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Work Background
PipeGen IncCEO & Founder
Aug. 2023London, England, United KingdomPipeGen Inc is a strategic growth consultancy which partners with founders to generate their sales pipeline. In order to achieve revenue targets organisations must have the right talent, toolstack and processes in place to drive qualified pipeline. We offer startups/scaleups and SME's the skills and strategy to adopt efficient and effective outreach, qualification and lead processing programmes using the latest AI technologies and global expertise. We are here to partner with you to build your sales development function in-house and deliver a scalable + sustainable model ensuring you hit the sales targets you have committed to your investors.
SprykerGlobal Head of Sales Development
Aug. 2022 - Oct. 2023London Area, United KingdomAs the Global Head of Sales Development I am responsible for developing a comprehensive pipeline strategy and implementing frameworks to deliver top-of-funnel opportunity generation. Having built a global high-performing BDR/ISR team we service ICP relevant incoming leads and convert them into SQLs; whilst also delivering on a focused outbound strategy for key target accounts. Strategic Responsibilities
End-to-end divisional ownership of strategy, planning and execution
Precise forecasting and analysis of ‘upper funnel’ pipeline metrics
Collaboration with GTM divisional stakeholders to build transformative business plans
Partake in company OKRs, KPI’s and initiatives to drive success
Build a Global senior BDR & ISR team
Spryker SystemsHead of Sales Development - EMEA, APAC and Growth Markets
Dec. 2021 - Aug. 2022London, England, United Kingdom* Recruit a team of global BDRs, SDRs, Inside Sales Reps and Team leads to drive the pipeline. Worked alongside talent team to define criteria of seniority required for this team and support the hiring process from end-to-end
* Develop and execute the global outbound and inbound prospecting strategy including creation of business development onboarding playbooks, product training, ramp up and scaling programmes. This strategy reduced BDR on-boarding time form 3 months to 6 weeks
* Work with Sales Operations and Marketing to develop and implement, a sales & marketing automation ‘tech stack’, enabling the execution of omni-channel and omni-touch outreach and social media campaigns to drive awareness and quality lead generation * Develop the metrics for task based activities which will drive engagement within the prospects and continuously analyse the data to ensure effective, scalable and successful performance. Reporting to internal stakeholders on achievements, misses and optimisation plans. Initiate projects and business cases to bring in new tools as required
* Train and coach the global team on all areas of outbound and inbound activities, including execution of new business strategies such as meaningful ICP match, account mapping, prospect research, hyper personalised email cadences, relevant cold/warm calling, social selling and advanced qualification criteria
* Enable the team to qualify opportunity multiple times with key decision-makers and set high quality meetings for their AE’s; request business, c-level and technical resources to maximise on the opportunity of ‘FaceTime’ with target personas
* Ensure Team Leaders, BDR/SDR and ISR (Inside Sales) team members continuously improve performance by providing regular feedback and coaching in weekly 1:1s. Fostering a strong trustworthy leader/team member relationship allowed to identify areas for improvement, and using Performance Improvement and Development Plans where necessary to ensure continuous growth
Kinetica Global Business Development Team Lead
Jul. 2020 - Dec. 2021London, England, United KingdomResponsible for training, onboarding and mentoring SDR’s across APAC, EMEA and North America regions. SDR’s are assigned to vertical-led AE’s and my core responsibility is to lead by example for researching and prospecting targeted personas to drive engagement and education on our product to pre-qualify and book AE/SE appointments. Responsibilities include For the SDR’s
• Train SDR’s operating in all regions by guiding, coaching and mentorship of best practices, ongoing product/value proposition training and handling challenges
• Plan bi-weekly Solutions Engineering ‘Insight Hour’ to ensure regular product/new features and competitor training • ‘Always Available’ approach to support daily lead-generation opportunities • Conducting weekly 1:1’s including open communication and feedback to ensure continued performance improvements and lead gen wins
• Ensure high morale and creature a positive culture amongst SDR’s For the Business
• Collaborate with Sales Enablement team to set up best SDR prospecting practices including tools evaluation/selection and team training
• Collaborate with Marketing, Product and Enablement team to develop compelling and relevant message source for SDR outbound communications
• Work closely with the Marketing teams to identify regional events, platforms and other opportunities suitable for lead generation
• Provide on-going reports and metrics on marketing led demand generation campaigns
• Collaborate with Product/Marketing/Engineering/Customer Success team for Kinetica Cloud launch. Ensure all Business Development and client on-boarding SLA’s are met for a successful launch
• Work closely with Senior Leadership Team and Sales Directors to improve SDR contribution to overall pipe, provide ongoing first-to-field feedback and ways to refine positioning and prospecting strategies
• Accurate reporting across all systems (SalesForce, SalesLoft, HubSpot) for management to view global SDR contribution to overall pipe on weekly forecast calls
Kinetica Business Development Lead- EMEA Region
Mar. 2019 - Jul. 2020London, United KingdomI'm thrilled to join Kinetica and drive sales and long-term partnerships in EMEA! Kinetica develops a GPU-accelerated, data insights platform for the #ExtremeDataEconomy helping our customers become data-powered businesses - with key partners like NVIDIA, Dell, HP, and IBM. There is no other GPU accelerated analytical product that has the maturity, scalability, high availability, security and execution capability that Kinetica has. We have some of the largest organisations in the world using Kinetica at scale for a broad variety of analytical workloads. Data’s useful life might be only hours or minutes. If you can analyse it within that useful window, that’s massive competitive advantage. Don’t be held back by legacy DBMS vendors that can’t compare - it’s a matter of mathematics!
