Candidate JSON
{
"workHistory": [
{
"title": "Sales Director",
"company": "[client] (global media-intelligence SaaS), United Kingdom",
"startDate": "2022-01",
"endDate": null,
"description": "Led the evolution of the UK sales organisation from a small, process-light team into a multi-team commercial function spanning two territories, with responsibility for revenue performance, sales strategy, forecasting, team development and GTM execution. Built the commercial operating model behind sustained growth: sales process, pipeline discipline, GTM technology, competitive-selling framework, attribution and forecasting. Scaled total department revenue to $18.2M ($14.08M cumulative ARR plus $4.13M multi-year contract value; $13.8M generated during the Sales Director period). Improved close rate from 20% to 37-40% and average deal size from $5K to $17.5K while running a leaner 10-11 person sales organisation than the department's peak headcount. Shifted the revenue mix to a systematic outbound-led motion: 76% of department revenue sales-generated. Inherited an underperforming second territory and grew its revenue 71% over three years, more than doubling revenue per rep. Introduced a multi-year contract strategy in 2024 to raise contract lifetime value. Developed internal sales talent into autonomous territory leads; the department achieved President's Club performance four consecutive years 2022-2025.",
"isCurrent": true
},
{
"title": "Sales Manager",
"company": "[client] (global media-intelligence SaaS), United Kingdom",
"startDate": "2018-08",
"endDate": "2022-01",
"description": "Joined to lead a five-person sales team operating without a formal sales process and built the core commercial infrastructure from the ground up. Created the sales process, GTM technology stack and competitive-selling framework across Salesforce, Gong, Cognism, Seamless.ai and LinkedIn Sales Navigator; elements were subsequently adopted company-wide. Grew department revenue 4.2x in three years to $2,151,359, including 101% year-on-year growth.",
"isCurrent": false
},
{
"title": "Head of Media Monitoring - Global Markets",
"company": "Dow Jones (WSJ | Financial News | Private Equity News), United Kingdom",
"startDate": "2014-06",
"endDate": "2018-08",
"description": "Built a new fee-based partnership and copyright licensing revenue stream providing clients with API, full-text and AI-driven access to Financial News content. Sold subscription and copyright licences into banking, asset management, private equity, hedge funds, trading, legal and FinTech accounts, developing sales and pricing strategies with Marketing and Technology. Closed the largest new-business Media Monitoring portfolio at Financial News (£120,000); managed a £1.5M+ renewals book alongside £550,000 of Media Monitoring spend.",
"isCurrent": false
},
{
"title": "Sales Manager, Global Markets",
"company": "Procurement Leaders",
"startDate": "2013-01",
"endDate": "2014-06",
"description": "Led a five-person team selling high-value memberships and sponsorship to senior pharmaceutical, FMCG and industrial leaders.",
"isCurrent": false
},
{
"title": "Sales Manager, Global Power Markets",
"company": "GlobalData",
"startDate": "2012-01",
"endDate": "2013-01",
"description": "Led a six-person team selling business-intelligence solutions into oil & gas; achieved the highest year-on-year growth company-wide in 2012.",
"isCurrent": false
},
{
"title": "Senior Account Executive",
"company": "Datamonitor",
"startDate": "2008-01",
"endDate": "2012-01",
"description": "Full 360-degree sales cycle across prospecting, business development and close, including a secondment to New York.",
"isCurrent": false
},
{
"title": "PR Assistant / Office Manager",
"company": "FleishmanHillard",
"startDate": "2005-01",
"endDate": "2007-01",
"description": "First role after the Oxford Media and Business School diploma.",
"isCurrent": false
}
],
"educationHistory": [
{
"institution": "Oxford Media and Business School",
"degree": "Marketing & Media Training Diploma (Merit); Professional Certificate in Marketing",
"field": "Marketing and media",
"graduationYear": 2005
},
{
"institution": "Milton Abbey School",
"degree": "3 A Levels",
"field": null,
"graduationYear": 2002
}
],
"matching": {
