LaunchPad Academy

Mentoring and coaching the SaaS sales stars of tomorrow transition into our industry through the Launchpad Academy.

Mentor

Adobe

Responsibilities 
• I have been responsible for leading a team of 40 staff across ANZ, Asia and India including BDRs, BDR Managers, Operations Manager and Enablement Manager
• Achieving monthly and quarterly qualified pipeline and bookings targets that include inbound + outbound motions across new business acquisition and cross selling into the Adobe customer base 
• Strategic planning – collaborated with stakeholders to develop annual strategies for APAC BDR organisation which were designed to define metrics of success, clarity for team, ROE, expectations of stakeholder engagement, big bets, strategic initiatives, etc.
• Stakeholder management – develop trusted relationships with stakeholders across global organisation including Exec team, Sales, Marketing, Sales Operations, Marketing Operations, Solution Consultants, BDR Centre of Excellence, Enablement, Account Management, etc.
• Create a strong culture of high performance, engagement and professional growth with an emphasis on rewarding and recognition
• Hiring and onboarding of BDRs, BDR Managers and support staff across APAC
• Maintain expertise in various sales and business tools including Salesforce, Dynamics, Outreach, ZoomInfo, BuiltWith, Gong, Chorus, Power BI, etc. 
 
Accomplishments
• Qualified pipeline: 41% YoY growth in FY22 and 75% YoY growth in FY23
• Bookings: 88% YoY growth in FY22 and 133% YoY growth in FY23
• BDR productivity: 79% YoY growth in FY22 and 140% YoY growth in FY23
• Developed and oversaw numerous projects designed to improve operational efficiency across areas such as opportunity qualification, pipeline survivability, content curation and creation, BDR career pathing, BDR enablement, BDR leadership management system, BDR playbook for success, etc.
• Orchestrated large-scale change programs including expansion of APAC BDR organisation’s portfolio of Adobe DX solutions, migrating CRMs and in-housing BDR organisation (grew team from 8 to 40 in 2 months)

Head of Business Development, APAC

Dropbox

Responsibilities 
• Reporting to the ANZ Head of Sales, I’ve been responsible for setting and executing the business development strategy for Dropbox’s ANZ region 
• Support, coach and develop a team of business development reps who are sourcing deals with enterprise organisations for the enterprise sales team 
• Align with and execute on global sales strategies while adjusting for local market conditions and buyer behavior 
• Develop and execute new business acquisition strategies including telesales, email campaigns, webinars, events, etc. in partnership with marketing team 
• Implement best practices to achieve pipeline and ACV targets, focusing on a leading from the front approach by coaching & mentoring individuals as well as getting my hands dirty with customer acquisition activities 
• Continuously increase effectiveness of team by developing new systems, structures, and processes while collaborating with BDR leads, sales leads and sales support functions 
• Construct, forecast, and monitor a team sales pipeline to meet revenue targets and company goals 
• Develop sales development skills and methodology to prepare reps for a future in sales 
• Create a culture of focus, teamwork and outstanding performance 
• Drive strong thought leadership within the global sales and marketing team 

Achievements 
• Led the development of a sales training program for Dropbox’s new eSignature tool which has been rolled out for the global sales team 
• Developed and executed dozens of successful new business campaigns covering multiple industries, personas, company types and problem statements 
• Developed a ‘co-selling’ workflow facilitating easier deal progressions through channel sales function 
• Developed and executed a collaborative and cohesive business development strategy bringing the outbound Sales and BDR functions closer together

Head of Business Development, ANZ

Hudl

Responsibilities

• Reporting to the APAC Director, responsible for leading a team of five Sales Executives and two Customer Success Managers
• Adapting and executing business-wide strategies for the local Australia market across multiple channels such as Salesforce, Outreach, Service Tiers, Individual Sales Plans, new product verticals, etc. 
• Delivery of education and training of new products to local sales team and devising local go-to-market strategy 
• Managed talent acquisition process for sales and customer success in APAC 
• Extensive use of Salesforce to manage sales cycles, report on business-critical data, provide support on key deals, forecasting, managing pipelines, etc. 
• Maintained extensive network of industry professionals through meetings, conferences, phone calls, social media, blog articles, training sessions, etc. 
• Managed internal stakeholder relationships in global offices – Revenue Operations,  Sales 
Enablement, Global Product Support, Marketing, Legal, HR, Customer Success 
• Successful use of After Action Reviews as a sales training and team collaboration tool 
• Led local marketing campaigns which involved management of social media pages, blog articles and events 
• Presenting key regional business data to executive team during QBR 

Achievements 

• Champions Club - 105% quota attainment in FY18 
• Achieved 30% YoY growth through process improvement and team development 
• Developed and oversaw Hudl Internship Program which was rolled out successfully in 2019 
• Founder of Sydney Leadership Group

Australia Sales Manager

Datto, Inc.

Following the recent merger of Autotask and Datto, I moved in to an account management role with the sole purpose of developing existing Autotask accounts and delivering the wider Datto solutions suite to my territory.

Account Manager

Prior to Autotask merging with Datto, Inc. I sold market-leading IT business management solutions to the MSP space.

