Massimo Gentili

Head of Business Development | EdTech | Go-To-Market Strategist | SaaS and Enterprise Software

How does this work?

A senior strategy and business development executive with substantial experience designing, leading, and implementing a broad range of corporate growth, channel partner models and go-to-market initiatives that have produced outstanding results to scale up several successful global businesses, including EdTech solutions providers such as Blackboard, Wimba, Macmillan and Labster. Selected Accomplishments: + Accelerating Growth Developed Go-To-Market strategies and built an international network of partnerships to support the Labster CEO to drive the company's SaaS-based, EdTech business from start-up through Series A ($10M) and B ($21M) financing, and to scale up globally. + International Channel Sales Operations Started up, developed and led for a total of 9 years in a row the channel partner sales operations at Blackboard (pre-IPO, public) and Wimba (start-up, acquisition, merger): met or exceeded ARR/TCV revenue/client targets to grow advanced and emerging markets in EMEA, LatAm, APAC. + Outperformance Outstanding performance in international sales: proven track record exceeding revenue targets of up to USD$10M+/year based on annual recurring revenue models, hitting strategic roadmap milestones to accelerate growth and global expansion. + Business Strategy Founder and principal consultant at Make it Global Consulting, created to help companies seeking to expand their market presence and global footprint. Massimo has served in senior business development full-time roles to drive growth and global expansion at the consultancy firm's client organisations, including companies such as Macmillan and Labster. Specialties: New Business Development | Channel Partners | Business Expansion | Sales Pipeline | Operational Support | Go-To-Market Strategy | Leadership | Advisor | Strategic Partnerships and Alliances | EdTech | SaaS | Enterprise Software | Education

Ask me about
Late Nite Labs
STEM Education
Education Technology
Go-To-Market Strategy
Virtual Classroom
Virtual Labs
Channel Partners
Work experience

Oct 2012 - Present

Make it Global Consulting

Founder & Head of Business Development/EdTech Industry

Founder and principal consultant at Make it Global Consulting, created to deliver industry expertise to software technology providers - primarily in the EdTech industry - seeking to expand internationally. Massimo serves in short and full-time, senior business development roles at the client organisations. About some of Massimo's selected engagements (see LinkedIn sections): • LABSTER: Vice President of Strategic Partnerships, 4 years, full-time role. • MACMILLAN N.V.: Director of Channels and Alliances, 1 year, full-time role. • HELVETA: Director of Global Sales, 1 year, full-time role.


Apr 2016 - Mar 2020


Vice-President of Strategic Partnerships

Hired by the CEO/founder, Massimo's role was to manage all aspects of developing GTM strategies and to form a global network of revenue generating channel partnerships, to support the CEO in accelerating growth, driving the company's EdTech business for STEM education from start-up through Series A ($10M) and B ($21M) financing, and to scale up globally. Performance Highlights: • Signed up 500+ new client institutions in HE and K-12 segments in EMEA, LatAm, U.S., ANZ. • Overachieved country quota in selected priority target markets. • Created a Pearson Education sales-through model in the U.S.: slashed sales targets by 200%+. • Negotiated and executed strategic partnership contracts with world leading publishers (e.g. Pearson, Springer), ecosystem partners (e.g. zSpace, Google) and distribution partners (VARs).

Jan 2015 - Jan 2016

Macmillan ESG

Director of Channel & Alliance Management

Performed a 1-year full-time engagement at Macmillan New Ventures – part of the Macmillan Group - the role was to engage with Channel Partners by creating, enabling and leading a new Worldwide Partner Network. The goal of the network was to develop sales for a portfolio of EdTech solutions. Performance Highlights: • Developed and implemented a business model for a portfolio of EdTech solutions. • Slashed the strategic targets set for the international sales operations in EMEA, Asia, Australia, LatAm. • Channel Partner Program: business planning, recruiting, on-boarding, enablement and management.

Sep 2013 - Aug 2014

Elements Software

Director of Global Sales

Performed a 1-year full-time engagement at Helveta Ltd ( to reorganise, develop and lead the global business development operations for the company's SaaS-based business analytics/traceability solutions for business sustainability. Performance Highlights: • Developed and executed the company's expansion plans in Europe, Africa, LatAm. • Re-designed product positioning and signed up partnerships to generate a $7M+ sales pipeline.

Nov 2002 - Apr 2012

Blackboard - Wimba - Blackboard

Director of Market Dev - R. Vice-President Channel Sales

Performed in various senior roles for a total of 9+ years in a row: from Regional Sales Manager to Vice President of Channel Sales at Blackboard, a world leader in Education technology solutions for Higher Edu, K-12, Government and Corporate sectors. Started up, developed and led the channel partner sales operations at Blackboard (pre-IPO, public), then Wimba (start-up, acquisition, merger), then Blackboard again after the acquisition of Wimba. Performance Highlights: • Met or exceeded ARR/TCV revenue/client targets to grow advanced and emerging markets in EMEA, LatAm, APAC. • Developed and implemented regional Go-To-Market strategies. • Won President’s Club Awards.

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