Aikido Security

Aikido is a developer-friendly software security platform. Used by leading CTOs, devops and dev teams.

Code-to-cloud scanning done 9 different ways. Catch 85% of your false positives. Devs spend less time triaging, more time shipping.

Pay for only the users who use us. No sneaky pricing (eg all code contributors).

Get started for free: https://app.aikido.dev/. No strings attached.

Raised $25 mil <18 months since inception. Backed by Singular VC, Notion Capital, Connect Ventures, Vanta's CEO and Google's ex-CFO.

Revenue

Replicate Labs

Replicate helps sales teams understand their buyers better.

Instead of using outdated personas, Replicate creates dynamic, real-time personas that evolve with new data from LinkedIn, podcasts, calls, and emails. You can view these personas to see how they change, interact with them for research and feedback, or role-play any sales scenario to practice and get targeted coaching.

With powerful analytics to see if using these personas lead to real-world improvements in sales behaviour and business impact.

Backed by Emerge Education, Revenue Syndicate, SFC Capital and Al Newman. Official partners of ValueSelling Associates and Salesloft.

Investor

Revenue Syndicate

The Revenue Syndicate is Europe’s first investment community and angel investment syndicate built for go-to-market operators in the European tech industry. Our 500+ exclusive members are some of the best go-to-market practitioners in Europe and are driving the growth of the fastest growing companies in the world.

Odin

Odin is building a better way to invest together. Our first product is a relationship-focused, community-centric investment marketplace, which gives you access to the best private markets investments and allows more people to participate in building the future.

Foundy

Find out why thousands of other business buyers and founders use Foundy for a streamlined, transparent acquisition process. Sell your business via Foundy's end-to-end platform

Honest Mobile

Changing Mobile for Good. Good for you. Good for the planet.

Uhubs

On a mission to enable 1 billion people realise their potential by 2030. We started by improving the performance of Sales and Marketing teams.

Flexa

Led and built a revenue function which hit record-breaking months and quarters, acquired a flurry of MM and enterprise logos and established itself as a recognised player in the Employer Branding space.

New logos acquired include: Microsoft, Mondelez (owners of Cadbury's), TUI, Centrica, MoneySuperMarket, Trainline, Not On The High Street, Motorway and 50+ others.

Highlights & results include:

- Results: Achieved 2.5x ARR growth in 9 months
- ACV: 10x growth from £1.5k to £15k (inc 3x largest deals)
- New logos: 55+ new logos acquired, inc 5x enterprise
- Retention: 125% NRR and 100% GRR (Tier 1 logos)
- Satisfaction: Achieved 4.8/5* on G2 in <3 months (no prior presence)
- ICP: Evolved our value prop to accelerate our up-market motion (from VSBs to MM and Enterprise)
- Team: Setting up a revenue function of SDRs, AEs, CSMs & AMs, with career progression plans

- Stack: Fully setup Hubspot CRM & Marketing, Apollo.io and Gong in <3 weeks
- Process: Pipeline reviews, SPICED sales framework, deal management, deal desks and new contracts
- Customer Success: Established Time-To-Value metrics & monitoring, implemented a proactive programme of "always-on" customer marketing, case studies and testimonials via our CSMs
- Commissions: Created new quotas and commissions schemes for all roles in the function
- Marketing: Ran mixed format events, including first industry conference (10x cost outlay recovered through 3x new deals within 3 months)
- IC contribution: Led from the front, ran my own deals and carried my own quota

Chief Revenue Officer

Filtered

Help L&D people save 🕰️,💰 & 😭. Turn Content Chaos 💢 into Content Zen 🧘🏽‍♂️.

Learning tech which supercharges learning experiences for over 1m global users at companies like: P&G, AstraZeneca, GSK, Novartis, Danone, Novo Nordisk, Shell, the NHS, and many more.

By using the data you already have, combined with our human- and AI-powered technology, we filter out wasted learning spend and crappy content, help personalize learning to your organization's actual needs, and amplify that across your entire workforce.

Our customers realize real $$$ savings from day 1 (up to 50%), 10x faster curation, and significantly better LXP and LMS experiences. And we're bloody good at it!