Account Executive - Field Sales

Monster

I mentored and trained several Junior Sales Execs to be able to target enterprise-level organisations. Training included managing a sales cycle, how to generate leads and convert them to a warm prospect, how to develop a pipeline, reviewing and providing feedback on calls, helping to close difficult deals, etc.

Heavily involved in a project to roll out a new targeted social media product that allowed our clients exclusive access to an untapped audience on Facebook, Twitter and Instagram.

Building and presenting a wide range of presentations covering Monster’s product suite, current state of the employment market, product demonstrations and value propositions.

Territory included enterprise-level employers - most of which were global brands operating in complex and demanding industries.

Mapping out my clients’ needs with Monster’s broad range of recruitment technologies including social media campaigns, behavioural targeted ads, applicant tracking systems, CV databases, etc.

Creating, maintaining and implementing strategic account plans for top tier clients.

Active and influential member of Monster’s ‘Entertainment Committee’ which is aimed at creating and fostering a positive company culture through team building events and various other enterprises

Dealt with c-suite decision makers

Winner of 3 Salesperson of the Month awards

Field Sales Key Account Manager

EMAP

‘Brand Champion’ for one of our leading publications/websites - New Civil Engineer and www.NCEjobs.co.uk

Being able to adapt my account management style to suit direct clients advertising agencies and staffing agencies depending on the context, relationship and individual

Hitting strict activity KPIs whilst maintaining the highest possible standards in account management and internal relationships with key teams within the organisation - Editorial, Marketing, Admin, Operations, etc.

Business development – creating new revenue streams within the new business remit and looking after these from inception to completion.

Maintaining high industry and legal standards and ensuring these are met before any advertising goes to press or is uploaded online.

Provided bespoke advertising solutions for my clients based on their specific needs and goals – this quite often leads to developing new initiatives or improving upon existing pieces of inventory

Typical decision makers that I dealt with were Agency Account Managers, Agency Account Directors, Recruitment Coordinators and Recruitment Managers

Nominated for 4 ‘Salesperson of the Month’ awards and winner of 2 – one for hitting 156% against my monthly target and another for launching a one off International Engineering Recruitment magazine which was aimed at promoting engineering careers around the world to UK candidates

Winner of 1 ‘Salesperson of the Quarter’ award for continued strong performance and positive feedback from clients

Senior Sales Executive

Institution of Civil Engineers (ICE)

ICE Recruit is the official jobs board for the Institution of Civil Engineers and I was expected to maintain the high professional standards of the institution at all times. I developed a keen interest in the media and advertising market and enjoyed my work as a Sales Executive in these fields

Consistently overachieved my individual sales targets and significantly improved my sales techniques through self development and working with my Sales Manager

I had a large amount of independence in my role and was expected to manage my own portfolio of accounts and contacts with minimal input from my Sales Manager

Dealing with a wide range of professional individuals including all levels of the corporate hierarchy from office administrators and recruiters to CEOs, directors and sole proprietors

Maintained social media pages for ICE Recruit inc. Twitter, Facebook and LinkedIn

Typical decision makers that I dealt with were Agency Account Managers, Recruitment Coordinators and Recruitment Managers

Advertising Sales Executive

Bell Partners Finance

I began here in a junior role, working directly under the CEO (a Mortgage Broker) in the finance division of a highly reputable accounting firm in Sydney CBD. The firm is a highly customer service focused company with high expectations of client attention expected of employees. In December 2010, I gained a promotion to Junior Account Manager which saw a significant increase in standalone work with reduced input from my manager and more direct client liaison.

Achievements:

• I have developed excellent customer service skills through direct liaison with a diverse range of professional individuals in various settings
• I have developed excellent communication skills and have been the first point of contact with our extensive book of high-profile, high-income clients
• I have developed advanced database and general computer knowledge including all Microsoft packages (eg. Word, Excel, Powerpoint, Outlook, etc.)

Duties Include:

• I coordinate dealings of important information between the CEO and numerous professionals throughout various finance institutions
• Maintaining extensive collection of client records 
• Liaising with clients, industry professionals and relevant third parties 
• Determining what information is required of our clients in order to lodge applications 
• Maintaining a high level of customer service throughout often stressful periods 
• Communicating with in-house accountants and financial advisors in order to provide the most comprehensive service for our clients 
• Highly autonomous role where I am expected to work unsupervised for long periods of time. This has allowed me to develop my problem solving skills and ability to handle demanding situations myself
• Maintaining awareness of changes in government legislation affecting the housing market and lenders’ policies
• Extensive and complex diary management for the CEO including booking meeting rooms and ensuring all participants are aware of meeting details

Junior Account Manager

As the Head of Business Development for APAC at Adobe, I lead a team of talented professionals who are passionate about delivering innovative solutions and exceptional customer experiences. I have over 10 years of experience in B2B and SaaS sales, working with some of the world's leading brands and organisations across various industries and markets.

My core competencies include sales management, sales leadership, people management, strategy development, strategy execution, analytics, forecasting, influencing, networking, relationship building, mentoring, coaching, and challenger sales. I enjoy being an advocate of change and a catalyst for growth, and I am consistent with my approach to self-development. My mission is to empower my team and my clients to achieve their goals and reach their full potential.

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