Warrick Lydford
London,UK
Summary
Resilient professional with expertise in data and cloud infrastructure across platforms such as GCP, AWS, and Azure. Seeking an Account Executive role that values dedication and hard work. Proficient in technical and business discovery, driving new logo acquisition and territory development. Experienced in engaging C-level executives and leveraging technology to maximise results.
Overview
14
14
years of professional experience
4
4
years of post-secondary education
Work history
Enterprise Account Director, UKI
dbt Labs
London, UK
2025.01 - 2025.11
- Revenue Attainment: Q1 (Ramp) - 112%, Q2 - 55%, Q3 - 121%
- Lead enterprise & digital native's customer relationships across the UK, guiding migrations from legacy ETL and open source dbt to dbt Platform to drive performance, governance, cost efficiency and data culture change.
- Guiding prospects through discovery, technical and business value assessments in partnership with a dedicated Solutions Engineer/CE
- Partner closely with Data Platform vendors on collaborative sales processes, transacting through various marketplaces.
- Consistent overachievement with regards to Pipeline Generation across personal PG, SDR, Channel & Marketing (120%+ each quarter)
- Partnering with one Sales Development Representative, Channel and Marketing to drive engagement and generate pipeline
Enterprise Account Executive
SenseOn (Series A)
2024.01 - 2025.01
- Served as the sole Enterprise AE covering the >3,000-employee segment, owning £3M in existing business and full new-logo quota, reporting directly to the CEO.
- Achieved 141% quota in Q3 2024, personally generating £134K ACV and leading a US expansion experiment that delivered £300K ACV across the team.
- Drove a new Channel-First strategy, resulting in £1.4M joint pipeline, and delivered MEDDICC training to the GTM organization.
Interim
Manager, Business Development & Inside Sales
2023.03 - 2024.01
- Built and scaled the SDR/BDR organisation to 6 representatives, implementing coaching & performance management, reporting directly to the CEO.
- Coached all team members to quota attainment within their ramp period, promoting 3 BDRs to Commercial AE roles.
Account Executive – Enterprise UK
Rivery (Series B) - (Now Boomi)
2022.08 - 2023.03
- Founding EMEA AE for cloud-native ELT/ETL vendor; targeted $1 B+ enterprises while managing the entire UK install base.
- Generated and closed $85K ACV in the first ramp quarter (212%).
Commercial Account Executive – NEMEA
Confluent (Series C → IPO)
2019.10 - 2022.06
- Owned full-cycle sales for 100+ commercial and digital native accounts (<$1 B revenue) across NEMEA.
- Achieved 154 % of FY22 quota in H1 and closed largest ever Commercial EMEA deal ($450 K ACV / $1.35 M TCV).
- Consistent overachievement: FY20 111 %, FY21 124 %, FY22 154 %.
- Partnered with Customer Engineers to understand prospects' existing stack and to identify real-time streaming use cases for Confluent Cloud.
Sales Development Representative – Named Accounts
Confluent (Series C)
2018.05 - 2019.09
- Pipeline generation across Confluent's largest target organisations across NEMEA; discovery, reporting & forecasting; opportunity management; relationship management; and account expansion planning.
- H2'18: 160% Opportunity Generation Attainment; $4.62M pipeline generated within key accounts.
- $1.1M closed pipeline — top-performing SDR in Enterprise EMEA.
Sales Development Representative (UK&I)
Google UK – Google Cloud Platform (Contract via Adecco)
London
2017.03 - 2018.05
- Generated $5.1 M+ pipeline for GCP through outbound and event campaigns.
- Partnered with AEs & CEs to define migration business cases.
- Completed Google Cloud Green Belt training (Compute, Storage, Databases, Big Data & ML).
Service Delivery Manager – Hybrid Cloud
Rackspace Technology
London
2016.06 - 2017.03
- Managed renewals, service delivery, and hybrid-cloud migrations (Rackspace → AWS / GCP).
- Identified and executed customer migration opportunities from legacy hosting to public cloud.
- Achieved +62 NPS across customer portfolio.
Online Sales Manager
Rackspace Technology
London
2014.02 - 2016.06
- Managed a team of 28 (14 FTEs & 14 interns); responsible for lead distribution, discovery and qualification processes and reporting on individual and team quotas.
- Led team to record-breaking quarter for pipeline generation and conversion rates globally.
Online Sales Executive
Rackspace Technology
London
2012.04 - 2014.02
- Consistently top performer for lead-to-opportunity and opportunity-to-close conversion.
- Invited to ‘Rackstar' (President's Club) to recognise top performance.
- Completed OpenStack certifications: Cloud Basics, Cloud Smart, Cloud Confident.
Education
A-Levels - History, Biology, Photography
Park House Sports College
Berkshire 2009.09 - 2011.07
GCSEs - History, Biology, Triple Science, English, IT, Sport, Photography
Park House School
Berkshire 2007.09 - 2009.07
Skills
- Google Cloud Green Belt (Compute, Storage, Databases, Big Data & ML)
- MEDDICC certification
- Command of the message
- Confluent Cloud practitioner
- Technology expertise: GCP, AWS, Azure, Snowflake, Databricks, dbt, Confluent, ELT/ETL, Event Driven Architecture
- Sales tools: Salesforce, Outreach, HubSpot, Clari, ZoomInfo, LinkedIn, Sumble, Lucid
- New logo acquisition
- Territory development
- Selling to Digital Natives & Startups
- Data and cloud infrastructure
- C-level engagement
- Value selling
- Sales management
- Competitor intelligence
Accomplishments
- Closed the largest Confluent Cloud Commercial EMEA deal to date – $1.35 M TCV / $450 K ACV.
- Consistently generated £1M+ annual new-logo pipeline within UK enterprise segments.
- Built and scaled two high-performing sales development teams (SenseOn, Rackspace).
- Recognised for greenfield territory growth, channel collaboration, and solution-based selling.
Affiliations
- Sports, Gaming, Cooking, Travelling, Live Music, Tech
Timeline
Enterprise Account Director, UKI
dbt Labs
2025.01 - 2025.11
Enterprise Account Executive
SenseOn (Series A)
2024.01 - 2025.01
Interim
Manager, Business Development & Inside Sales
2023.03 - 2024.01
Account Executive – Enterprise UK
Rivery (Series B) - (Now Boomi)
2022.08 - 2023.03
Commercial Account Executive – NEMEA
Confluent (Series C → IPO)
2019.10 - 2022.06
Sales Development Representative – Named Accounts
Confluent (Series C)
2018.05 - 2019.09
Sales Development Representative (UK&I)
Google UK – Google Cloud Platform (Contract via Adecco)
2017.03 - 2018.05
Service Delivery Manager – Hybrid Cloud
Rackspace Technology
2016.06 - 2017.03
Online Sales Manager
Rackspace Technology
2014.02 - 2016.06
Online Sales Executive
Rackspace Technology
2012.04 - 2014.02
A-Levels - History, Biology, Photography
Park House Sports College
2009.09 - 2011.07
GCSEs - History, Biology, Triple Science, English, IT, Sport, Photography
Park House School
2007.09 - 2009.07