- Helped re-build our demand generation function from scratch
- Reintroduced in-house sales development team to help build a £MM+ pipeline for next 12 months
- Setup the stack: contact data (Cognism) > CRM (Hubspot) > Dialling (outbounding)
- Created sales development playbooks (scripts, talk tracks, ICP profiling) to scale up our activity

Co-founder & Chief Demand Officer

- Taking over a CS function of zero CSMs as we pivoted our business to a new category
- Running all AM duties across 30+ enterprise accounts and taking on full quota responsibility (£MMs)
- Planning account mapping, expansions, renewals, territory management & full cycle revenue mgt
- FY22 results (to quota): Q1 105%, Q2 122% (2nd highest booking period in the company's 13+ year history; remaining top five periods also under my stewardship (FY20/21))
- Within 6 months, re-established CSM function by evolving the careers of our IMs into CSMs
- 100% logo retention of new product; 95% logo retention of legacy product; 135%+ NRR
- New & improved processes across: sales handoffs; pricing models; professional services; customer & MI reporting; product feedback; sales intelligence; account management

Co-founder & Chief Customer Officer

- FY20/21: Oversaw CS function; team achieved 120% to quota (unrevised during covid): Q1 97%, Q2 140%, Q3 126%, Q4 104% (including the top 4/5 quarters by bookings in the company's 13+ year history)
- Retained all major logos, and creatively upsold through new products, features, licences and partnerships; setting up the business to successfully pivot to a new product/sub-category in FY21
- Sold into blue-chip organisations by multi-threading C-level execs and securing company’s largest ever multi-year contract £MM+
- Developed pipeline to support new logo acquisition in FY21
- Grew both functions 3x and created a progression framework to attract, retain and develop staff
- Implemented executive, sales and customer training programmes, reading groups and sales frameworks to build an optimal CS and ops function
- Setup systems to proactively monitor under-utilised accounts, user engagement or new corporate initiatives for cross/upsell opportunities
- Oversaw ops & CS functions during covid and stabilised cashflows through revenue growth and refinancing (renegotiated contracts, payment terms and Innovate Grant/Loan funding)

Co-founder & COO

- Co-led (with CEO) on corporate strategy to secure company’s first rounds of seed funding in both equity and convertible notes (Jan 2016-Jun 2018)
- Created new workflows to support an evolving team as we pivoted to B2B-enterprise sales and developed an AI-based LXP; first-to-market with learning recommendations
- Acquired new B2B enterprise logos (2017) and built post-sales infrastructure to support these early customers (2018)
- Won a place for Filtered on Startup 500’s founder bootcamp in SF (Sep 2018)
- Secured and led on loan financing (Dec 2018) and then series A (Jul 2019); taking total funding to date $5m+

Co-founder & Head of Operations

Travelled around SE Asia, New Zealand and the US

Co-founder & Director (on sabbatical)

- Created and launched from scratch a brand-new B2B brand (Filtered) to take our B2C off-the-shelf library success into large corporate businesses
- Oversaw all ops, marketing and product/engineering functions, introducing new processes such as Agile, scrum, hifi/lofi prototyping, and emerging technologies such as Hubspot marketing/CRM, Customer.io, Heal, Algolia and many others
- Led on establishing the company’s first recurring revenue base of customers, going from £0 to £600k ARR in <6 months, and minimal acquisition/expansion spend

Co-founder & Head of Product

- Prototyped and innovated a novel approach to algorithmic, adaptive online learning, US-patent approved algorithm: "Computer systems and computer-implemented methods for providing training content to a user"; United States No 14/540395.
- First-to-market online training courses through daily deal sites, growing revenues from $0 to $5m+ in <24 months building a profitable, bootstrapped startup
- Launched multilingual, global products across all time zones, setup CS, support, finance, ops/people functions from scratch, growing team from three founders to 35+ staff in <18 months

Co-founder

âcasă - your home run

Financial management platform for the home. Invested at seed stage.

Experienced startup operator, investor and advisor on all things revenue and GTM.

Hired 300+ people over the years, created startups that have grown to £MM's in recurring revenue, and led teams of all sizes at the startup and series A phases.

I'm in my comfort zone when I'm working in high-performing and high-trust teams, where we expend the effort to go and visit our customers, understand their worlds and do our best to help them. I'm a deeply empathetic leader who invests a lot of time in my teams. Whether it's working as an SDR, AE, CSM or AM, or the wider organisation, I always lead from the front. And let my teams grow and develop.

Also an angel (seed) investor in a range of UK startups (solo seed and via syndicate) & Venture Fellow on the Newton Venture Program (LBS, LocalGlobe).

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