Responsible for driving improvements to commercial and operational processes, systems, data and insight.

Responsible for defining, communicating and measuring GTM strategy and Commercial Operations. 4 x direct reports, including the Head of Customer Success. A seat on the Company’s Global Leadership Council. ~ Built revised GTM strategy for Growth based around clear target markets, ICP and personae, with a rigorous focus on customer business problems solved.~ Embedded new department at the heart of an established function to capture customer and prospect feedback and strengthen GTM approach.~ Briefed, recruited & managed a third-party HubSpot agency through a website relaunch project. ~ Beat Commercial Operations revenue generation targets (+50%, FY24) for fourth consecutive year.

Responsible for generating revenue from existing customers; pricing; quoting and B2B contract negotiation (authority delegated by plc Board); Sales support; Growth performance analytics. 4 x direct reports.~ Grew recurring revenue from zero to >£4m in three years via pricing and upsell initiatives and conversion of one-off contracts to subscription revenue (ARR).~Led commercial aspects of due diligence process on acquisition & incorporation of US company, Tutela Inc.; added £1Mn of new ARR via conversion (£0.4Mn) and upsell initiatives (£0.6Mn)~ Revised company commercial terms to support conversion of one-off revenue contracts to ARR and the introduction of 3-year hardware-on-subscription contracts for new business.~ Initiated commercial initiative, enabling conversion of 12-month rolling ARR contracts to 3-year agreements, tripling ACV and protecting against churn.

Responsible for all commercial aspects of due diligence for a £10Mn acquisition; led subsequent transition to a recurring revenue model and owned definition of all pricing and commercial terms.~ Took direct responsibility for re-negotiation of all acquired contracts together with the quoting and contracting processes for new business.~ Converted all one-off revenue contracts of the acquired company (£0.6Mn) to annual recurring revenue and added another £0.5Mn via upsell initiatives in year 1.~ Delivered 150% increase in ARR vs PY and increased gross margin on healthcare contracts by 50%.~ Created and embedded enhanced contract terms to ensure revenue protection, mitigating churn.~ Successfully recruited and mentored a junior proposal manager in August 2020 who subsequently generated £3Mn of ARR from contract expansions.

Responsible for multi-channel marketing, distributor acquisition and management, sales management and forecasting; P&L management. Member of the Management Committee alongside Group CEO and CFO.~ Assumed day-to-day responsibility for management and strategic development of the company following the departure of the General Manager.~ Led the company to its best annual sales performance (£2.6Mn) in 2018/19 (+70% vs. prior year).~ Signed new distribution partners in France and Italy; introduced tiered-by-volume pricing to incentivize distributor stockholding.~ Won the company’s first deal in China (£0.27Mn).

Responsible for all multi-channel marketing activity (website, blog content, social media, sales collateral).~ Revised website architecture and messaging and briefed and managed third-party Word Press agency throughout the course of a three-month design and implementation project.~ Managed third-party content-writing and social media partner on developing brand- and industry-relevant content for an ophthalmic audience.~ Established a partnership program with a major eye supplement reseller.

Responsible for positioning Checkit as a product of choice to UK healthcare customers via multi-channel marketing activity (website, blog content, social media, sales collateral).~ Led on researching and evaluating Checkit’s UVP in the UK healthcare vertical.~ Partnered with healthcare sales lead on targeted marketed activities to healthcare clients.~ Introduced A/B testing protocols for healthcare digital marketing campaigns, leading to a 20% increase in demo requests.

Managed administrative operations – admissions through to examinations – of internationally renowned postgraduate teaching and research institution, the Centre of Latin American Studies and the University-wide Social Sciences Research Methods Centre, signing up more than 20 new academic contributors during my tenure.

• Planning and teaching bespoke lessons for French teenagers and young adults• Working closely with French teachers of English

I was responsible for administrative oversight of undergraduate programmes from registration to examination. Drawing on experience from my previous role at Exeter I proposed and implemented a more efficient cross-school induction process.

I planned and taught lessons for students of wide-ranging abilities, collaborating with a Vietnamese teaching assistant for whom I was responsible. This honed my ability for clear explanation and helped me build confidence in my presentation skills.

I facilitated the efficient running of the office responsible for the governance of undergraduate study. I developed a firm grasp of policies and procedure in order to be able to advise faculty and student contacts on a range of issues, in writing and verbally. I used my technical skills to write database reports to automate admin processes.