Axel Sukianto

I partner with early-stage B2B SaaS companies with growth marketing strategy and execution.

Specifically, I help early-stage startups work on:
• Setting up the "infrastructure" for marketing and growth, including the marketing funnel, demand generation, and inbound processes.
• Identifying your best growth marketing channels via experimentation
• Gap analysis of your current marketing processes for sales-led and product-led companies

I am working with (or have worked with) early stage companies, including:
• Bootstrapped B2B SaaS financial tech startup in Australia
• Seed stage B2B SaaS medical tech startup in Australia
• Seed stage B2B SaaS construction tech startup in Australia 
• Seed stage B2B SaaS communications tech startup in Australia
• Series A B2B SaaS marketing tech startup in Australia

Fractional Growth Marketing Director

Generate

Generate is the #1 B2B marketing community in Australia and New Zealand.

If you are an in-house marketer based in ANZ, check out our website here: https://www.generate.community

Founder

UpGuard

In my role, I am responsible for growth marketing, demand generation, content marketing, SEO, and marketing operations.

Marketing Director, Demand Generation

About UpGuard
UpGuard is a cybersecurity platform that helps global organizations prevent data breaches, monitor third-party vendors, and improve their security posture. UpGuard uses proprietary security ratings, world-class data leak detection capabilities, and powerful remediation workflows to proactively identify security exposures for companies of all sizes.

Marketing Manager

Horangi Cyber Security - a Bitdefender company

In my role, I led the marketing team at Horangi, which includes demand generation, digital marketing, SEO, marketing operations, and PR activities.

Horangi Cyber Security is a Singapore-based CREST-accredited company backed by a team of global cyber security experts in Asia and trusted by Industry leaders such as GOJEK, MoneySmart, PropertyGuru and Tiket.com.

Cisco

In my role, I was responsible for partner marketing activities (including marketing-to, marketing-with, and marketing-through all Cisco channel partners in Asia Pacific). 

Cisco helps seize the opportunities of tomorrow by proving that amazing things can happen when you connect the unconnected.

Partner Marketing Manager

Cisco Meraki

In my role, I am responsible for all things marketing, including demand generation activities and channel marketing campaigns in the Asia Pacific region.

Cisco Meraki offers a comprehensive portfolio of cloud-managed IT solutions designed
to work together to help deliver a modern network that is powerful, reliable, and easy
to manage.

Dropbox

In my role, I was responsible for various aspects of the small & medium business market in Asia Pacific, including:
- Growth of the SMB market of Dropbox and Dropbox Business in Asia Pacific through marketing campaigns, scaled initiatives, and data-driven projects
- Manage inbound leads for the SMB market of Dropbox and Dropbox Business in Asia Pacific
- Reporting on various the sales operational levers of the business, including via Salesforce reporting

Dropbox is a home for all your photos, docs, videos, and files. With 500 million signups under our belt, it’s exciting to see Dropbox connecting people around the world with everything that’s important to them.

APAC Marketing

Clayton Utz

I was a Lawyer in the Corporate / M&A group, with a primary focus on Private Equity transactions. I represented both local and international private equity funds in Australian transactions including fund structuring, mergers, acquisitions, corporate restructuring and IPOs. 

During the 3 years in my role, I worked on some of Australia’s largest and most complex legal transactions, which included:
- MYOB and Bain Capital on the IPO of MYOB, an AUD800 million IPO;
- Pacific Equity Partners in block trades of publicly traded companies Spotless and Veda.

Clayton Utz is a top-tier Australian commercial law firm. As a full-service commercial law firm, Clayton Utz has lawyers around the country with diverse and broad-ranging legal experience, across a range of industry sectors.

Lawyer

Paralegal in the Workplace Relations & Safety group of Clayton Utz, Sydney.

