Oliver Hughes
Warboys
Summary
Results-focused Strategic Account and Customer Success Leader with a proven history of managing high-value relationships and exceeding targets as a manager and individual contributor. Demonstrated expertise in executing strategies for customer retention, driving account expansion, and ensuring continuous improvement within high-pressure environments. Excels at translating complex technical requirements, engaging stakeholders, and functioning as a trusted advisor to secure long-term client success and revenue growth.
Overview
9
9
years of professional experience
Work History
Director of Strategic Accounts
Tanium
04.2025 - Current
- Developed and executed strategies for customer retention and account expansion, ensuring long-term client success and enhancing overall account performance.
- Maintained full lifecycle ownership for strategic enterprise accounts comprising 5,000-10,000 endpoints, acting as the primary point of contact for complex client needs.
- Drove £300k in annual recurring revenue alongside professional services, optimizing client ROI and contributing to a total contract value exceeding £650k.
- Exceeded performance targets by 86% within the first year by deeply understanding client environments and securing continuous product adoption.
Sales Manager UK&I
KnowBe4
London/Leeds
07.2024 - 02.2025
- Led post-acquisition efforts to integrate the Egress product suite into existing KnowBe4 customer environments, maximizing platform adoption and enhancing market penetration.
- Collaborated with cross-functional leadership to align team operations and messaging, ensuring a streamlined and unified go-to-market approach for client onboarding.
- Managed pipelines and resource allocation efficiently to maintain a consistent flow of successful renewals and strategic expansion objectives.
- Coached and motivated staff to continuously improve customer engagement strategies through personalized development plans.
Sales Manager
Egress Software Technologies (Acquired by KnowBe4)
London
04.2023 - 07.2024
- Facilitated key strategic client relationships by conducting deep discovery, engaging stakeholders, and validating technical requirements to ensure optimal product fit.
- Functioned as a technical advisor and sales engineer for the team, leveraging advanced knowledge of email infrastructure and product architecture to support complex implementations.
- Led a team of seven in expanding existing accounts and acquiring new business across EMEA, successfully doubling the average deal size.
- Secured the largest global account in company history (£350k TCV) by building robust client partnerships and value-driven business cases.
- Chaired team meetings and provided actionable insights on performance metrics, strategy, and market trends to align the team around customer success principles.
- Achieved consistent 30% year-on-year growth from 2021 to 2025, operating with a £1.3M quota in 2024.
- Developed and trained Account Executives and Business Development Representatives, directly mentoring two into strong, quota-carrying roles.
Team Lead - Corporate and Public Sector Sale EMEA
Egress Software Technologies
London
07.2021 - 04.2023
- Supported advanced technical solution design and account progression through hands-on coaching and active involvement across the entire client lifecycle.
- Monitored team performance and implemented training programs to increase team efficiency in client management and problem resolution.
- Managed conflict resolution within the team, promoting a highly productive and positive work environment focused on shared customer success.
- Led staff meetings to communicate changing priorities, delegate tasks, and assign workloads effectively based on client demands.
Team Lead - Corporate Sales EMEA
Egress Software Technologies
London
01.2021 - 07.2021
- Supported representatives in client qualification, technical demonstrations, negotiation, and post-call coaching to enhance long-term relationship building.
- Provided dedicated technical expertise, acting as a sales engineer to ensure client requirements were met during critical deployment phases.
- Fostered collaboration within a two-person team to achieve collective goals and ensure consistent client satisfaction..
Account Executive
Egress Software Technologies
London
01.2020 - 01.2021
- Employed a highly consultative, value-driven approach to full-cycle account management, ensuring solutions strictly aligned with specific client needs.
- Built strong, multi-level stakeholder relationships, developing comprehensive business cases that effectively addressed complex security challenges.
- Recognized specifically for the ability to simplify complex security concepts, significantly improving client understanding, engagement, and product adoption.
- Won the Best New Company Logo award (2020) for initiating and securing the largest strategic account from initial outreach to successful implementation.
- Consistently overachieved, reaching 150%+ of retention and performance targets.
Business Development Representative
Egres Software Technologies
London
07.2019 - 01.2020
- Engaged corporate accounts through multi-channel outreach, generating crucial initial stakeholder meetings and building the largest pipeline contribution in company history.
- Demonstrated strong commitment and exceeded expectations, resulting in a rapid promotion within six months.
- Achieved 200%+ of initial target metrics through highly focused account targeting and communication.
Project Chemist - Industrial Placement
AkzoNobel
Slough
07.2017 - 07.2018
- Designed and executed experimental plans, analysed results, and communicated insights to senior stakeholders for informed decision-making.
- Delivered presentations to senior executives, highlighting technical value and product differentiation to enhance understanding and support strategic initiatives.
- Executed laboratory tasks while strictly adhering to health and safety regulations.
- Conducted routine inspections and maintenance on lab equipment to ensure optimal functionality.
- Thoroughly cleaned laboratory equipment and instruments to ensure precision in lab results.
Education
Bachelor of Science - Chemistry
Sheffield Hallam University
Sheffield01-2019
A-Levels - Chemistry, Maths, Geography, and Physics
Caroline Chisholm School
Northampton01-2015
Skills
- Customer Success & Account Management: Customer Retention, Account Expansion Strategy, Stakeholder Engagement, Strategic Planning
- Technical Advising: Sales Engineering, Validating Technical Requirements, Simplifying Complex Concepts, Product Architecture, Sales Tools Proficiency
- Leadership & Operations: Team Leadership, Training & Coaching, Problem Solving, Pipeline Management, Cross-Functional Communication
Timeline
Director of Strategic Accounts
Tanium
04.2025 - Current
Sales Manager UK&I
KnowBe4
07.2024 - 02.2025
Sales Manager
Egress Software Technologies (Acquired by KnowBe4)
04.2023 - 07.2024
Team Lead - Corporate and Public Sector Sale EMEA
Egress Software Technologies
07.2021 - 04.2023
Team Lead - Corporate Sales EMEA
Egress Software Technologies
01.2021 - 07.2021
Account Executive
Egress Software Technologies
01.2020 - 01.2021
Business Development Representative
Egres Software Technologies
07.2019 - 01.2020
Project Chemist - Industrial Placement
AkzoNobel
07.2017 - 07.2018
Bachelor of Science - Chemistry
Sheffield Hallam University
A-Levels - Chemistry, Maths, Geography, and Physics
Caroline Chisholm School