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Work Background
BrightcoveDirector of Account Management - EMEA
Feb. 2023 - Jan. 2025London, England, United Kingdom- Built a 7 person account management team to start the AM function in EMEA.
- Delivered 16% growth on $28m ARR book of business in year 1 through change in GTM approach and implementation of customer segmentation to drive team focus on growth accounts. Brightcove is the most trusted streaming technology company in the world. Whether you want to motivate or train team members, sell products or services, or entertain and inform subscribers, video does it best. And Brightcove provides you with the most reliable, scalable, and secure platform to deliver it on. Since 2004, our technology has helped customers all over the world harness the incredible power of video – we’ve even won two Technology and Engineering Emmy Awards for it.
Switching Algorithms LimitedBoard Member and Director
Nov. 2020 - Oct. 2025London Area, United Kingdom
Cignpost Diagnostics Ltd.Commercial Director (D2C Ecommerce), Travel and Home Testing (GTM Owner)
Oct. 2020 - Oct. 2022London, England Metropolitan Area- Scaled the Covid travel testing business unit 17x in 12 months, driving over £100m in revenue in the first 12 months of operations.
- Co-owned the £180m+P&L to ensure profitability at both the product line level and testing location level.
- Owned the GTM strategy and implementation for the Covid-19 Travel Testing business unit, working across Sales, Marketing, Product, Operations, and Science to create the UK's third largest private Covid travel testing business during the Covid pandemic.
- Grew the business travel testing estate from just 1 location in November 2020, to more than 30 testing sites across the UK in 12 months' time.
- Achieved most trusted Covid testing provider status, as measured by Trustpilot with a score of 4.8/5.0. Cignpost Diagnostics Limited provides industry leading, rapid, on-site COVID-19 testing with flexible solutions and services that enable businesses to operate safely and get back to work. We have an extensive network of both mobile and permanent labs across the UK, Europe, North America, and the Middle East, and have provided services to companies including Netflix, Amazon, Sky, the BBC, Heathrow Airport, Gatwick Airport, and the PGA European Golf Tour.
OYO UKHead of Sales Excellence (Supply Excellence)
Jul. 2019 - Aug. 2020London, United Kingdom- Underpinned the scaling of the UK sales team 4x in 6 months to over 200 employees by building the Sales Excellence function, including hiring and coaching a team to develop and implement part of a new GTM strategy.
- Developed the Sales playbook by overseeing onboarding, sales training, and sales collateral, as well as implementing a performance management system to track individuals’ performance, a performance improvement plan structure, and a new sales incentive scheme.
Nightly.travelCo-Founder, CEO, and Board Director
Nov. 2017 - Nov. 2020London, United Kingdom- Co-founded and built Travel Tech startup by successfully raising investment and hiring and leading Marketing, Tech, and Operations teams to start full operations of this innovative online travel agency.
- Owned the P&L and overall GTM and commercial strategy/implementation. At Nightly.travel, we believe hotels are too expensive. This is why we’ve created a new way to book and stay in hotels that can save travellers as much as 70% on hotel costs. We call it hotel switching™. This means moving from one hotel to another, mid stay, by coupling the best value nights in one hotel with the best value nights in a second. By switching hotels once in this way, travellers can save money, upgrade to better quality hotels for the same budget, and ultimately experience more of the cities they visit. Why stay in only one hotel and experience one neighbourhood when you can stay in two AND save money?!
Expedia, Inc.Director, Sales Operations, Expedia Affiliate Network
May. 2015 - Apr. 2017London, United Kingdom- Increased the number of customers the org could handle without adding additional headcount by implementing a change in GTM strategy for EAN through an org-wide customer segmentation framework to prioritise allocation of internal resources across all support functions.
- Implemented a sales incentive management tool to automate sales incentives for the Global Sales Org, giving sales teams earlier visibility into future pay-outs and minimizing manual processing and calculation of regular incentive payments.
- Managed a global team of three Operations Implementation Managers responsible for the setting up and on-boarding of new partners’ Customer Service operations with EAN (part of a five month secondment).