Paralegal

Summer clerkship rotations in the following groups of Clayton Utz, Sydney:
- Intellectual Property Litigation, and 
- Corporate M&A (Equity Capital Markets)

Summer Clerk

b2b saas marketer in australia | marketingcareers.com.au

over the past decade, I have worked with marketing and growth teams in b2b saas in australia 🇦🇺 and apac 🇸🇬 🇮🇩 to drive revenue with customer-focused marketing campaigns.

axel sukianto

I lead a small but mighty team that delivers programs of work to ensure our global Sales & Customer Success teams can be at their very best.

Responsible for: 
- Design and delivery of all field onboarding programs
- Sales methodology rollout, execution and continued application
- Ongoing skills development including sales capability and product enablement
- Coaching for leaders and their teams
- Product ownership for the revenue tooling tech stack including Gong, Outreach, ZoomInfo, MindTickle and more
- Orchestration of internal resources, content and assets for the field
- Delivery of Revenue Kick-Off and Quarterly Business Review processes

Director, Global Revenue Enablement

Building a world-class enablement function and team to drive growth across our global GTM teams.

Director, Global Sales Enablement

I joined UpGuard to build our global sales enablement function. 

So far: 
• Stood up an enablement charter and clear direction for GTM enablement activities
• Rebuilt our sales and pre-sales onboarding programs, accelerating rep productivity and ramp
• Introduced product enablement to ensure our teams stay up-to-date with a rapidly evolving platform 
• Created and rolled out a competency matrix and learning resources to support career development
• Successfully implemented new tools including Gong & MindTickle. 
• Developed a competitive enablement motion to increase win rates in competitive deals

…and things are just getting started!

Sales Enablement Manager

Nathan Clark

I partner with ambitious early-stage B2B leaders and their sales teams to help them win more deals.

Current Focus: 
• Sales Coaching, Sales Process Engineering & Sales Proposal Audits
• Helping B2B founders build effective sales functions
• Implementing ‘soft-infrastructure’ to support go-to-market teams. 

Previous engagements: 
• Developed the end-to-end sales strategy for a growing AI-driven SaaS business
• Customer profiling workshop for effective product positioning 
• Designed a learning program to 'Master Conflict' for a leading eCommerce SaaS company
• High-performance Mindset training for educators at a large high-school
• Built communication skills and team cohesiveness for a SaaS Customer Success team
• Coaching for new leaders needing to have critical conversations with their direct reports

Tools & Frameworks: 
• Everything DiSC® 
• The Five Behaviors™ of a Cohesive Team
• Value Proposition Canvas by Strategyzer

GTM Enablement Consultant & Sales Coach

LEADERSHAPE Consulting Pty Ltd

Associate Consultant

Development Beyond Learning (DBL)

LinkedIn

I was responsible for the entire APAC engagement strategy with Microsoft across all LinkedIn enterprise licenced products. 

I partnered with Microsoft leaders across 20 countries to build field capabilities driving sales and talent outcomes. 

In practice that meant acting as an advisor and consultant across four solution areas, enabling:

• Sales leaders to accelerate revenue growth by finding and engaging buyers.
• Talent Acquisition to more effectively operate an insights-led talent strategy. 
• Marketing/Communications to increase brand awareness and employee advocacy.
• Learning and Development to upskill the Microsoft workforce

Regional Lead, Microsoft Success – APAC

I worked with some of LinkedIn's largest and most strategic accounts across Australia & New Zealand, as well as the broader APAC region. 

I supported business leaders and their teams to go to market more efficiently and effectively by implementing modern sales strategies that include LinkedIn Sales Navigator. 

That meant providing recommendations, training and change management expertise to drive onboarding and adoption of our product. I also worked with clients to create models that measure ROI, then collated qualitative and quantitative data that enabled them to make commercially astute renewal and growth decisions. 

Lastly, I spoke about current sales trends, unique LinkedIn data, and sales best practice at client and industry events. 

☛ Key Responsibilities: 
• Partnering with LinkedIn Relationship Managers to successfully renew and grow clients
• Creating Success Plans and driving product adoption strategies for our clients
• Providing best-in-class training—in webinar, workshop, coaching and video formats 
• Helping sales leaders measure ROI and see value from Linkedin Sales Navigator
• Partner with Sales Operations & Enablement professionals with technical solutions including CRM integration, SSO implementation and other API-driven functionality.