MarkLogicSenior Sales Development Representative
Oct. 2017 - Dec. 2018London, United KingdomRole & Responsibilities As the UK SDR for Financial Services & Insurance clients my role is to generate new leads for my reps to convert to sales. I work to quarterly targets to deliver approx. 15 QSO’s (qualified sales opportunities) using an outbound/inbound method of lead follow up and a strict account planning process.. • Conduct Integrated Account Plans on my assigned named accounts • Identify key stakeholders and decision makers to target • Ensure marketing collateral is available to support my pitch • Build powerful email and LinkedIn Sales Navigator templates for prospecting • Plan and deliver 6 week prospecting campaign to target leads and drive engagement of content. Once engaged book a qualification call and follow up with a meeting booked for the SE
DynatraceSales Development Representative | Digital Transformation and Performance Management, EMEA
Jun. 2016 - Oct. 2017MaidenheadThe Role & Responsibilities • Create and prioritise strategic target account lists within a defined territory • Conduct territory research to Uncover and approach prospects to generate new business opportunities to fuel the sales pipeline • Conduct high-level conversations with key stakeholders to identify and qualify a sales opportunity to then generate technical demo’s and face-to-face meetings for the Sales Rep and SE to follow up • Ability to identify business pains, objectives, and related impacts on a prospects organisation. I am able to hold a business conversation with a variety of contact types including senior / board level contacts – conversations that follow Dynatrace sales methodology and establish appropriate agreed next actions. • Master and deliver our company value proposition and differentiation points. Evangelize Dynatrace and AI powered performance monitoring • Responsible for updating and managing activity and pipeline on SFDC
LuxtripperHead Of Sales
Jun. 2014 - Jul. 2016London, United KingdomLuxtripper was a pure start-up environment and a role which allowed me to be responsible for a number of sales and sales operation functions. As a small team we were tasked with raising funding to grow the business and deliver the CEO’s vision of cheap and bespoke luxury travel. Accountabilities – Head of Sales • Support the CEO and Chairman to research, prepare and deliver the first round of funding, target £150k- raised: £250k. A second round of £650K was also delivered 12months later • Once the funding came in I took on the Head of Sales role to hire a team of 3 sales executives and a sales support assistant and create a sales and operations function within the business. This team was responsible for managing all inbound holiday enquires and book revenue. • The sales support executive was responsible for putting together the entire holiday package and book all the trips • My role included mentoring and supporting the team with their daily workloads, helping them close their sales and reach their sales targets. • Maintain relationships with the investors who booked their holidays with Luxtripper to maximise repeat business/referrals Working closely with the CTO, Head of Marketing and CPO to develop and undertake strategies to convert online users to leads Weekly and Monthly reporting to CEO of sales/profits and new business Manage and grow B2B partner contracts with global luxury hotels and suppliers to ensure competitive inventory rates and long-term partnerships.
Career BreakCareer Break
Aug. 2012 - Jun. 2014In this 22 month period I took a break from my sales career to focus on setting up a henna, hair and makeup business which serves the Asian wedding community
CPI DubaiSales Manager - Contract
Sep. 2011 - Jun. 2012Dubai, UAEAccountabilities – Sales Manager • Research UAE online market and put forward the Analysis & Strategic Business Plan to re-launch www.mallsindubai.ae • Hire and manage the team required to implement and run the site for all divisions • Manage each division and assign daily/weekly tasks to ensure smooth running and growth of the website • On-going planning of sales and marketing initiatives to ensure target audience reach and sales conversions • Analyse and report back the weekly status of the site to CPI management team • Forecast and set revenue targets for sales team – motivate and assist the team to ensure the monthly targets are achieved.
Gumtree.com -eBaySales Manager - Contract
Nov. 2010 - Jul. 2011The Gumtree Agency Sales Manager is responsible for developing and delivering the assigned revenue targets through selling digital media space to London’s tier 1 and 2 digital agencies via existing accounts and development of new accounts/business. Accountabilities Identify new sales opportunities as well as building on existing accounts to develop the account/customer base and consistently upsell Pitch and sell performance-based behavioural targeting using technology solutions, geo-targeting, keywords and paid search Providing weekly/monthly campaign analysis and reports to clients and offer solutions for further campaign optimisation
MagicaliaAccount Manager
Jul. 2009 - Jun. 2010As a new launch - my role was to represent the new brand to all new prospect clients and be the primary day-to-day contact for all sales/new business enquiries. Having come from a parenting media background I had excellent contacts within the industry to start and build the new client base which enabled 100% new business achievements within first 10 months of site launch Accountabilities Pitch MadeForMums to an extensive database of clients and agencies across the UK
Develop 100% digital new business – agency and client direct Forecast and manage personal sales revenue and new business accounts
Report daily/weekly updates to management
Attend industry events and exhibitions to promote MadeForMums, network and source new business opportunities Achievements • Accountable for 70% of monthly sales revenue: £40k+
• 100% new business achieved between July – Dec 09
• Developed excellent agency contacts and relations with Top 10 Media Agencies
• Won 3 key industry accounts (P&G, Kimberly Clarke & Unilever) • Exceeded ongoing month-on-month sales revenue target by 30%
• Developed my account management skill set
Baby TVBusiness Development Manager
Apr. 2008 - Jul. 2009
Lifecycle MarketingAccount Manager
Jan. 2005 - Dec. 2008
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