DiageoHead of Route to Consumer and Commercial Planning & Activation - Western Europe Reserve (GTM Change)
Jun. 2014 - Apr. 2015London Area, United KingdomGrew the Western Europe Reserve P&L topline by £24m by delivering the Reserve Route to Consumer GTM transformation business case across Sales, Brand Ambassadors, Marketing, Commercial Planning & Activation, and PR: • Multiplied the called-on universe of customers by 120% as result of increased sales team efficiency. • Defined execution standards by channel, including defining Must-stock brands and growth drivers by channel. • Set brand-specific KPIs to monitor across WE, by channel.
• Implemented a custom-built commercial sales driver measurement CRM tool across nine countries in Europe, enabling Sales leaders to track distribution of brands and implementation of sales drivers in outlets across the region.
DiageoCommercial Manager - Western Europe Reserve (Diageo's Luxury Spirits Portfolio)
Apr. 2012 - Jun. 2014London, United Kingdom• Led the implementation of a custom-built commercial sales driver measurement CRM tool across nine countries in Western Europe, enabling the Reserve team to track distribution of brands and implementation of sales drivers in outlets across the region.
• Standardised the way outlets are segmented across Western Europe in order to drive consistency across countries on levels of investment and service for each outlet type.
DiageoLuxury Manager - Western Europe Reserve (Diageo's Luxury Spirits Portfolio)
Nov. 2011 - Apr. 2012London, United Kingdom• Ensured that regional strategies and plans were consistently and efficiently implemented by local sales teams by liaising between Western Europe brand teams and Reserve Commercial teams in-country.
• Led the development and commercialisation of the plan for the launch of Ciroc Vodka in Spain and France.
DiageoSenior Global Brand Manager - Zacapa Rum
Jan. 2010 - Nov. 2011London, United Kingdom• Grew Zacapa Rum 37% YoY from 2009 to 2011, moving from nine markets in 2008 to over fifty worldwide, and establishing Zacapa as the leading Ultra-Premium Rum brand in the world (based on 2012 IWSR data).
• Formed an integral part of the Zacapa acquisition team, and provided ongoing analytical support and active inputs into the Business Case which formed the basis for Diageo’s acquisition of 50% of Zacapa in Summer 2011.
• Led and inspired a creative agency to develop the brand’s first dedicated Global website (www.ZacapaRum.com).
• Acted as Zacapa US Brand Manager from March to June 2011 to ensure business continuity during review of the Diageo organisational model in the US, including closing out the year with a $4m annual budget.
• Acted as the face of the brand at trade, luxury lifestyle, press, and internal events.
DiageoGlobal Brand Manager - Zacapa Rum
Jan. 2009 - Dec. 2009London, United Kingdom
DiageoGlobal Business Support Manager
Aug. 2008 - Dec. 2008London, United Kingdom
Vivaldi Partners GroupSenior Consultant (promoted)
Oct. 2003 - Apr. 2006Greater New York City Area• Led a 4 person team to develop a consumer insights-based brand architecture platform to re-organise existing product portfolio for $350M ready-to-eat bars business of the largest oatmeal brand in the USA.
• Crafted a messaging and communications framework for the largest oilfield services provider in the world based on the company’s new positioning, creating consistent messaging for key target audiences regarding changes in the corporate strategy.
• Led a team to develop the brand identity, strategic positioning, and communications strategy for a top-ranking Jesuit university in order to increase quality and quantity of applicants, and raise alumni donations.
Mars & Co.Senior Associate Consultant (promoted)
Aug. 2000 - Oct. 2003Greenwich, CT• Co-developed a market entry strategy for a new Defined Contribution health plan product by conducting competitive landscape analysis for a $29B managed care health organisation.
• Co-led the Latin American work stream of a project to devise a $500M+ global growth strategy for the aftermarket business unit of a top North American car manufacturer; focused on Brazilian and Mexican M&A/JV market opportunities.
• Assessed competitors’ distribution models in Brazil as part of a multi-month growth strategy project based in Brazil for the largest Food and Beverage manufacturer in the world; included M&A/JV analysis.
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