Senior Customer Success Manager

With a $3M+ portfolio of accounts, I supported clients through on-boarding, product adoption, education, and demonstrating ROI. 

A key component to this required looking at our service model to continually create and refine scalable, cross-client initiatives that encouraged successful use of the Sales Navigator platform. 

☛ Key Responsibilities: 
• Partnering with LinkedIn Relationship Managers to successfully onboard new clients
• Creating Success Plans and driving product adoption within teams
• Providing training in webinar, workshop, coaching and video formats 
• Develop online and offline initiatives to increasingly scale our engagement model

Customer Success Manager - Sales Solutions

rogenSi is now TeleTech Consulting, Learning & Performance

As a Senior Learning & Development Consultant, I worked with business leaders to design their people strategy, sales strategy and business processes around their customer to outperform their peers.

I designed programs that assisted predominantly in transforming sales functions, increasing team cohesiveness, and building leadership capability. 

Additionally, I helped find and create opportunities that solved organisational challenges involving data-driven decision making; insights and analytics; content and collaboration; service excellence, and digital platform deployments. 

☛ Key Responsibilities: 
• Design and development of capability programs for professionals, managers, and leaders
• Development and delivery of pitches, RFP responses, tenders, and proposals
• Sales prospecting and demand generation
• Account Management of multinational corporations

☛ Key Client Portfolio: 
Fairfax Media, Domain, HP Enterprise, NBN Co, Ramsay Health Care, Pandora Internet Radio.

----------
Note: At the time, operating as RogenSi (acquired by TTEC)

Senior L&D Consultant - Leadership & Sales Capability

Promoted into a management position, in addition to our training and consulting work, I took on the responsibility for the account management function for APAC. 

My key client delivery regions were Australia, Hong Kong, Singapore, Japan and Malaysia. 

Deliverable work included advisory, coaching, workshop facilitation and online learning for high-performing professionals in some of the largest organisations in the world.

Lead L&D Consultant + APAC Head of Accounts

My role was centered around three key performance areas:

★ Learning & Development
I spent a major portion of my time designing and facilitating professional skills capability programs across Australia, Asia, and Europe. I also designed a significant amount of online learning material, created and featured in online video, and created experiential learning pathways within an innovative product we developed in-house.

★ Sales & Marketing
When not delivering training, I developed proposals, pitches, and tender responses for major multi-national capability programs. I also spoke globally at industry conferences regarding modern L&D practices and assisted with online marketing campaigns and lead generation initiatives. 

★ Account Management
I managed an enterprise account portfolio distributed across Australia and South Asia. I worked closely with HR, Talent, Graduate, and Organisational Development leaders to ensure we delivered on the programs we promised. 


Clients worked with: 
Australia Post, Qantas, UBS, Bank of America-Merrill Lynch, Barclays, Royal Bank of Canada, BNP Paribas, Insurance Australia Group, Suncorp, QBE, AMP, Commonwealth Bank of Australia, Glencore, Pitcher Partners, Chartered Accounts ANZ, University of Technology Sydney, Australian Energy Market Operator, BOC, QLD Government, Federal Government.

Senior L&D Consultant

Samsung Electronics

Not long after starting at Samsung, a large project was undertaken to introduce a 'store-in-store' concept within key national retailers. Along with a colleague I developed and facilitated the new hire induction, created the retail sales methodology, product demonstration process, and wrote supporting technical documentation for product on display. I also provided direct coaching, feedback and performance review of sales professionals at these locations across Australia. 

Approaching the end of my time at Samsung, the company began the rollout of Samsung Experience Stores, where I helped train all initial staff for new store openings and provided instructional design for customer facing workshops.

Lastly, I had the pleasure of speaking and facilitating at Samsung training events nationally, as well as assisting in key marketing initiatives such as product launch events.

