Jul 2024 – Present · 1 yr 9 mos

• I am one of HSE's Expert Sales Coaches. You can use the HSE platform to book 1:1 coaching with me (and get your employer to pay for it...)
• Hard Skill Exchange is a real-time 1:1 skill-building marketplace where proven operators upskill, exchange, and monetize their expertise

Mar 2024 – Present · 2 yrs 1 mo · Bath, England, United Kingdom

• Since Feb '24 I've built up a client base of people who want to do "thoughtful selling".
• Typically founders who've rinsed their network and need to build an outbound sales process, but don't want to "throw sh*t at a wall to see what sticks."
• We spend 3-6 months together and some have already:
• Tripled their pipeline in 3 months
• Spent 60% less time on the sales process because we've built a system that works
• Started working with much higher quality clients that are willing to pay more
• My coaching is not for people who think that Sales is a dirty word, it's for people who know they need to grab the bull by the horns but don't know how.
• As a coach, I can't promise that I'll always have the right answers, but I will always have the right questions...

Sep 2023 – Feb 2024 · 5 mos

• As a Client Account Executive I helped Salesloft customers to get more value from their existing investments in Salesloft and expanded the use of the software across their entire revenue orgs.

Feb 2023 – Aug 2023 · 6 mos

• As EMEA's youngest account manager for Salesloft, I looked after the EMEA team's SMB segment of 300 customers and made sure they were successful with the platform and had the right contract agreements in place.
• After getting to 95% of my annual target in 7 months, I was then promoted to Client Account Exec

Aug 2021 – Jan 2023 · 1 yr 5 mos

• I was EMEA's 2nd highest performing SDR in this role (shout-out to Callum McKenzie for being no.1)
• I sold to companies with less than 750 employees, targetting CROs, VPs of Sales and Sales Ops.
• Salesloft helps sellers book more meetings, have better sales conversations and shorten the deal cycle by doing 2 things:
• 1) Automatically logging everything to the CRM so they have full visibility into what they're doing on a day-to-day
• 2) Putting a process in place that helps them spend more time selling and less time planning
• I got to help some of the coolest companies in the world to build some of the most innovative and effective sales processes I'd ever seen, while becoming an expert on SDR processes myself.
• Towards the end of my time in this role I started to give best practice sessions to customers on:
• Understanding your customers & personas
• Finding Tier-1 companies
• Efficient account research
• Crafting a high-quality, personalised message in 2-5 mins
• Delivering that message over emails, calls & LinkedIn
• Working with AEs to make sure you get paid for your opportunities
• After 18 months as an SDR, I became Salesloft's youngest account manager.

Feb 2021 – Jul 2021 · 5 mos

• After a few months in Google Cloud they set up a new team called the "Digital Natives" team. Instead of selling to massive organisations and convincing them to move to the cloud, this team would target high-growth, high tech companies that were already on the cloud, and convince them to move to Google's Cloud instead.
• Most of these companies had been set up on AWS or Azure, and our team was tasked with migrating them from those companies and over to GCP.
• As the top-performing rep on the enterprise team, I was asked to be the first SDR on this new team.
• This is where I fell in love with selling to high-tech, high growth SAAS companies.
• Sold to all industries, including Fintech, Cyber-security, e-Commerce and B2B SAAS.
• Quickly became the number 1 performer on the team, managed to hit my Q2 target 4 days into the quarter (ended the Q on 300%).
• This is where I learned that the more fun I have while selling, the better results I'm going to get.
• I also mentored new SDRs/ BDRs on the team. Showed them best practices and helped them understand which product knowledge was actually useful
• I always get asked why I left Google and there's a simple reason: I didn't care about the cloud.
• I was working with some of the best sellers in the world, I saw the level of knowledge I would need around cloud-computing to be a top-seller and decided that I didn't want to be a cloud expert.
• I wanted to be an expert in sales. So I went looking for a job that let me sell sales tech to sales reps and become an expert in sales in the process.

Aug 2020 – Feb 2021 · 6 mos

• This was my first "big boy" SDR job.
• Worked as an SDR selling Google Cloud to CTOs/ CIOs in large corporations in the UK & Ireland. Sold primarily in the Financial services, Manufacturing, Retail, Professional Services & SAAS/ IT industries.
• The main goal was to teach these massive companies why moving to the cloud was a good idea. Not an easy job, especially when they had built their entire infrastructure on a different system.
• Imagine somebody cold called you and said that you needed to re-do the foundations of your house because if you don't, the house will crumble in 5-10 years.
• That's what I was doing to CTOs and CIOs all day
• Learned a lot about tech and how to work with a massive global organisation.
• I also learned that SDR'ing can be fun, but I don't like selling to massive organisations

Jun 2017 – Sep 2018 · 1 yr 3 mos · County Dublin, Ireland

• I took on this part-time hospitality job to make ends meet during my time as a charity sales rep.
• This is where I learned the importance of providing a 5-star experience to customers.
• I worked as an usher, waiter and barman in the "Bord Gais Energy Theatre", Ireland's largest musical theatre venue and as a waiter/ barman in various 5-star bars, restaurants and members clubs across Dublin.
• Most people came to these venues for a specific experience (a fancy dinner, a night at the theatre, a wedding, etc.) and my job was to provide them with that experience that exceeded expectations. Being "professionally thoughtful" was how I liked to think about it
• I really enjoyed these jobs and got an appreciation for customer service and event management from them.
• Venues worked at:
• Bord Gais Energy Theatre / BGET member’s Club / 3 Arena public bars and members clubs / Seusey Street restaurant / 25 Fitzwilliam place wedding and conference centre / The Intercontinental Hotel

May 2017 – Sep 2017 · 4 mos · 76 Talbot Street, Co. Dublin

• This was my introduction to "hustle culture" and an unhealthy sales mindset.
• A 100% commission job selling charity subscriptions for "The Irish Cancer Society" and "The Mater Foundation" as a Face-to-Face Sales Rep.
• I was the annoying guy on the street that said "hey, can I have your bank account details for this charity?" - a lot of fun but very hard work over 12hr days. Good thing I was only 19 at the time!
• This is where I learned about building rapport quickly, manually tracking KPIs, building a sales team and crafting a compelling pitch.
• Everyone has to go through a hard time in sales to see if they can withstand the pressures of this job - this was my hard time.
• Raised €21k for the Irish Cancer Society and €10.5k for the Mater Foundation over 4 months.

Oct 2013 – Sep 2016 · 2 yrs 11 mos · Ballinasloe, Co. Galway, Ireland

• My very first sales job when I was just 15.
• This is where I learned that sales should just be a conversation between 2 people, and at some point in that conversation money changes hands.
• Working part time, I ran the Menswear floor, while also selling Womenswear, footwear and outdoor wear.
• I sold a LOT of suits in this job!