I thoroughly enjoy developing launch GTM plans to generate demand and secure first revenues, and also reviewing and adapting existing GTM plans to punch through growth plateaus.
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What I offer
GTM Strategy Advisory
GTM strategy, planning, and execution support for early-stage security technology companies. Advisory includes; sales strategy, sales architecture, sales methodology, demand generation programme development, channel sales strategy.
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Demand Generation Strategy
Generating sales demand is amongst the most challenging endeavours for early-stage technology companies. I support organisations by architecting multi-pillared and stage-appropriate demand generation programmes, designed to deliver opportunity and leads to undergo sales execution.
Channel Partner Strategy & Programme Development
Supporting early-stage organsations develop channel sales strategy and programmes, and enabling the organsation to transition systems, processes, and behavious to adopt a channel led sales stratey.
Sales Team Planning & Development
Creation of early-stage capacity plans, which include; ideal candidate profiles and role descriptions, development of recruitment and interview strategies, through to onboarding and enablement, and ramping and productivity management approaches.
Mentor
Supporting founders and young professionals navigate the complexities of career and start-up world! Specialist expertise in GTM strategy and execution, but also passionate about financial modelling, raising capital, leadership, and business operations.
Experiences
Partner & Head of GTM Advisory at GALLOS Technologies
GALLOS is a disruptive venture capital firm that specialises in co-building and investing in early-stage security technology companies. Responsible for GTM advisory, strategy, operations, and execution - driving market penetration and revenue progress across GALLOS Build, Ventures, and Services.
VP Sales EMEA at Abnormal Security
Abnormal is the fastest growing email security vendor on the planet. Launched and led Abnormal Security's EMEA operation to disrupt the legacy email security market (predominantly SEG). $0 ARR to $12M ARR in 2yrs.
VP Global Accounts at VectraAI
Built, launched, and led VectraAI's world-wide global accounts programme - led the global accounts team, designed and executed the global accounts sales strategy, coordinated cross-regional/cross-functional sales efforts, and managed executive stakeholder relationships.
GTM Strategy Refresh at Intruder Security
Managed a GTM assessment and refresh project to support a leading 'attack surface management' technology company grow from $10M ARR to $25M ARR.
Channel Sales Programme Development
Built channel strategy and programme for a leading XDR cybersecurity technology company to support improved sales execution and productivity, enhanced conversions ratios and deal velocity, and improved ASP.
Climber of Big Mountains
Now that my rugby days are over, I like to scratch that itch by climbing big mountains with teams of capable people! Suffering through glacial ascents and hitting the euphoria of big summits can be a metaphor for lots of professional things.... but for me, I just love it!