National Sales & Product Trainer

I was initially hired to deliver product training to retail partners (such as Harvey Norman, JB Hifi, Bing Lee, The Good Guys etc) and experiential marketing staff, within the NSW market. 

This position quickly grew to a national remit.

NSW Field Trainer

Apple

My time at Apple was both a privilege and an education.

I was hired as part of the founding team for Apple Retail within Australia and experienced the opening of the Sydney Flagship store. I quickly found myself delivering the extensive new hire training for all new staff within the Sydney market — this was comprised of customer experience, company culture, product and sales skills development.

After gaining experience in facilitating training, I was given the opportunity to be involved in several store openings across Australia and provided mentorship, facilitation and coaching to new hires including management.

Having the opportunity to wear multiple hats, I also assisted in measuring and actioning responses to NPS, facilitated customer facing workshops, regularly led the sales floor and provided dispute resolution in customer escalations.

Most importantly I learnt the value of providing unmatched customer experiences and setting high expectations on outcomes.

Expert

Sales / New Employee Training Facilitator

Specialist (Sales)

“Our job is to connect to people, to interact with them in a way that leaves them better than when we found them, more able to get where they’d like to go” — Seth Godin

I’m at my best helping people and teams acquire skills that help them to excel. Right now that shows up in two key ways: 

At UpGuard I’m establishing a modern sales enablement function to drive sales performance and support our sales organisation to scale. 

I separately operate a boutique consultancy providing training and advisory to help ambitious tech leaders unlock sales performance in their teams: https://nathanclark.net 

I'm always open to chat, so feel free to drop a message here on LinkedIn.

Cadence is culture.

Your operating rhythm isn’t simply a calendar of meetings you have each week. It’s the primary lever you pull to enforce the behaviours you want to see on your team. 

→ Weekly forecast
→ Pipeline reviews
→ QBRs

On paper, they look the same in every revenue team. In reality, they can breed two completely different types of cultures. 

Let's take the first team: 
• Forecast = story time
• Deals live in stages based on “how good it feels”
• Sloppy fields are “fine, we’ll clean it later”

Sales leaders accept vibes instead of evidence.

The result? You’ve just institutionalised:
• Hope as a strategy
• Sandbagging and surprises
• Reps optimising for narrative, not truth

Let's look at the next team:
• Forecast = inspection
• Deals move stages when concrete proof exists
• Hygiene is non-negotiable, not “nice to have”

Sales leaders insist on evidence, not opinion.

The result? You’ve institutionalised:
• Truth instead theatre
• Early, fixable risk instead of last-minute shocks
• Reps who manage real deals, not stories

Same meetings… but different standards. Completely different cultures.

If your operating rhythm tolerates hope, it will kill your number.
If your operating rhythm demands truth, it will build a culture of performance.

I help CRO’s execute their revenue strategy

When people ask what I look for in a great salesperson, it's not "good listener" or “charisma” or "resilience". 

My answer: high agency.

You can see it in week one of onboarding.

They don’t wait for a perfect playbook.
They pull the call recordings.
They book time with top reps.
They ask sharp questions.
They start testing talk tracks.

You don’t have to tell them, “Own your ramp.” They already do.

Same in live deals.

Low-agency reps wait for the customer. High-agency reps create the next step.

They don’t hope deals move. They move them.

A few thoughts from a couple of months being a bit of a "Modern GTM" flâneur: 

Tons of experiments, some advisory work, lots of conversations with revenue leaders… and no surprises here, AI is colouring the majority of decisions, activities, and investment. 

1. Firstly, table stakes: Basically every company is giving access to an LLM directly. But very few teams and reps have even done the work of standardising templates, prompt libraries, connectors, gems, projects etc. 

Reps are running sporadic prompts but getting mixed results. Much of which could be improved massively simply by teaching the art of context engineering. 

This is very low hanging fruit.  

2. There is a vast, vast canyon between teams that have worked out how to string together intelligent enrichment and intent to drive programmatic pipeline generation and those that haven't. 

