Matt Stevens

At Similarweb, my leadership was defined by driving performance through efficiency. Amid significant organisational changes, including multiple headcount reductions and team restructures, I successfully optimised the SDR function to maintain, and even exceed, pipeline generation goals. By refining processes, elevating talent, and focusing on high-impact activities, I preserved a high-performing culture that consistently delivered strong revenue and pipeline results despite reduced resources.

• Delivered $2.2M in net new revenue in 2023 (105% YoY growth), and $2.05M in 2024, achieving 75% of a $2.7M annual target during a period of organisational realignment, including $1.4M in H1 2024 (104% to H1 goal).
• Surpassed 2024 pipeline goal, generating £13.73M against a £12.82M target (107%) despite headcount reductions.
• Increased average deal size by 65% to £54K in 2024 through strategic account segmentation, and defined named account lists.
• Increased deal volume from 33 to 57 (YoY '23-'24), improving win rates from 5% to 13–17% during tenure.
• Led SDR org redesigns during downsizing, preserving 95% of pipeline output with 40% fewer resources.
• Developed SDR career progression framework; 3 SDRs promoted internally to Inside Sales teams in 2024.
• Launched MIR (Inbound SDR) intake programme, reducing time-to-hire and creating a high-quality talent pipeline, enabling rapid backfill of roles and seamless promotion of top performers, with four advancing into the core SDR team.

• Restructured SDR team from 14 to 8 by optimising outbound cadence strategy and aligning reps to accounts based on language fluency and ownership tiers—driving efficiency gains that increased completion rates from 67% to 83% and improved win rates from below 6% to 17%.
• Engineered a data-driven, 18-step outbound cadence that tripled SDR outreach and doubled qualified meetings.
• Generated $1.07M ARR in Year 1, representing 33% YoY rise from '21 to '22 alongside 27% YoY deal size growth from $26,250 to $32,500.

My time at Trustpilot was defined by scaling the rocketship—from startup to IPO—as I built and led high-performing SDR and Inside Sales teams that consistently outpaced pipeline and revenue expectations. I began with a lean team of 4 reps and, over five years, scaled the function to 18 across outbound SDRs (10), inbound SDRs (3), and Inside Sales BDMs (5), transforming a £200K quarterly revenue baseline into a £2M+ quarterly revenue-generating engine.

Quarter after quarter, my teams achieved 150% to 200% of target (SQO & revenue), raising the bar so consistently that our record-breaking performance often became the next quarter's benchmark. This momentum drove deeper investment in the function and cemented Sales Development as a key growth lever.

To sustain this scale and performance, I implemented structured outbound and inbound cadences, optimised account coverage by segment and territory, introduced new incentive plans, and developed clear promotion pathways to retain and advance top talent—all while fostering a culture grounded in inclusion, coaching, and commercial discipline. I also introduced a lead-scoring framework and defined SLAs by score to ensure timely, high-quality follow-up and maximise conversion efficiency across the funnel.

• Built and led a new Inside Sales team of five Business Development Managers, primarily promoted from within (SDRs and existing sales talent)—achieving 110% of target in the team's first half post-launch (H2 2021), generating £412,500 against a £375,000 goal
• Focused the team on SMB inbound leads while developing self-sourced outbound pipeline based on Ideal Customer Profiles (ICPs) and competitor segments where we had strong win rates
• Collaborated closely with Marketing and Sales Ops to drive ICP-based lead generation, align on scoring models and SLAs, and ensure a consistent flow of high-quality opportunities
• Led a team of 13 SDRs, subsequently structured under two SDR Managers; maintained a high-performance culture through coaching, enablement, and a focus on metrics and development
• Introduced structured cadences, KPI frameworks, performance management and promotion pathways to elevate SDR performance and support sustainable team development
• Designed and implemented commission plans and ambitious targets aligned with company GTM strategy and revenue goals
• Achieved record ADR team performance across inbound and outbound channels, delivering £2.2M in quarterly revenue against a £1.08M target
• Driving over 60% of UK sales revenue via SDR-sourced SQOs, establishing the team as the engine of pipeline generation and sales momentum
• Developed career progression frameworks and internal mobility pathways that resulted in multiple promotions into Sales, Account Management, and Customer Success functions
• Hired 2 SDR Managers and 1 Sales Manager as part of a structured succession plan to support continuity during my transition out of the business
• Selected for Trustpilot’s first global AllStar programme—recognised as one of the top 20 performers company-wide and the only commercial leader selected from the UK office; awarded President’s Club in both 2017 and 2018 for top team performance

• Took ownership of a newly formed ADR team of 4, establishing core processes, workflows, and performance expectations to create a scalable, high-performing foundation.
• Defined the ADR role, implemented baseline KPIs, and introduced structured call coaching and training for consistent development.
• Initiated the design of the inbound ADR motion and piloted initial strategies for handling high-intent leads.
• Collaborated closely with Sales and Marketing leadership to align qualification criteria and optimise lead handover processes.
• Championed a performance-driven team culture focused on learning, collaboration, and early wins, laying the groundwork for future headcount expansion and revenue growth.

Responsible for developing new business across multiple sectors. Working to develop and close new business opportunities whilst providing a first class service within the UK Market.

- Consistent achievement of monthly quota, and exceeding meeting goals leading to offer of team leader role.
- Most meetings secured within business development in 2016.
- Sharpshooter award 2016 for quota attainment.
- Full Sandler sales training in Copenhagen resulting in passing sales assessment with distinction.

• Consistently exceeded monthly, quarterly, and annual KPIs, achieving 105% in Year 1, 120% in Year 2, and 140% in Year 3, ranked 2nd highest performer in a team of 5.
• Sold a wide portfolio of commercial products, including market reports, event sponsorships, conference and awards tables, and exhibition space.
• Built and maintained strong relationships with C-level decision-makers across the independent health and social care sectors.
• Played a key role in driving revenue growth across flagship industry events and publications.

• Worked in a high-volume, KPI-driven B2C telesales environment, engaging prospective clients to promote and sell products, trials, and subscription services.
• Delivered consistent performance across multiple campaigns, often supporting field sales by securing qualified appointments.
• Maintained strong conversion rates while juggling flexible availability between theatre contracts.
• Regularly re-engaged by the business due to strong sales performance and reliability during peak campaign periods.