鈥泪鈥檓 , Chief Revenue Officer at 91导航, and I lead our sales, alliances, and customer success teams. I鈥檝e spent the last 25 years in B2B SaaS, previously wearing hats as a founder of a software company and an investor in tech. When I joined 91导航, it felt like the perfect culmination of everything I鈥檝e learned throughout my career.鈥�
What encouraged you to join 91导航?
鈥淲hat really sealed the deal was the product. 91导航 is product-led in the truest sense. Of all the companies I鈥檝e worked for, it鈥檚 the best I鈥檝e seen at maintaining a tight grip on product-market fit. That makes the approach to sales really different, because our role becomes about educating rather than persuading. We鈥檙e not convincing people to buy something they don鈥檛 need; we鈥檙e helping them discover a solution that genuinely makes a difference.
Add to that the culture: high expectations paired with genuine support, and a real absence of ego. It was a no-brainer.鈥�
How would you describe the culture of the sales team?
鈥淚t鈥檚 a smart, inquisitive group of people. Our team operates more like consultants than traditional sales reps. We work hard to understand what the customer鈥檚 real problem is, and how our solution can solve that.
There鈥檚 also a strong sense of personal accountability. Everyone takes ownership of their own targets, but just as importantly, we lift each other up. Success here isn鈥檛 about hitting your number if the team鈥檚 falling short. We win or lose together.
While Sales is always target driven, we don鈥檛 take ourselves too seriously. We like to have fun, celebrate wins, and build strong relationships, both inside and outside the team.鈥�
How do you like your teams to work?
鈥淔or me, great sales performance comes down to two things: process and culture.
I鈥檓 a big advocate of frameworks like MEDDIC and Sandler. They help us understand how complex organizations buy software and adapt our approach accordingly. Every customer is different, so we take a structured but flexible approach to each deal.
On the cultural side, I draw a lot from models like Lencioni鈥檚 five dysfunctions of a team. That means being open, honest, and accountable. We鈥檝e built a low-blame, high-feedback environment where people feel safe to share challenges, fail fast, and learn quickly. It鈥檚 the kind of culture that helps you grow 鈥� not just as a salesperson, but as a teammate and a person.鈥�
What excites you most about where 91导航 is heading?
鈥�91导航 has had a phenomenal run in the SMB and mid-market space, and that momentum isn鈥檛 slowing down. What really excites me now is building on that success and pushing into the enterprise space.
That means new challenges, bigger deals, more complex buying cycles, and evolving how we sell. We鈥檙e expanding our alliances function, refining our processes, and setting ourselves up to dominate at the enterprise level. It鈥檚 a chance to build something new on top of a foundation that鈥檚 already strong.鈥�
Why should someone join 91导航?
鈥淚 genuinely believe 91导航 is one of the best software companies in the world. The numbers speak for themselves, but it鈥檚 when you step inside the business that it really clicks.
You鈥檒l be learning from exceptional people in an environment that balances ambition with respect for your life outside of work, and we鈥檙e transparent with results, so you鈥檒l always be able to see the difference you鈥檙e making. If you鈥檙e someone who likes tough challenges and is willing to put in the effort, the growth and learning opportunities are massive.
More than anything, this is a place where individuals matter. Your ideas, your creativity, and your work ethic can have a real impact and not just within the sales team, but across the business.鈥�
Tell us something we probably don鈥檛 know about you.
鈥淢y route into sales leadership wasn鈥檛 exactly traditional. I started out as an accountant 鈥� something I don鈥檛 shout about too often! From there, I moved into investing, then founded my own company, and eventually came up through the marketing ranks into sales.
That variety of experience taught me to approach problems creatively. It鈥檚 also why I love hiring people from diverse backgrounds 鈥� you don鈥檛 need a textbook sales CV to succeed here. What matters is curiosity, integrity, and a willingness to learn. If you鈥檙e coming from a different background, you can apply to join our talent community and be the first to be notified of future opportunities.
Another thing folks probably don鈥檛 know is that I now live in Scotland, and I reckon it鈥檚 where I鈥檒l be for the long haul. Though I鈥檓 still in the office most weeks and sometimes bring my dog, Nala, with me too.鈥�
Which 91导航 Slack channel do you hang out in most?
鈥泪鈥檓 probably most active in the dad jokes channel (my kids roll their eyes on a daily basis) and the Formula 1 chat. I鈥檝e been a car guy since I was a kid, and F1 is a big passion of mine.鈥�
Want to join the team?
Take a look at our open roles and see how you can shape your own career with us.