Rob Coyne

Responsible for the Northern Europe region which includes Scandinavia, Baltic States, Benelux, UK & Ireland - Field Revenue Team including Sales, Customer Success, Solutions Consulting, Value Engineering & Field Marketing. Revenue $125m with a team of 90 colleagues.

• Talent Acquisition for the region with in all areas. Introduced metric-driven performance KPI framework improving focus and accountability.
• Key Account Growth: Under his tenure, Northern Europe saw a significant increase in expansion revenue from Boots, HSBC, Selfridges, SEGRO, Dutch Tax Office, Ericsson, Volvo
• Consolidation Deals: He has delivered several "Mega-Deals" where clients consolidated disparate software vendors onto the HCL platform to reduce TCO
• Created GTM Vertical Strategy for territory across Public Sector, Utilities, Defence, Retail, Financial Services & Telecoms
• Strengthening the Regional Partner EcoSystem across Distribution, GSI's, VARS & ISV's.

Assisted in leading and managing enterprise go-to-market activities across EMEA region.

• Improved corporate strategy by identifying and implementing key business initiatives.
• Implemented new technologies, improved productivity levels across the organisation.
• Supported sales, customer success, solutions consulting, value engineering, and professional services.
• Contributed to maintaining best performing region for two consecutive years by securing enterprise clients like Vodafone, HSBC, Lloyds, TUI, Iberia, Lufthansa, and Radisson.
• Aided in driving revenue growth from just under $40m to $75m.
• Facilitated cost-cutting measures and marketing strategies to enhance profitability.
• Supported acquisition negotiations to assist market expansion efforts.
• Contributed to operational improvements for enhanced efficiency and customer satisfaction.
• Assisted in creating succession planning programme to ensure leadership continuity.
• Helped direct restructuring efforts to achieve a leaner enterprise.

Entrepreneurial general manager leading international business growth & operations across, Europe, Americas, ANZ and Asia. With special focus in scaling SaaS start-ups, transformation/turnaround of declining business units, and creation of new multi channel business streams, with multi million pound revenues.

Range of experience in SaaS, Martech, Customer Experience, ERP, CRM, business intelligence software, e-commerce and consultancy sectors, with demonstrable experience in building, managing & leading high performing teams and implementing GTM & business strategy.

Joined in March 2020 to build a Global Direct GTM Group consisting of sales, customer success, consulting, revenue operations and marketing following a change in direction from a OEM GTM strategy with SFDC.

Key highlights:- 1) Building a Global Team during Covid 2) Part of team that raised fi45m from UBS 3) Transformed Enterprise GTM Strategy 4) Significantly Improved Key Metrics such as ACV, TCV, NRR & NPS 5) Many Global logo's captured such as AT&T, Pfizer, Fedex, Ford, Telstra, Betway & Liverpool FC.

Successfully grew the business from $10m to $23m. A key figure in executive team that led the sale with Goldman Sachs for $260M. I then led the successful integration of Thunderhead and the enablement of the Medallia business

I enjoy businesses that are in a stage of growth that requires structure, process and improvement in its GTM business strategy. Hootsuite provided the perfect environment and I was tasked with culture change and transformation, whilst building an EMEA GTM expansion plan for their Social Media Platform.

To successfully build the business a critical success factor is to agree upon a common set of goals and the togetherness of individual teams and business functions working in the same direction.

I am focussed on building success cultures that are underpinned with repeatable scaleable processes, a collaborative environment with top talent. I relish the opportunity to come to a business and bring some order, fun and growth.

Key highlights:- 1) Took business from $23m to $75m 2) Built a successful EMEA business that had both an Enterprise (Value Model) & SME (VolumeModel) 3) Improved key SaaS Business metrics 4) First Seven Figure Logo capture followed by many more

Kenshoo was an early stage business operating in the Paid Media Space. It was a Sequoia backed business and I reported to the Global CRO based in America. I was tasked with the following:-

• Develop a strategic vision for EMEA to achieve revenue goals, growth, and increase market share
• Develop an expansion strategy to lead Kenshoo into additional markets across EMEA
• Actively foster an environment of teamwork, transparency, creativity, and continuous improvement
• Directly manage, mentor and expand our current sales team
• Collaborate with marketing to ensure we're running effective campaigns, fine- tune our existing efforts and run new experiments to raise awareness and generate qualified leads
• Build strong cross-functional relationships at executive / senior leadership levels across product & engineering, marketing, customer success and operations
• Work closely with revenue operations to set plans for execution, compensation, enablement, and incentive plans that will help EMEA to find and monetize new opportunities
• Cultivate relationships with relevant technology and agency industry partners to accelerate Kenshoo presence in the EMEA market

Grew Kenshoo from $8m to $20m in EMEA. Grew the team from 20 to 90+ colleagues. Success in securing some great global brands such as Expedia, John Lewis, Jaguar Land Rover & Odigeo

An array of leadership roles leading large Enterprise Sales Teams since the mid 1990's