to improve competitive positioning, including language enhancements for a reseller, which contributed to increased market share.

Boston, Massachusetts, US

• Achieved an 89% renewal rate and grew account spend by 115%.
• Developed strong in-person presentation and product demonstration skills, leading to a #1 ranking for new bookings in the team.
• Traveled extensively within the region to cultivate client relationships, driving growth through face-to-face interactions and strategic negotiations.

London, GB

• Key Responsibilities
• Collaborated within a cross-functional team including product, design, operations, support and marketing. Measured on increased product adoption, engagement, and renewal.
• Investigated customer feedback and supporting data to identify gaps in customer experience and implement product solutions. i.e. Raised feedback to improve admin portal to be user-friendly with additional features.
• Ensured client satisfaction Nurtured customer accounts pre and post sales; deployment/implementation, training, problem resolution. Worked on sales proposals and led the RFP process alongside InfoSec team.
• Grow, manage and increase performance of select (25-30) mid-market and enterprise accounts across EMEA and AMER regions, identify add-on or new product sales opportunities. For example, I managed an at-risk account and.
• Point of escalation and responsible for mediation between client and internal stakeholders

London, GB

• Outbound cold calling and managed campaign lead generation and opportunity qualification
• Increased qualified lead pipeline, collaborated on pitching and proposal documents.
• Collaborated with enterprise sales to develop vertical pipeline and and assisted on closing opportunity
• Promoted from Business Development Executive (June 2013 – January 2014) within first 8 months to Customer Success Executive.
• My biggest achievement was qualifying and converting a 700-license deal worth over US$120K

Completed 200 hours of Power Living Australia Yoga Teacher Training (September 2011); Fitness Australia Certified and Yoga Alliance Certified

Gold Coast, Queensland, AU

• Literacy Planet is a pioneer of online digital learning for literacy.
• Managed sales and business development of an online device-driven, multi-platform educational software tool.
• Managed new business and renewals across two state territories, growing the book of business by 120% within one fiscal year.
• Led marketing campaigns, product training, and conference outreach, building strong client relationships across a portfolio of 115 accounts.M and face-to-face), relationship management and customer service.
• Developed abilities and applied technical nuances of SaaS to enhance product knowledge.
• Advised on sales and marketing strategies, brand development and product placement.

Vancouver, BC, CA

• lululemon athletica are world leaders in creating athletica apparel for sweaty pursuits and inspire communities through inspiring fun, fitness and creating lives people want to live.
• A retail leader cross PNL, inventory, visual merchandising and exemplified our culture
• Managed team members' self-development, fostering a culture of continuous learning and goal-setting
• Built strong relationships with our local athletic/teacher community; I onboarded three Ambassadors to represent our community store and the Lululemon ethos – boosting brand visibility and increased sales
• Organised in-store events, led yoga classes for our community, expanding word-of-mouth marketing
• Exceeded quarterly sales targets YoY through goal-setting and our entrepreneurial team spirit

Bachelor Of Liberal Studies, Sociology, Cultural Studies, Geography

Bachelor Of Liberal Studies, Sociology