My Story
Two sides of the same commercial equation.
Most revenue leaders have lived on one side. They have either carried quota and know what it takes to win, or they have built the systems that support others to win. Very few have done both at the highest level.
I have done both.
Connect on LinkedInEarly Career · Goss Interactive & Fujitsu-Siemens
Direct Selling and Partner Management
My commercial career started with direct SaaS selling at Goss Interactive and managing a £5 million partner and channel portfolio at Fujitsu-Siemens. These years built the fundamentals most people learn far later — deal qualification, commercial discipline, managing pipeline without the benefit of a big brand behind you.
Chapter One at Gartner · UK and EMEA
Quota Carrier. Top 2% Globally. Two-time EAGLE Award Winner.
I joined Gartner in London in 2010 and spent seven years carrying quota across global strategic accounts and complex enterprise clients across the UK, Ireland and Europe. My portfolio included Mars, Burberry, Whitbread, Imperial Tobacco and Sainsbury's. I ran the Mars relationship as a two million dollar global strategic renewal coordinated through centralised UK procurement while aligning stakeholders across multiple regions. I operated as a trusted advisor to CIOs, CFOs and transformation heads, applying Challenger and consultative selling to move clients from comfort to action.
Across those seven years I opened 28 net new enterprise logos, doubled territory revenue in my first year, scaled strategic accounts from 100K to over 1.2 million in annual value, and earned three Winner's Circle recognitions before winning the EAGLE Award in two consecutive years.
Chapter Two at Gartner · Building the Function
Leading and Scaling the Revenue Enablement Function.
In the second chapter of my Gartner career I was brought in to lead and scale the revenue enablement and deal strategy function across a 135 million dollar business with 125 sales professionals spanning India, Gulf, South Africa and emerging markets. Multi-year renewal rates improved from 70 to 85 percent and expansion revenue grew by 25 percent. Within my scope of Revenue Growth and Deal Strategy Operations I also held commercial decision authority across pricing, payment terms and deal approvals, protecting margins through disciplined governance throughout.
Since Gartner · Fractional Revenue Operator
Taking Everything That Worked and Installing It in Other Businesses.
Since leaving Gartner I have worked directly with growth-stage companies as a fractional revenue enablement leader and operator. My most significant engagement has been as Revenue Enablement Leader for a founder-led 450 crore Indian manufacturing group, where I installed the complete commercial infrastructure from zero. I led CRM selection and built an intelligence layer mapping pain, operational impact and decision criteria into every sales stage. I designed and rolled out a MEDDPICC qualification framework layered with Challenger Selling to shift sellers from product pitching to outcome-based conversations. I built the marketing function from zero, rebuilt sales performance management around a quarterly goals cascade, and redesigned the hiring process with a case study round and structured onboarding.
The business grew from 300 crore to 450 crore over 18 months. The sales team scaled to 25 professionals under a redesigned territory structure. The founder's unprompted words at the end of the engagement were that the company was on its way to becoming a 2000 crore business. The client increased the fractional retainer by 60 percent based on the demonstrated commercial impact.
I am the host of the Thought Leadership C-Suite Podcast and the author of six revenue execution systems, organised across two tracks covering Revenue Skills and Performance Skills, used by sales leaders and revenue operators across growth-stage companies worldwide.