Heading up Field/Revenue Strategy and Operations and Enablement, delivering 400%+ growth, expansion to 30 countries, 2 major funding rounds, many acquisitions notably Hotjar and Heap.1. Providing executive support, analytics and business insights to Board meetings and investors, GTM business cases to potential investors in funding rounds, and commercial due diligence, modeling and transition management in support of M&A cycles2. Leading top line, Budget/investment planning and management, including P&L contribution, organization design and hiring management, investment and cost control towards3. Owning business modeling and go-to-market planning company-wide, requiring intense cross-functional collaboration. Additionally, providing operational book of business management, commissions plans and change management to Sales and Partnerships and support to Marketing and Customer Success4. Providing company-wide analytics, targets, capacity, quota, a SAAS metrics data-room, segmentation, TAM and ICP analysis5. Leading Field/Sales Operations functions, building, coaching and retaining a diverse team based across EMEA/Americas/APJ which run the cadence: pipeline, forecast, deal review, business performance, pre-sales support, best practices and communications 6. Built deal desk, collaborating with all stakeholders and scaling from 50-400+ deals/quarter with upgrades to pricing, quoting, booking and OM7. Built an enablement function with cohorts of up to 30 new hires a month balancing online with in-person events in all 3 geographies8. Ran and upgraded the business systems and tools stack

I'm working with a bunch of exciting software companies in EMEA and the USA, both public and privately held, providing input on a range of topics including:> Sales and regional leadership excellence> How to scale and transform business through hyper-growth in North America and International, both organic and through acquisition> Maximizing revenue in a SAAS model; optimizing net expansion rate> Devising new value propositions and entering new markets> Organizational design and development. Alongside, I've made time to become a non-exec at a theatre company for kids, spent time debating AI with university students, provided business and commercial input to a personal training business, a film editing start-up and a digital transformation consultancy.

Assignment (during COVID lockdown) to lead/scale sales of Teralytics AI-driven solution. Grew ARR by 50%, quarterly bookings to over $1.5m and supported governmental COVID efforts. Global sales team with presence in the UK, DACH, EMEA South, USA and Singapore

- Team of 300 Sales and Marketing | £200m of revenue | Budget and P&L ownership- Owning/executing go-to-market for whole of IRIS, value proposition, org design, digital marketing and pipeline generation, sales, renewal, upsell and cross-sell - Merged 9 commercial organizations. Re-branded, merging 22 brands and websites- Closed the largest deal in the company’s history. - Hired 70+ new team members- Due diligence and commercial decisions on 4 acquisitions

We always wanted to go travelling since we were kids, but how many of us actually got to do it? So we went travelling to amazing and exotic places around the world that we had never been but always wanted to see and experience - taking a few items off the bucket list... and adding many more.

Provided sales leadership, go-to-market, business operations and sales strategy working as COO/COS to EMEA President. EMEA Board member. > Owned and executed go-to-market for Enterprise business. Result: Grew Adobe EMEA Enterprise 4+ years at 30% CAGR, to nearly $1bn booking value. Included sales/marketing plans/programs, expansion into new markets/verticals, value propositions, organizational design, enablement, targets, incentives and performance> Drove conversion of EMEA Digital businesses from perpetual to SAAS/Cloud. Result: $0-600m ARR, 95%+ renewal rate, 25% upsell. Included: commercial models, targets, processes and programs, defining customer facing teams and executing deals with strong cadence. > Led agile program for Sales excellence: sales leader coaching, segmentation, account plans, pipeline generation / acceleration, opportunity reviews and strong sales cadence. Result: Achieved growth targets with increased accountability/performance and established control of $3bn of pipeline. Initiatives adopted globally.> Led operational merger of acquisitions (7 in Digital space). Result: Bookings from acquired companies grew between up to 750% (depending on which acquisition). Included managing the transformation programme across global stakeholders, ensuring business continuity and delivering focused sales programs to drive growth.> Founded Sales/Customer-facing Adobe Academy to recruit and train staff. Developed a global team to scale the program to 150, overseeing hiring and coaching groups of sales recruits. Co-wrote and part-delivered multi-year Digital Marketing curriculum. Result: Graduate sales force successful. Curriculum was rolled to the global 1000+ sales force to maximize best productivity in SAAS/Cloud Sales.> Professionalized Adobe business operations, aligning regional and divisional businesses, providing improved investment decisions and offshoring. Result: Grew bookings 30% CAGR over 5 years with only 5% increase in operations staffing.

Sales and business development leader for Adobe Digital Marketing business > Led “start-up” team to transform EMEA Sales to Digital Marketing and value selling by spearheading value propositions, enablement and sales best practices for EMEA markets, driving account break-in programs and removing roadblocks. Result: Business grew 50% 2 years in a row up to $139m.

Headhunted to develop and deliver a sales strategy and specialist sales team responsible for driving $130m of new business. > Led cross-functional team to provide close guarantee on $2-5m multi-solution deals. Result: Enabled organisation to meet growth targets in a timely manner, “saving” several key deals from slippage.> Provided strategy and operational leadership, defining future state Software organization post credit crunch. Result: Executed substantial RIF, successfully re-launched cost-optimized and solution-aligned team.

Proactively sourced to turnaround and accelerate CA’s acquisition of Niku, where difficult merger in commoditized market had caused crash in business + mass team exit. Drove it as a start-up / stand-alone business leading Sales, Pre-Sales, Services, Marketing and Support.> Re-built Sales team (from 6-38 reps EMEA-wide) and established new go-to-market. Ignited positive team culture, re-vitalized marketing and demand generation. Represented EMEA in closing big deals, product direction and roadmap, thought leadership, AR/PR and on stage. Built differentiated customer experience and customer success program. Result: 380% bookings growth in 18 months driving business close to $100m. Multiple multi-million $ deal wins. Significant up-tick in Gartner MQ position due to EMEA gains. Won all EMEA Gartner industry awards.> Innovated data-driven general management framework to professionalize the business through hyper-growth phase. Result: Reduced the number of "red" customers to 1-2 per quarter, increasing CSAT to 95%. Provided business operations transparency from end to end.

Leadership role of Services and Solutions business (UK, Benelux, Nordic). Responsibility for P&L, driving sales revenues and relationship management of corporate client business partnering. In California, led the re-engineering of worldwide consulting, introducing value-based selling. Led SOA North America Practice & global SOA Program development and delivery, selling into Global and Enterprise accounts.> Grew Northern EMEA (UKI, Benelux, Nordic) Services revenue by creating a culture of excellence and team work and personally selling value-based customer engagements. Result: 300% growth while maintaining 35%+ margin; 18 bookings quarters in a row at 125% including multiple $1.5m deals especially in Finance and Telco.> Provided strategy, entrepreneurial and thought leadership to BEA's SOA program, including PR, AR, multiple sales pursuits and HQ customer briefings. Result: multi-million $ new pipeline generated and closed in USA.> Led the transformation of the $120m consulting organization from a product-centric focus to customer-solution-centric approach. Result: 80% of worldwide organization’s billable work was solution-led within 3 quarters.> Re-vitalized UK, Nordic & Benelux team by motivating and aligning the team to the corporate mission and targets, transforming the sales pitch to a solutions approach. Result: Restored bookings growth and margin, booked first new business customer $3m SOA software deal worldwide.