Simon Lofts

Established an end-to-end growth funnel (awareness to referral) from scratch, built a high-performing sales and account management team, driving 800% partner growth over 6 months and 1000% licence growth in 10 months. Developed an industry leading strategic partnership and enterprise deals, and formed a product advisory board.

Full P&L responsibility for Coconut’s Accountant Partner Channel

Built, led and managed a high performing sales team

Developed and executed on the go-to-market strategy

Developed positioning, messaging and value proposition for the Accountant Partner channel

Established the sales strategy and processes that drove exceptional growth

First B2B2B role in the business, requiring execution on a 360 sales cycle - nurturing and qualifying leads, booking meetings, conducting demos, negotiating and closing deals and account management

Hosted webinars, spoke at events and conferences and frequently shared self-written, thought leadership content on social media (predominantly Linkedin)

Delivered a sales enablement and coaching program which included implementing an internal learning platform, increasing outbound lead to opportunity conversion rate by 50%. Launched a customer advisory board. Delivered extensive market opportunity analysis enabling the exec team to make data driven decisions for the next stages of growth and secure investment.

Developing and executing on product go-to-market strategy, marketing campaigns and sales programs

Defining and developing product positioning and messaging

Partnering closely with marketing (design, demand gen, content), sales, customer success and support, RevOps and product teams

Market and customer research - presenting customer insights and data to inform on market opportunities and product development effort

Sales enablement, coaching, and sales process / systems optimisation

Creating demo scripts, pitch decks, event presentations and other supporting materials

Competitor analysis/intelligence to inform competitive differentiation

Win/loss analysis and reporting

Feature launches and product communications

Building a product and customer marketing team

KPIs - new and net subscribers, MRR, churn, trial to customer conversion rates

Sales enablement, coaching, sales processes and systems optimisation (including Salesforce, Intercom and others)

Presenting at events in person and virtually

Delivered product and sales training for the global sales team, consulting teams and support teams

Developed demo scripts, pitch decks, event presentations and other supporting materials

Undertook competitor analysis/intelligence

Developing and executing on product go-to-market strategy, marketing campaigns and sales initiatives

Defining product positioning and messaging as well as localising messaging

Partnering with marketing, sales, customer success, support, education and product teams

Market, customer research and data analysis - presenting insights to inform on market opportunities and product development focus

Scaling a product and customer marketing team