girifox

SoftwareOne (UK) 06/01/2016 - 07/02/2018

Chief Revenue Officer

I was responsible for the P&L with £24M gross profit, and 90 people across sales, solution architecture, marketing, customer service and alliances. To achieve my goals, I improved KPIs such as proportion of new logo revenue, average deal size, social selling index, and pipeline coverage. • Delivered increases of 45% EBITDA and 32% GP in two years with a comprehensive turnaround plan • Overachieved targets for eight straight quarters, achieving above-trend growth. • Tripled YoY new logo revenue to 10% of GP, with £2.2M from new customers in 2017.

Microsoft 01/01/2019 - 07/04/2022

Director, Customer Success

I led the UK team of 10 field customer success managers who owned Microsoft’s largest Dynamics 365 and PowerApps customers with £90M of annual spend. Average contract value of £750K ARR. Clients included HSBC, Rolls Royce, Centrica, Dentsu Aegis, Ministry of Defence, Dyson, Hiscox and more. I was a member of the UK senior leadership team, responsible for ~$1B revenue with 600 staff. • 115% vs licence consumption target, and 99% retention in FY21 • Executive sponsor for client’s early AI and ML digital transformation projects, liaising with CIOs • Convenor of leadership development for the ~100 strong management community.

Tadaweb (Threat monitoring security SaaS) 07/04/2022 - 12/23/2024

VP Sales and VP Revenue Operations

Brought in to transform customer success into a sales organisation and build revenue operations for scaling, whilst preparing for a fund raise. Company effected by decline in public sector spending, leading to restructuring prior to the successful Series B. • Stabilised declining ARR and grew revenue 30% (€7.5M to €9.7M) despite austerity in France and UK • Built 12-person sales organisation, redefined account management, and crafted enterprise playbook, • Implemented MEDDIC, Hubspot, AI sales tooling, a new commission plan, and leadership development, • Supported global expansion with first US office and new European markets.