James Gayton

• Company Overview: Sugar CRM
• Hired to lead the sales team and strategically position Sales- business for acquisition by driving revenue growth, improving sales performance, and aligning sales operations with the company's long-term acquisition goals.
• Increased revenue by 55% and delivered £3.3M in ARR
• Increased Total Contract Value (TCV) by 28%, showcasing the ability to close larger deals, and secure more profitable contracts.
• Built high-performing sales teams in the UK and spent several months in Chicago recruiting, implementing SaaS pods that were vertically aligned to sell into ecosystems.
• Implemented the Sandler and Sales IQ coaching framework that improved sales velocity and built a robust, qualified pipeline.
• Implemented a sales process built within Salesloft and HubSpot.
• Recruited SDR team in UK to call into North America building a 2m in 3 months

Award winning Telecommunications provider, helping business to achieve its goals and provide accurate and up to date information and advice to customer's.

Implemented sales process and marketing strategy which enabled the team and business to achieve a record result for the month of November.

Deployed Sandler sales methodology and built a coaching and development plan with each sales member.

Head hunted A players using LinkedIn, and no recruitment fees generated 18 leads via cold calling, and closed 80k ARR in 90 days of employment.

Implement sales process and sales metrics for the account management team.

• Implemented a new business strategy from partner driven to a direct model
• Recruited A-players who generated 500k pipeline in 4 months & closed £190k ARR from pure outbound cold calling
• Increased AOV BY 50%
• Close rates went from 1 in 8 to 1 in 4
• Deployed Sandler sales methodology
• Implemented 1:1 reviews, stand ups, commission plans, personal development plans and yearly UK sales plans
• Built sales enablement strategy using Zoominfo, Salesloft,HubSpot and Sitcom
• Left business due to lack of investment

• Company Overview: Aareon is the leading partner and driver of digital transformation to the UK Social Housing sector
• Implemented a new business strategy from being a tender driven sector to market making
• Utilising my 8 direct reports
• Deployed regular 121’s and stand ups and performance reviews
• Playing an integral role in the GTM team, developing the global business strategy for the next 5 years and setting actions for progress using the most appropriate resources, clear objectives and challenging targets
• Attracted ‘A Player’ talent and leadership & management to accelerate our transformation and growth ambition
• Proactive targeting of competitor customers for digital new business sales
• Aareon is the leading partner and driver of digital transformation to the UK Social Housing sector

• Independently and clearly articulate the Aareon Group strategic messaging to appropriate level customer contacts with a view to delivering new up sell and cross sell opportunities
• Accurately forecast monthly, quarterly and yearly opportunities thoroughly, with references to allocated budget, authority, qualified need and business case and timescales and the close plan/account plans for each that details the steps and actions for closure
• Implemented a new UK strategic sales operating model to drive one perpetual license to ARR
• Dedicated KAMs with specific targeted accounts do develop mid/long term strategy becoming trusted advisors
• Attract ‘A Player’ talent and leadership & management to accelerate our transformation and growth ambition
• Year 1 Target achieved 95%
• High quality Customer Engagement and operational excellence with my teams focused on creating customer value, delivery quality and Customer satisfaction

• Company Overview: Salesforce.com
• Empowers field workforce to build optimal routes that take into constraints such as account priority level and SLA requirements to ensure field teams are operating as efficiently and effectively as possible and driving more visits and enabling sales reps to drive revenue
• Salesforce.com

