Overview

Here is a condensed PDF copy for quick reference. Below you’ll find a deeper dive into my sales experience.

Summary

I was onboarded into Appsmith to build the APAC presence, however my position was made redundant due to a strategic focus on North America. Prior to this, I spent five years working as an Account Executive at OutSystems, selling their low-code platform to commercial and enterprise customers across different segments. I take a value-based, consultative approach to sales, focusing on delivering solutions that meet customers’ needs and drive business results. My experience working at a unicorn startup has broadened my skill set, giving me opportunities to work in areas like marketing, strategic partnerships and business value consulting.

Key Skills

✓ Creating buying visions involves understanding customers’ business challenges and goals, and mapping out how products and services can address their specific needs and goals. This approach can help to create a compelling value proposition that motivates customers to move from an intention to a transaction

✓ I have experience in developing and scaling my own qualified pipeline and territory plan using a range of tools including cold calling, email sequences, and in-person thought leadership and presentations. By leveraging these tools, I have been able to successfully grow my sales pipeline and achieve my sales targets.

✓ My experience in consultative selling has involved using frameworks such as MEDDIC, value maps, and enterprise value assessment tools to engage with customers and understand their needs. This approach enables me to create customized solutions that align with the customer’s goals and priorities, and build lasting relationships based on trust and mutual value.

Employment History

Appsmith - Sales Executive APAC (Remote)

Melbourne, Australia | June 2023 – Sep 2023 | 4 months

Appsmith is a platform designed to refactoring and optimise internal tools. As a member of the revenue and Go-to-Market (GTM) team, I played a pivotal role in driving the platform’s adoption and success in APAC. Given it was a startup, my responsibilities encompassed various aspects of the platform’s implementation, customisation, and deployment an onboarding new organisations. My role at Appsmith not only honed my expertise in selling platforms but also allowed me to contribute to the transformation of businesses. I was responsible for:

  • Developing the APAC strategy (marketing, sales, technology and delivery partner plan)
  • Building strategic sales motions in context to the product roadmap
  • Enabling other pre and post sales capabilities to drive strong customer experiences

OutSystems - Account Executive Australia (Hybrid)

Melbourne, Australia | May 2018 – June 2023 | 5 years, 1 month

OutSystems is a low-code development platform that enables organisations to rapidly build and deploy custom applications. Through the hypergrowth journey, through to the unicorn evaluation, I worked in the commercial and enterprise space selling to a range of customers from Oil and Gas, Public Sector to Startups. In this journey, I worked on developing relationships with Global SI’s (such as Deloitte, DXC, NRI) and technology partners (AWS, UIPath) to scale my ability to generate more pipeline. The diversity of the role encouraged me to create marketing assets and campaigns to localise our messaging to something relevant to Australian organisations. I was responsible for:

  • Executing end to end sales process from discovery/qualification to close
  • Build and execute strategic sales motions within my territory
  • Generating my own pipeline and helping pipeline generation with partners and internal teams

Bahrain Rugby Football Union - Rugby Player (On-site)

Saar, Bahrain | August 2016 – April 2018 | 1 year, 8 months

I was contracted as a rugby player in the West Asia Premiership for Bahrain. Within the two seasons I was with the team, we won the 2017-2018 West Asia Premiership and I obtained my level one rugby coaching certificate. During this time I used rugby to travel around the middle east and many parts of Europe and work on personal projects around Web 3.0.

OpenText - Senior Business Development Representative (On-site)

Melbourne, Australia | August 2014 – September 2016 | 2 years, 1 month

As a Business Development Representative (BDR) in the Enterprise Content Management (ECM) space, my role involved identifying potential clients and establishing relationships with them. I collaborated closely with Account Executives (AEs) and Solution Consultants (SCs) to develop and maintain a rolling pipeline of qualified leads that could be converted into sales. I was responsible for:

  • Conducting research on prospective clients, identifying decision-makers and influencers within target companies
  • Contacting prospects via phone, email, or social media to introduce your company’s ECM solutions.
  • Developing a deep understanding of the OpenText product suite as well as the competitive landscape, to effectively communicate the value proposition to potential clients.

Click Software - Inside Sales Representative (On-site)

Melbourne, Australia | February 2013 – July 2014 | 1 year, 5 months

As an Inside Sales Representative (ISR) in the workforce management space, I worked to identify sales opportunities in field service management, utilities, and transportation. The software enabled businesses to optimize scheduling, dispatching, and task management for their mobile workforce. I was responsible for:

  • Qualifying leads and determining their level of interest and fit with the company’s products or services
  • Contacting potential clients via email, phone, or social media to introduce the company and its offerings
  • Collaborating with the marketing teams to develop and field and digital marketing capabilities

Education

  • IRB Level 1 Coaching (2017)
  • Certificate of Customer Analytics, Wharton Business School, Online (2016)
  • Bachelor of Aviation Management, Massey University, New Zealand (2010)

Interests

  • Diversity and inclusivity: It is a growing interest of mine to collaborate with organisations to support diverse and inclusive spaces. As a POC in tech sales, these types of spaces lead to better business outcomes as it helps to build pathways around innovation, collaboration and creativity.
  • Technology: Web 2.0 has democratised many aspects of my professional and personal life. With the emergence of Web 3.0, we are at a time where understanding and using these capabilities can create new and exciting opportunities.
  • Sports: Whilst I don’t follow the footy closely, I’ve played and followed sports my whole life with an interest in Rugby Union and Rugby League

References Available on request