Enhesa

Entrusted with spearheading and optimising revenue generation strategies and operational efficiencies within the organisation. Leveraging my expertise in aligning sales, marketing, and customer success initiatives, I will be driving the implementation of innovative methodologies to enhance revenue streams, streamline processes, and maximise overall business performance. With a focus on data-driven decision-making and cross-functional collaboration, I will be leading transformative initiatives that propel Enhesa's growth trajectory while ensuring seamless customer experiences and sustained revenue growth.

VP Revenue Operations & Enablement

Sales Enablement Collective

The Sales Enablement Collective was founded in December 2019 with a mission of uniting revenue leaders, all striving towards one shared goal, consistent and predictable revenue growth.

And it did just that.

We’ve built a community rapidly being recognized globally as the central hub for all things sales enablement.

Ambassador

Speechmatics®

- Part of the Senior Leadership Team reporting directly to the CEO tasked with creating a new Revenue Operations & Enablement function driving effectiveness and efficiency across the business to accelerate growth.

- Led the global deployment of our new OKR framework that had been used in isolation in some functions previously.

- Led some key initiatives that contributed to a 71% increase in sales velocity over the course of FY23.

- Redesigned our commercial tech stack making significant cost savings whilst adding functionality in increase effectiveness and efficiency.

- Launched a true forecasting framework to the business which increased visibility, predictability but more importantly trust.

- Redesigned our commercial reporting which provided insights that had never been seen before, which helped confirm strategic direction whilst also enabling timely decision-making.

VP Revenue Operations

Ometria

- Leading a team of high-performing individuals across the key pillars of Revenue Operations & Enablement (Data, Insights & Operations, Technology & Automation, and Training & Enablement) ensuring that the day-to-day operations are running smoothly and align with our goals and strategy.

- Responsible for enabling scalable growth through effectiveness and efficiency. Supporting the entire business with a bias on our Sales, Marketing and Customer functions (Customer Success, Onboarding, and Support)  with what they need from technology & automation, data & insights, and training & enablement to meet the demands of start-up/scale-up.

- Working as a part of the senior leadership team within Ometria personally acting as the cross-functional conduit on project and programme alignment and strategic planning (ROI accountability with a strong focus on budget setting and management, headcount modelling etc.)

- Taking ownership of our key commercial technology including, Salesforce, Hubspot, 6sense, Outreach/Salesloft, Kluster, Gong, Seismic, Lessonly, Dealhub etc.

- Accountable for key initiatives including a brand new methodology and approach to onboarding, training and enablement, designing and rolling out a new business forecasting approach, design and implementation of a new CPQ process and system (Dealhub) as well as deploying MEDDPICC as a methodology business-wide.

- Successes include consistently meeting and exceeding our objectives, implementing the right foundations for long-term growth, and having a significant impact on the rule of 40 by optimising our internal tech stack and reducing vendor costs by circa 25%.

GoCardless

- Part of the global, leadership team challenging the status quo; anticipating problems and mitigating risks to create a stable future for GoCardless.

- Creation of the Global Sales Operations & Enablement function, driving the business forward to create a scalable foundation for profitable growth.

- Accountable for key business transformational programmes and projects including the rebuild of our commercial technology stack centred around Salesforce.com and new strategy and process for customer acquisition, territory design, account scoring and the build of our account database (our portfolio of future customers).

- Accountable for the design and management of our global commercial budget.  This included the board numbers through to headcount, hiring plans, technology costs, T&E, training and enablement, quota and remuneration.

- Represented myself and GoCardless public speaking on panels and at conferences on subjects like career development, the fintech space as well as Operations & Enablement.

Director, Global Sales Operations & Enablement

Sage

- Directing a team and acting as key owner of projects allowing for successful roll out of Sage People globally.

- Accountable for all aspects of compensation management and forecasting / planning relating to GTM planning (SAL modelling).

- Taking ownership of reporting analysis for sales and marketing as well as all CRM related business systems including Salesforce, Pardot, Apttus and Kimble.