Nobody is in the middle, even if some teams are dabbling with a tool here or there. They've either architected an engine built on smart, intent based outreach or they haven't — and the efficiency differences are massive. 

3. The only teams getting effective yield from automation have sorted out their data layer first. If you're going to enable productivity gains through tooling and  automations you simply have to invest here first. 

Shitty data in → shitty results out. There are no exceptions to this rule. 

Lots more to say, but maybe for another post. What is very clear is that the shape of revenue teams is going to change. 

"The future is already here, it’s just not evenly distributed."

Are you a founder looking for a cohort based experience to improve revenue outcomes? 

There are only a few people in this country. I’d feel safe pointing you to: Sean and Sell Anything are one of them.

I help B2B founders scale sales from 🚀 $0 to $5M revenue. We’ve helped 1000+ Founders and Builders across Australia. Join Australia’s first B2B Startup Sales Accelerator for founders growing $0-$1m 👇

Could you do it on your own?


If I did, Sell Anything would be dead.

And honestly… it should’ve died two years ago.

If it did, there would’ve been:

• No 1500 founders helped
• No travelling Australia running workshops
• No working with my best mate every day
• No redefining how Aussie founders control their own revenue destiny

Sell Anything might’ve been a LinkedIn page  for 3 years, but the business truly started when Roy Head joined two years ago.

Months of texting back and forth.
Two false starts.
Roy said no.
I said no.

And then, Roy said ‘hold my beer’ and closed the businesses biggest deal, set a new direction and established us. 

Six years ago Roy told me the most dangerous thing would be giving us time and money to build.

Two years ago we got moving. 

Twelve months ago, we finally pulled the pin on the big vision.

40,000+ words written.
Every weekend working.
Both of us completely out of our comfort zone.

And it paid off.

We launched Australia’s first B2B Sales Accelerator for startups growing $0-$1M.


12 months later:
• 4 cohorts completed
• 40 companies supported
• Millions raised and closed by founders using the frameworks
• A community that didn’t exist before, now shaping the ecosystem

And now we go again! 

February cohort applications open next week and 5 companies are already in.

So happy 3rd/2nd birthday to Sell Anything.

A business that should’ve died… but didn’t.

Because we backed each other. 

If you’re a founder in the $0-$1M phase asking yourself:

“Could I do it on my own?”

You could try.

But you shouldn’t have to.

Come build with us.


p.s we need more co-founder appreciation posts 

p.p.s more big announcements coming lessgooo

Huge! 

Great company with a great product

Gong's presence is expanding in the APAC region, and we are excited to announce that we are opening landing roles in 🇦🇺 .

We are currently hiring for the following positions based in Sydney:
- 1 Sales Leader
- 2 Enterprise Account Executives

For those interested, please check out the roles linked below:
- Sales Leader (https://lnkd.in/d2dHicuT)  
- Enterprise Account Executive (https://lnkd.in/djqPPNau)

Cadence is culture

I posted about this last week but for those that prefer visuals…

Are you running a customer success department that is in dire need of improving outcomes and increasing efficiency? 

Time to talk to Mantas and Luke

Let's go! 🔥

$2M pre-seed raised to change the face (figuratively and literally) of onboarding.

With this investment, we've built v2 of Obi - our human-like AI onboarding agent. Come check it out (link in the comment below).

Massive thanks to Rampersand, Archangel Ventures, Skalata, and Black Sheep Capital.

The best part? We're just getting started.

I am a sucker for Benedict Evans macro presentations and this latest instalment did not disappoint. 

The really interesting thing to me is overlaying his analysis with the fact that Google is the only dominant player that has its hands in almost the entire AI value chain - chips, foundational models, software, cloud (workloads need to run somewhere). 

Not only that, the earnings monster that is, also means they're the only dominant model provider that is default alive without needing to raise capital (or massively lift revenue). 

Are they best placed to win the AI shift? I think so. 

(link to the presentation in comments)

taplio

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axel sukianto

Nathan Clark

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Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Nathan Clark's LinkedIn Performance

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