Carly Pledge

Promoted to lead the EMEA AE team in 2024, and then the global team after the US sales team departed. Team became the sole revenue engine for the company.

• Navigated ESG market contraction (CSRD Omnibus delays, Trump administration rollbacks). Hired and ramped a new AE to top performer within 4 months (24% win rate, 7 deals in first year). Drove pricing pivot to maintain deal flow, delivering 17 deals vs 11 the prior year despite significant market headwinds.
• Increased win rate from 6% to 28% - Q4 2025 25%, Q1 2026 35%
• Ramp acceleration: Reduced new hire ramp time from 11 months to 4 through structured onboarding, coaching cadence, and sales enablement content built from scratch.
• Implemented MEDDPICC-based deal reviews, improving forecast accuracy from 20% to 85%.
• Created ‘Stories from the Frontline’, a biweekly exec and board-level session bringing market intelligence and CS churn data to leadership, driving strategic product decisions.
• Used frontline data to persuade CEO to approve modular pricing & product pivot: £40k regs-only product with 3.5-month sales cycle and higher conversion rate vs £130k full platform at 9 months. Q4 2025 delivered 10 deals for £484k, the strongest quarter in the company’s history for new logos.
• Built RFP response capability from scratch and coached team to win Datamaran’s first two RFPs (Volkswagen and Schindler).
• Supported team closing enterprise logos including Sainsbury’s, NTT Data, VW, Broadcom, McCormick, Mondelēz, Steelcase, British American Tobacco, GE Vernova, and Philip Morris, coaching AEs to multithread across risk, finance, and legal stakeholders.
• Used AI to build scalable sales enablement infrastructure for the team: bespoke deal defence system, business case generators, proposal frameworks, digital sales rooms, and coaching tools.
• Used data-driven analysis and conversion modelling to challenge an £8M annual target, securing a reset to £1.8M based on 6 FTE. Team ended 2025 at £1.3M at 3 FTE

• Doubled sales accepted opportunities in 12 months (H1 2023: 63 → H1 2024: 132) across New York and London BDR teams.
• Increased BDR-sourced closed revenue by 42% through outbound strategy overhaul, skills development, and ICP-aligned targeting.
• Built all pipeline management and tracking infrastructure from scratch: demand generation dashboards, stage-by-stage conversion metrics, and revenue attribution reporting.
• Rolled out ZoomInfo, LinkedIn Sales Navigator, Salesloft, and Sales Impact Academy; created adoption playbooks.
• Designed and delivered 3 quarterly GTM kick-offs, aligning cross-functional teams (sales, marketing, CS, leadership) on pipeline strategy and OKRs.

• Team drove £3.3M in BDR-sourced pipeline (Q2–Q4 2022) and £1.6M in Q1 2023 through outbound prospecting and new business acquisition strategy.
• Promoted to manage a team of 26 BDRS in Boston, London & Austrailia.
• BDR prospecting generated 76% of all new business closed revenue in Q1 2023 (68% in Q4 2022), validating the outbound-first GTM strategy.
• Aligned EMEA sales processes and training to the US team for consistent global execution; promoted 4 BDRs into team leader roles.
• Won ‘Most Engaged Team’ on anonymous company surveys in 2022 and 2023. Built a culture focused on coaching, mental health, and sustainable high performance.

• Hired, onboarded, and ramped 12 BDRs from scratch; rebuilt the team after a January restructure with zero existing playbook.
• Created all outbound sales enablement: prospecting playbooks, multi-touch cadences (phone, email, LinkedIn, video), competitive positioning, and rules of engagement.
• Developed culture and retention initiatives: monthly and quarterly quota clubs, coaching Wednesdays, and performance incentives, driving engagement and reducing attrition.

• Managed strategic partnerships with Salesforce and Bullhorn, representing 72% of CloudCall’s annual revenue. Focused on stakeholder management and joint go-to-market execution.
• Grew partner-referred leads by 120%, driving 88% increase in new business MRR through co-marketing and channel activation.
• Created cross-functional growth squad (product, support, data, sales, marketing) to align on partner strategy, competitive positioning, and market expansion.

• Employee number 3. Built lead generation team. 150%+ monthly quota attainment; team drove £50M+ in closed revenue for partners over final 2 years.
• Supplied Virgin’s Leased Line sales team with 40%+ of their revenue in 2019, winning them an internal award as highest performing team in the company.
• Grew PPC conversion from 8% to 42% (click-to-lead) with 1:28.7 ROI; increased organic traffic 136% via national SEO strategy. Won Website of the Year 2016.

• Managed 25-person team. Built corporate sales channel and new business acquisition strategy. Increased call monitoring scores 21% in one month.

• Top 5% nationally for 18 consecutive months as individual contributor. Promoted to manage 12 reps; team went from bottom to top performer nationally in 3 months (+72% sales uplift).