Fintech I Revenue Leader I Open Banking Expert
Transformational, results orientated senior executive offering a proven track record of significant accomplishments in the EMEA SaaS Fintech space. Deep expertise in building revenue functions and driving GTM and triple digit year on year growth. Have built and scaled multiple fintech businesses, leading the commercial and delivery organisations. Expertise in digital transformation for customers and significantly growing sales and services organisations for both top and bottom line growth. In previous lives, ran professional services organisations and sold multiple $10 mill plus consulting engagements. Highly experienced in 3rd party and client management to ensure creation of high performing teams. Extensive experience in managing CXO stakeholders and commercially astute. Specialties: #SalesLeadership, #CustomerSuccess, #DigitalTransformation, #OpenBanking, #SaaS
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Oct 2020 - Present
NR Private Market
Fintech advisor for NR Private Market clients and companies
May 2020 - Present
Jun 2019 - Apr 2021
Chief Commercial Officer (CCO) / CRO
Scaled the entire commercial function from a 1 person team to a fully functioning 16 person team. Built out from scratch the marketing, sales, customer success, revenue operations and partnership teams. Act as key media face of firm and sought out as a speaker for panels, webinars, podcasts and thought leadership articles Yapily was founded to democratise innovation in the financial services sector. Our mission is to build an inclusive and collaborative financial world by making banking and payments simpler and cheaper for businesses as well as retail banking users. We seek to enable the market to seamlessly pivot from Open Banking to Open Finance.
Apr 2018 - May 2019
Envestnet | Yodlee
VP & GM EMEA
Regional executive for Envestnet Yodlee business in EMEA. Full P&L responsibility & Driving #OpenBanking for the firm. Hired to grow, scale and professionalise the EMEA business whilst improving processes and ways of working in the wider company. Reported to Group President and oversaw all business in the region with full P&L responsibility. Left after change of CEO and changing international strategy. Key achievements include: • Grew new software bookings 40% in 12 months • Grew SaaS revenue 35% in 12 months • Increased EBITA contribution by 30% in 12 months • Drove significant increase in profile of firm in EMEA to FinTech ecosystem through media engagements and renewed marketing focus • Acted as lead for engagement with HM Treasury, FCA and other regulatory bodies • Re-alignment of marketing strategy to become region specific • Pivoted business from data aggregation to data analytics and insights • Acted as market face for media engagements for panels, quotes, webinars • Built business case for wider investment in region from global resource pool in California and Bangalore alongside region specific product requirements • Drove M&A due diligence on acquisition prospects in region • Driven understanding of Open Banking through the business and the strategic direction change this entailed for the legacy stack and processes
Nov 2016 - Mar 2018
Programme Director for Smart DCC. Responsible for nine figure (£) IOT digital transformation programme as part of the strategic UK smart programme. Smart DCC Ltd (the Data Communications Company) holds the Smart Meter Communications Licence awarded by the UK Government's Department of Energy and Climate Change. The Company is regulated by the UK's energy regulator Ofgem. DCC is establishing the highly secure, highly reliable national telecommunications and data infrastructure required for smart electricity and gas meters across Great Britain.
Jan 2013 - Apr 2016
Vice President, EMEA & APAC
Hired to fix and scale the business in Europe for the Commodities Trading business at SunGard. Senior executive in EMEA overseeing the business. Building and enhancing the culture of the team was a critical item of this role whilst building the business. Full P&L ownership for the business. Set and delivered strategic sales and pricing approach for tiered marketplace and drove business to implement this. Key Achievements: • Grew revenue 600% in 3 years from $4 million to $24 million • Exceeded target every year • Defined and standardised GTM strategy for sales and pre-sales team • Defined and deployed sales operations approach & processes to improve pipeline quality • Grew margins on internal resources by 25% and removed significant dependency on external 3rd parties with very small margin • Increased team from 15 to 65 FTE’s and developed and rolled out management structures and career competency model, driving significant improvement in company engagement scores • Ran Due Diligence (with corporate dev team), integration and transition of Italian M&A acquisition into the business and transition into the SunGard approach. Managed HR issues arising from this integration • Driven standardisation of sales and implementation tools and documentation for best practices to increase sales success rate
Jun 2010 - Dec 2012
Associate Director, EMEA
Responsible for selling and overseeing all EMEA projects and programmes ($30 million per annum in services) with a team of Project Managers and Project Analysts. Hired by the Managing Director to build a sales and delivery capability for the company from an area of significant weakness. Managed CxO level relationships with clients across EMEA and built reputation in the market for delivery excellence. 10 direct reports and 80 overseen in a matrix management model. Experience of multiple sales processes implementations, setting up best practice project and IT governance and assurance for project boards and steering committees. Key achievements: • Grew average deal size by 40% • Grew services revenue from $15 million to $26 million per annum • Created team from ground up and mentored both direct and indirect reports • Setup graduate entry stream and crafted proposition to sell this new role to clients
Jan 2010 - Jun 2010
Global Project Manager
Definition of standard global project delivery methodology and roll-out of this to the trading organisation.
Jan 2007 - Feb 2009
EMEA Services Director
Responsible for selling, overseeing and delivering Allegro's EMEA projects - team of 20 and revenue ~ $8 million pa Promoted twice within 15 months from Senior Consultant
Jan 2005 - Dec 2006
Boutique business consultancy specialising in Energy & Financial Services. Responsible for sales and delivery of consulting work with client base. Project manager implementing Global Fortune 500 clients operational strategies. Management of client and 3rd party teams.
Sep 2001 - Jan 2005
Resources Business Unit - specialising in Strategy and Change Management