Sam Mather Email & Phone Number

Cambridge, Gb

Cambridge, England, United Kingdom

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

Cambridge, England, United Kingdom

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.

Cambridge, United Kingdom

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).

Cambridge, United Kingdom

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.

Cambridge, United Kingdom

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.

Cambridge, United Kingdom

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.

Norwich, United Kingdom

Lyon Area, France

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

Exeter, United Kingdom

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.

Ho Chi Minh City, Vietnam

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.

Exeter, United Kingdom

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.