Dondre Blackham

AI-native revenue optimisation platform for hotels, using real-time data and machine learning to dynamically improve pricing strategy.

• Drive new business acquisition and account expansion across 70+ hotel groups, targeting revenue, revenue management, and operations stakeholders across international markets.
• Close enterprise deals by engaging C-level and senior hospitality decision-makers (Owners, GMs, Revenue Directors), aligning product value directly to RevPAR, ADR, and occupancy growth.
• Build and execute outbound-first territory strategy, generating pipeline through cold outreach, strategic referrals, hospitality networks, and industry events across multiple regions.
• Deliver high-impact, data-led product demonstrations translating pricing intelligence into measurable revenue uplift and operational efficiency gains.

Cloud-based EPOS and payment/hardware technology provider serving hospitality and retail businesses.

• Joined as the company's Founding Account Executive, helping establish the commercial sales function and support early-stage revenue growth.
• Played a key role in developing the company's go-to-market (GTM) strategy, identifying target customer segments, ideal customer profiles and market positioning within hospitality and retail sectors.
• Built and refined the sales playbook from the ground up, creating prospecting frameworks, discovery methodologies, objection-handling processes and sales workflows.
• Identified expansion and upsell opportunities within existing accounts, contributing to increased recurring revenue and customer lifetime value.
• Generated and closed 15+ new business deals per month, consistently contributing to company revenue growth during a critical scaling phase.
• Conducted consultative discovery sessions with hospitality operators, retailers and multi-site businesses to identify operational inefficiencies and technology requirements.

• Generated approximately £380,000 in annual revenue through new business acquisition across hospitality, retail and service sectors by selling in person.
• Consistently exceeded targets by securing 20+ new merchant agreements every month.
• Acquired and onboarded more than 100 business customers through strategic prospecting and territory management.
• Built a predictable pipeline through field prospecting, referral generation and local business networking.
• Ranked among top-performing field sales representatives through disciplined activity management and pipeline generation.
• Negotiated commercial agreements directly with business owners and senior decision-makers.
• Led a small team of field executives.

• Owned a high-value enterprise territory of 100+ restaurant groups, driving both new commercial expansion and strategic revenue growth across existing and whitespace opportunities.
• Built and maintained a strong outbound pipeline of multi-site restaurant groups, leveraging market mapping, competitive intelligence, and targeted prospecting.
• Led complex commercial deal cycles end-to-end — from first contact through negotiation, pricing strategy, and contract close.
• Influenced senior stakeholders (founders, owners, CFOs) through consultative, insight-led selling and data-driven business cases.
• Consistently executed outbound-led growth strategies, identifying, prospecting, and converting high-potential hospitality groups into scalable long-term Uber Eats partners.
• Generated £1M+ incremental revenue through a combination of new business expansion, upsell execution, and strategic commercial negotiations.

• Closed a £2.2M enterprise SaaS deal, leading a complex, multi-stakeholder sales cycle involving executive leadership, procurement, finance, and operational teams through to close.
• Managed a £3M+ enterprise pipeline across EMEA and international growth markets, targeting airlines, logistics providers, and transportation organisations through structured outbound engagement and strategic deal progression.
• Conducted executive discovery workshops, ROI assessments and solution presentations tailored to C-suite stakeholders.
• Developed relationships with CEOs, CFOs, COOs, Commercial Directors and Revenue Leaders across enterprise accounts.
• Maintained a 40% close rate across qualified enterprise opportunities through disciplined MEDDIC qualification and value-based selling.
• Built territory plans and account strategies targeting high-value enterprise organisations and strategic growth opportunities.
• Leveraged Salesforce forecasting and pipeline management best practices to improve visibility and revenue predictability.
• Generated entire pipeline through outbound cold calling and LinkedIn campaigns.