- Devising and implementing operational strategies to drive sales and business improvements.

- Supporting all the global senior sales management team in leading initiatives in line with corporate aims / objectives.

Global Sales Operations Director  (Sage People)  

- Maintaining a primary focus on forecasting, pipeline management and demand planning / generation.

- Working with departments including IT, Finance, Marketing and Marketing Operations as well as Product and Sales.

- Ensuring all functions have the tools and processes available as well as methodologies implemented to enable a consistent approach to generate a Go to Market (GTM) sales forecast.

- Representing the Sales organisation on the Brexit committee to ensure that the Sage group is prepared by maximising any opportunities whilst planning for risks to mitigate negative impact on business performance.

- Representing both Sales and Sales Operations on the Programme Board for ‘Customer Core’, a global initiative to drive a integrated systematic and single view of the customer using Salesforce.com.

- Leading the creation and deployment of a new forecasting process to provide a simplified view of the business and key metrics including activity / initiative performance vs. plan, sales forecasts and weighted calculated forecasts.

Global Sales Operations Director  (Forecasting & Pipeline Management)

Xero

- Led a team of staff including roles within coordination, training, commercial data and business analysis as well as systems design and administration including Salesforce.com / NewVoiceMedia.

- Drove an increase in business productivity across GTM functions by promoting process evolution supported by insightful analysis to enable faster and smarter decision making.

- Developed the Commercial Operations function from scratch and acted as the driving force behind data, systems and process improvement.

- Led business planning and forecasting processes which included headcount, targets, structure and budgets to ensure that the cost to acquire (CAC) and cost to serve (CTS) met global budgets.

- Directed the largest UK project ever undertaken and the largest global in FY17.

- Managed the design and deployment of a new telephony solution called NewVoiceMedia which achieved increased visibility of sales activity and an improvement in processes leading to a 10% increase in productivity.

- Led rollout and enablement of Salesforce.com to several UK / EMEA teams including 60+ staff and liaised closely with the core Salesforce.com development team in New Zealand.

- Initiated a global project to deploy Zendesk across regional sales / commercial operations functions globally and create structured channels of communication between operations, sales and the wider business.

UK & EMEA Commercial / Business Operations Manager  

- Identified a gap in deal tracking, forecasting and pipeline management and designed a tool which provided visibility of activity, forecasts and gaps to target. Promoted a different approach to sales which resulted in a record month with a 50% increase in customer acquisition.

- Constructed a model to analyse potential sales at risk in the UK and minimise subscription deletion – drove a strategic change in marketing to the promotional code approach which saw deletions reduce by 11%.

- Trained and developed Sales Executives, Sales Managers and key business leaders on the reporting and dashboard suite in Salesforce.com to understand core metrics in the business, including conversion rates, account engagement, penetration, remaining capacity and opportunities at risk.

UK Sales Operations Manager  

RS Components

Sales Operations Manager

Regional Product Marketing Manager  

Electronics Field Sales Manager  

Redline Group - Specialist Recruitment for Technology & Electronics Companies

Recruitment Consultant / Corporate Account Manager   

Various Companies

While studying and after university, I held various sales roles from an SDR/BDR to an AE and Account Manager across various industries such as Corporate Hospitality, Office Consumables, and Car Sales.

Various Sales Roles

A highly experienced VP of Revenue Operations & Enablement with a strong background in enabling SaaS start-ups and scale-ups to grow through effectiveness and efficiency, therefore, maximising ROI.  Proven background in scaling organisations from less than 100 employees to over 500 employees and consistently exceeding 80% YoY growth.

Well-versed in designing and leading all aspects of Revenue Operations & Enablement including:
 - Technology & automation design, implementation, and management
 - Data & insights capture through to utilising in reportings dashboard, forecasting, and planing
 - Training & enablement consisting of onboarding, ongoing, career development, and communication
 - Strategy & planning design and deployment via usable operationalisation models including long-term forecasting and funding/investment support

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