"classificationReasoning": "Commercial sales leader with 20 years of B2B sales experience, around eight of them building and leading sales operations inside an international SaaS business ([client], global media-intelligence SaaS). Joined in 2018 to lead a five-person team with no formal sales process; built the commercial infrastructure (process, GTM stack, competitive framework) that grew the function into a multi-team organisation generating more than $18M. As Sales Director (2022-present) owns revenue performance, sales strategy, forecasting, team development and GTM execution across two territories; measurable operating record: close rate 20% to 37-40%, average deal $5K to $17.5K, 76% sales-generated revenue on an outbound-led motion, +71% territory turnaround, President's Club four consecutive years. Earlier: new revenue-stream creation and enterprise licensing at Dow Jones, and sales-management and full-cycle roles at business-intelligence and membership businesses. Targeting VP Sales / VP Revenue / Sales Director / Head of Sales / CRO / Commercial Director / VP GTM seats, or GM/MD with genuine revenue ownership, at growth-stage B2B SaaS, enterprise software or AI-enabled technology businesses: the mandate he wants is owning sales and GTM strategy, building and scaling the team, and professionalising the commercial organisation, not purely operational sales management.",
"role": {
"primaryTitle": "VP Sales",
"titleSynonyms": [
"Vice President of Sales",
"VP Revenue",
"VP Go-to-Market",
"VP GTM",
"VP EMEA Sales",
"Sales Director",
"Director of Sales",
"Head of Sales",
"Chief Revenue Officer",
"Commercial Director",
"Revenue Director",
"Head of New Business"
],
"secondaryTitles": [
"General Manager (commercial mandate)",
"Managing Director (revenue ownership)",
"Head of Growth"
],
"function": "sales_marketing_and_development_managers",
"functionConfidence": "high",
"roleFamily": "u1221_sales_and_marketing_managers",
"roleFamilyConfidence": "high",
"roleSubFamily": null,
"roleSubFamilyConfidence": "unknown",
"seniority": "director",
"industries": [
"i4_software_development",
"i96_it_services_and_it_consulting"
]
},
"primarySignals": {
"tasks": [
"Own sales strategy, revenue performance, forecasting and GTM execution for a SaaS sales organisation across two territories",
"Build a commercial operating model from scratch: sales process, pipeline discipline, GTM technology stack, competitive-selling framework, attribution and forecasting",
"Scale departmental revenue to $18.2M ($14.08M cumulative ARR, $4.13M multi-year contract value)",
"Improve sales productivity: close rate from 20% to 37-40%, average deal size from $5K to $17.5K, with a leaner 10-11 person team",
"Build and run a systematic outbound-led sales motion (76% of department revenue sales-generated)",
"Turn around an underperforming territory (+71% revenue over three years, revenue per rep more than doubled)",
"Design and introduce a multi-year contract strategy to raise contract lifetime value and recurring commitment consistency",
"Develop sales talent into autonomous territory leads and managers (President's Club four consecutive years, 2022-2025)",
"Establish ICP, sales methodology, pipeline management and forecasting discipline",
"Work with founders, CEOs and executive teams on commercial and growth strategy",
"Drive enterprise and complex B2B sales alongside mid-market volume"
],
"skills": [
"Revenue and GTM strategy",
"SaaS sales leadership",
"Sales organisation design",
"Pipeline management and forecasting",
"Sales process and playbook design",
"Outbound sales motion design",
"Enterprise and mid-market B2B sales",
"Sales technology and CRM strategy",
"Competitive positioning",
"Territory turnarounds",
"Sales talent development and coaching",
"Commercial strategy",
"Deal negotiation",
"Multi-year contract and CLV strategy",
"Founder-led-to-structured sales transition"
],
"toolsAndTechnologies": [
"Salesforce",
"Gong",
"Cognism",
"Seamless.ai",
"LinkedIn Sales Navigator",
"Forecasting and attribution frameworks",
"Competitive-selling frameworks"
]
},
"secondarySignals": {
"tasks": [
"Create a new fee-based partnership and copyright licensing revenue stream (API, full-text and AI-driven content access) at Dow Jones",
"Sell subscription and copyright licences into banking, asset management, private equity, hedge funds, trading, legal and FinTech accounts",
"Manage a £1.5M+ renewals book alongside new business",
"Lead sales teams selling business intelligence and memberships into pharmaceutical, FMCG, industrial and oil & gas sectors",
"Full 360-degree sales cycle experience including a New York secondment"
],
"skills": [
"Content licensing and API commercial models",
"Financial-services and FinTech account development",
"Membership and sponsorship sales",
"Business-intelligence sales",
"Renewals and account management",
"Pricing strategy development with Marketing and Technology"
]
},
"practical": {
"locations": [
"London, United Kingdom"
],
"locationProvenance": "assumed",
"countries": [
"GB"
],
"workModes": [
"hybrid"
],
"workModeProvenance": "stated",
"employmentTypes": [
"full_time"
],
"compensation": {
"currentSalaryGbp": null,
"targetMinimumGbp": 130000,
"note": "Objectives document: base ideally 130,000-150,000+ GBP depending on scope and seniority; competitive OTE reflecting commercial responsibility; meaningful equity particularly attractive in growth-stage businesses. General flexibility clause: will consider opportunities outside these parameters where the company, growth opportunity, leadership team and commercial impact are particularly compelling."