• Head hunted by Paul Black CEO of sales-i to build, manage and lead UK sales team
• Sales-i software proactively alerts sales teams to threats and opportunities within their customer base
• Eliminating time and cost and the complexity of accessing and analysing valuable business data, sales-i transforms this knowledge into targeted, high quality sales opportunities
• Recruited and built a team from scratch and mentored a team of 24 to continue new business growth
• Structured team into lead generation and sales demonstrators and closers with a repeatable sales process that can scale the team with new recruits
• Increased new business wins from 4 to 14 - six months from start date
• Close rates went from 1 in 12 to 1 in 4 seen meetings
• Built a sales tool kit to support the solution selling approach, cold call script, qualification and demonstration frameworks, acquired case studies and testimonials promoting our product and fact-finding tools
• Helped the CEO set up the U.S
• Operation in terms of transferring sales best practice from the UK to U.S
• Using Sandler, deployed sales process for UK and U.S team in Chicago, focusing on mind maps, lead generation/prospecting, pipeline management, forecasting, CRM work flow, global marketing strategy, channel engagement and closing techniques
• Reported into CEO and produced a monthly board report for investors
• Including performance, activity and conversion KPI’s, forecasts, pipeline, risks and upsides
• Designed and built KPI reporting in CRM/HubSpot with the Marketing Director to ensure we had end to end reporting on lead gen and conversion rates
• Consistently sold and won against alternative vendors such as SAGE CRM, Salesforce.com, PHOCAS, Vecta, ERP reporting modules, Cognos, Sugar CRM, ForceManager and QlikView
• Increased cost of software licenses by 200% and simplified pricing structure netting increased margin and monthly recurring revenue
• Implemented 1:1 reviews, stand ups, commission plans, personal development plans and yearly UK sales plans
• Year 1 achieved 70% of target
• Year 2 achieved 123% of target
• Year 3 achieved 120% of target

• Company Overview: An early-stage company founded in 2004
• OmPrompt provides cloud-based solutions to the customer facing supply chains of the world’s leading companies
• Responsible for generating new business and to drive revenue from existing accounts globally within the Food and Drink sector, customers included Kellogg, Heinz, SC Johnson, Alpro and SAB Miller
• Doubled number of clients within the first 12 months
• Simplified pricing structure making it easier for customers to buy
• Organised and compered two industry events per year, establishing myself as a trusted authority
• Selling to line of business (primarily Supply Chain, Customer Services) typically at VP level
• An early-stage company founded in 2004
• OmPrompt provides cloud-based solutions to the customer facing supply chains of the world’s leading companies

• JAG Generation was set up as a lead generation business to help generate high level opportunities for technology and software businesses
• My clients included Vecta Software, OmPrompt, HiyaGroup and VoiceSage
• Would typically do 70 dials a day to book 2 qualified new business meetings

• Head hunted by Kevin McGirl who was previous Managing Director at Vecta Software
• Sales-i software proactively alerts sales teams to threats and opportunities within their customer base
• Eliminating time and cost and the complexity of accessing and analysing valuable business data, sales-i transforms this knowledge into targeted, high quality sales opportunities
• Responsible for cold calling and generating opportunity within the U.S and UK Aftermarket
• Cold calling, creating marketing campaigns, building partner channels and referrals schemes
• Trained several new starters in sales technique, elevator pitch and ecosystem

• Company Overview: The world's first online market for technology funding offering a true web service to the finance community
• Head hunted by Justin Floyd who was previous CEO at Vecta Software
• Responsible for generating new business for organisations who wanted a leasing partner for asset finance
• Cold calling, sending creative marketing campaigns through Salesforce.com
• Working with technology companies and ERP vendors for Smartfundit.com to their number one leasing partner
• The world's first online market for technology funding offering a true web service to the finance community

• Company Overview: Vecta’s sales intelligence software helps wholesales and distribution organisations to increase sales to their customers: converting transactions into intelligence into action
• Transitioned company from selling SMB organisations (mostly UK-based stationary suppliers) to national and global enterprises
• New business customers included Screwfix, FIAT, Ferrari, European Exhausts and Catalysts, BMW, IVECO and Suzuki
• Vecta was sold to EDP PLC in 2006 Q4
• Vecta’s sales intelligence software helps wholesales and distribution organisations to increase sales to their customers: converting transactions into intelligence into action