United Kingdom
Commercial leader with 15+ years building and scaling global GTM teams. Experienced across B2B and B2B2C SaaS, from SMBs through to Fortune 100 . Strong track record in driving revenue growth and customer acquisition through direct sales and strategic partnerships, working with businesses backed by leading PE and VC funds.
I lead global GTM at Goodstack, working with an incredible team to deliver best-in-class service while scaling the business and driving growth. We partner with brands like TikTok, HSBC, OpenAI, Google, Microsoft, Atlassian, Canva and LinkedIn – all united by a simple mission: using technology to power positive change and reshape how the world does good.
Scaled Streams European presence - overseeing the Commercial, Enterprise and Strategic sales teams, SDR function, Demand Generation team, Partnerships team and global advisors. A few of the operational improvements included the introduction of career pathways, MEDDPICC up-skilling and adoption, deal management overhaul, introduction of the training academy, whilst recruiting A-Team players for sustained growth.
Journey from £100m to £1bn+ valuation, £10m-£100m+ ARR. Managing all NB revenue teams across EMEA & APAC (SMB, MM and ENT), reporting into CCO in NYC and dotted line to CEO in LDN. Managed SDR team Globally (60). Scaled team from 30 to 115 across 1st, 2nd and 3rd line management. Deal values up to £3m p/a FY24 - 104% (37% YoY) FY23 - 90% (52% YoY) MEDDPICC roll-out and adoption, improved CAC and CVR% performances, sales playbook overhauls, team restructures, short/long term strat planning, training academies...
FY22 - 152% (62% YoY) FY21 -130% (42% YoY) Managing NB Mid Market revenue across EMEA and APAC. Team of 15, including 1st and 2nd line managers. 500+ new MM logos in 3 years, accounting for 50% of global client base.
FY20 - 135% (75% YoY) FY19 - 126% (122% YoY) Hired to develop and grow GWI's presence across the MM & Agency space. Took a team of 3 IC's to a total of 12. Large emphasis on process introduction and adoption whilst ramping aggressively.
FY19 - 125% Within Kantar’s Media division, my 2nd line management role role was to lead, coach and mentor a team of 2 Sales Managers and 14 Senior New Business sellers across the UK and Ireland, accountable for driving the commercial growth across the business.
FY18 - 109% Managed, coached and developed team of 7 individual contributors
FY17 - 194% (#1 Sales Rep) Kantar Employee Award Q2 2016 (30,000+ employees)