}
},
"dataCompleteness": "high"
},
"indexing": {
"functions": [
"sales_marketing_and_development_managers"
],
"functionConfidence": "high",
"roleFamilies": [
"u1221_sales_and_marketing_managers"
],
"roleFamilyConfidence": "high",
"countryCodes": [
"GB"
],
"countryCodeConfidence": "high",
"locationBuckets": [
"ttwa_london"
],
"locationBucketConfidence": "medium",
"workModes": [
"hybrid"
],
"workModeConfidence": "high",
"employmentTypes": [
"full_time"
],
"employmentTypeConfidence": "medium",
"industryGroups": [
"i4_software_development",
"i96_it_services_and_it_consulting"
],
"industryGroupConfidence": "medium",
"educationLevel": "diploma",
"educationLevelConfidence": "medium",
"expectedMinSalary": 130000
},
"display": {
"firstName": "Alex",
"lastName": "G.",
"email": null,
"phone": null,
"linkedinUrl": null,
"currentTitle": "Sales Director",
"currentCompany": "[client] (global media-intelligence SaaS)",
"locationDisplay": "United Kingdom",
"avatarUrl": null,
"profileSummary": "Commercial sales leader with 20 years of B2B sales experience, including eight years building and leading the UK sales organisation of a global media-intelligence SaaS business. Joined a five-person, process-light team and built the commercial infrastructure that grew the function into a multi-team organisation generating more than $18M: close rate up from 20% to 37-40%, average deal size from $5K to $17.5K, a systematic outbound-led motion generating 76% of department revenue, and a 71% territory turnaround, with President's Club performance four consecutive years. Combines strategic GTM leadership with hands-on operating experience across sales process, pipeline management, forecasting, sales technology, competitive positioning and talent coaching. Targeting VP Sales / VP Revenue and equivalent senior commercial leadership roles at growth-stage B2B SaaS, enterprise software or AI-enabled technology businesses, where the mandate is to own the sales strategy, build the commercial engine and scale a high-performing organisation."
},
"profileProse": "Senior B2B sales leader. Led the evolution of the UK sales organisation from a small, process-light team into a multi-team commercial function spanning two territories, with responsibility for revenue performance, sales strategy, forecasting, team development and GTM execution. Built the commercial operating model behind sustained growth: sales process, pipeline discipline, GTM technology, competitive-selling framework, attribution and forecasting. Scaled total department revenue to $18.2M ($14.08M cumulative ARR plus $4.13M multi-year contract value; $13.8M generated during the Sales Director period). Improved close rate from 20% to 37-40% and average deal size from $5K to $17.5K while running a leaner 10-11 person sales organisation than the department's peak headcount. Shifted the revenue mix to a systematic outbound-led motion: 76% of department revenue sales-generated. Inherited an underperforming second territory and grew its revenue 71% over three years, more than doubling revenue per rep. Introduced a multi-year contract strategy in 2024 to raise contract lifetime value. Developed internal sales talent into autonomous territory leads; the department achieved President's Club performance four consecutive years 2022-2025.",
"roleFamiliesEsco": [
"u1221_sales_and_marketing_managers"
]
}