Tess Fezzuoglio
Summary
Commercial sales leader with a proven track record of driving revenue growth, leading international teams, and delivering commercial transformation across PE-backed and enterprise organisations. Consistently exceeds targets, including 108% regional performance (YTD) and 154% quota attainment in enterprise new business roles. Experienced in building and scaling high-performing teams, from startup environments through to complex multi-region sales organisations. Strong background in designing and implementing sales operating models, CRM systems, and commercial frameworks that improve forecasting, pipeline visibility, and execution. Skilled in leading C-suite enterprise sales across long-cycle, high-value deals. Known for combining strategic leadership with hands-on delivery to build high-performance, scalable sales organisations.
Overview
11
11
years of professional experience
4
4
years of post-secondary education
Work history
Head of Sales - Northern Europe
Onclusive
London
2025.02 - Current
- Promoted to lead multi-region sales across Northern Europe and the Middle East, driving 108% revenue attainment (YTD).
- Own end-to-end commercial strategy, from forecasting through to execution, across diverse international markets.
- Built a high-performing sales organisation, improving conversion, profitability, and team capability.
- Optimised sales operations and commercial processes to improve profitability, pipeline quality, and conversion rates.
- Delivered operational transformation through CRM implementation, process optimisation, and cross-functional alignment.
- Negotiated and closed high-value strategic contracts, contributing to revenue growth and long-term client value.
- Drove new business and market expansion initiatives, identifying and penetrating untapped opportunities across multiple regions.
- Key leader in scaling a PE-backed business, driving growth, structure, and commercial discipline.
Commercial Director of New Business - UKI
Onclusive
2023.02 - 2026.02
- Headhunted to transform UKI commercial operations, building a structured sales function from a fragmented baseline.
- Designed and implemented a structured sales operating model from the ground up, including methodology, proposal standards, and contracting processes.
- Achieved 111% target in Year 1, establishing a scalable new business engine.
- Led commercial transformation across UKI, clearly separating New Business, Cross-sell, and Customer Success functions - a model later adopted globally across the organisation.
- Owned the implementation of a new CRM system across all sales teams, standardising pipeline management, improving data integrity, and enabling more accurate forecasting and performance visibility.
- Trusted leader in navigating high-pressure environments and organisational disruption, maintaining momentum through external challenges.
Senior Business Development Manager
Streem
Sydney, Australia
2020.01 - 2022.12
- Built and scaled enterprise sales capability within a high-growth startup, delivering 154% quota attainment ($2.16M revenue).
- Closed complex, high-value deals (up to $420K) with senior stakeholders across Australia’s largest corporations.
- Instrumental in establishing sales infrastructure, CRM systems, and go-to-market strategy in a greenfield environment.
Client Solution Director
Isentia
Sydney, Australia
2015.09 - 2019.12
- Rapidly promoted from Account Executive to Director, reflecting sustained commercial impact and leadership performance.
- Owned a portfolio of top-tier enterprise clients, delivering >90% retention and consistent revenue growth.
- Scaled and led multi-team client organisations (15+), driving excellence in customer success and account management.
- Strengthened market position through strategic account development and operational improvements.
Education
Bachelor of International Communications -
Macquarie University
Sydney, Australia 2009.01 - 2012.12
Scholarship in International Communications -
New York University
New York, United States of America 2012.04 - 2012.08
Skills
- Sales Coaching
- Forecasting & budgeting
- In dept CRM knowledge
- Sales Leadership
- Performance tracking
- Contract negotiation
Timeline
Head of Sales - Northern Europe
Onclusive
2025.02 - Current
Commercial Director of New Business - UKI
Onclusive
2023.02 - 2026.02
Senior Business Development Manager
Streem
2020.01 - 2022.12
Client Solution Director
Isentia
2015.09 - 2019.12
Scholarship in International Communications -
New York University
2012.04 - 2012.08
Bachelor of International Communications -
Macquarie University
2009.01 - 2012.12