[ { "role": "Founder & Principal Consultant", "company": "Primora Group", "endYear": "", "endMonth": "", "location": "Melbourne", "startYear": "2018", "startMonth": "1", "currentRole": true, "description": "Founded boutique consulting firm focused on high-impact GTM advisory for tech firms expanding in ANZ/APAC\n*** Led investment, buyout, and growth strategy for Plastic Recycling Hub\n*** Transformed ELB Pty Ltd, doubling revenue in 8 months and closing $10M AUD in two government clients\n*** Built EdTech and UC practices for Nallawilli Group\n*** Designed sales process and funnel strategy for Red Leaf Group\n*** Guided ANZ market entry for US-based ServiceVet \n" }, { "role": "Chief Executive Officer & Executive Director", "company": "Linius Technologies (ASX:LNU)", "endYear": "2025", "endMonth": "5", "location": "Melbourne", "startYear": "2021", "startMonth": "11", "currentRole": false, "description": "Orchestrated scale-up of an ASX-listed SaaS startup from zero to $1M in revenue, achieving product-market fit and laying foundation for sustained growth, all while streamlining operations and raising required capital\n*** Increased revenue 7.5x overall and 250% YoY, 15x ARR growth\n*** Optimized annual expenses by 60% and reduced cash burn by 70%+\n*** Raised over $10m AUD through multiple rounds and varied structures in tight capital market conditions\n*** Developed and launched company’s first SaaS products for sports/broadcast & education markets\n*** Secured first customers in US and Europe, including IMG, one of the world’s largest media companies, and US colleges/conferences, validating Linius products in key markets\n*** Forged OEM partnerships with major players in the global market for scale & reach" }, { "role": "Head of Product & Alliances", "company": "Integrated Research (ASX:IRI)", "endYear": "2021", "endMonth": "10", "location": "Sydney", "startYear": "2020", "startMonth": "6", "currentRole": false, "description": "Spearheaded transformation of IR to a SaaS model, owning $50M AUD global P&L and launching platform products adopted by leading enterprise customers\n*** Introduced first SaaS offerings for Microsoft Teams, Zoom, & Webex, driving adoption by >500k users\n*** Boosted revenue from new products from 10% to 45%\n*** Secured 5-year, $5m AUD exclusive contract with British Telecom for new SaaS solutions\n*** Migrated legacy licensing model to recurring SaaS framework, accelerating ARR and customer retention\n*** Directed strategic execution with top tier partners – Cisco, Microsoft, Zoom, Avaya, AudioCodes\n" }, { "role": "Managing Director, ANZ", "company": "Kaltura", "endYear": "2019", "endMonth": "12", "location": "Sydney", "startYear": "2018", "startMonth": " 7", "currentRole": false, "description": "Pioneered direct entry in ANZ, expanding leadership in education and establishing foothold in enterprise market\n*** Advanced enterprise pipeline from zero to >$3m, signing first ANZ clients including CBA, RioTinto, BP\n*** Won largest education deal in ANZ to date with Melbourne Uni\n*** Expanded penetration of top Australian Unis (Group of 8) to over 50%\n*** Shifted GTM from partner-led to a direct engagement model, accelerating enterprise wins\n" }, { "role": "Managing Director, APAC", "company": "BlueJeans Network (acquired by Verizon)", "endYear": "2018", "endMonth": "6", "location": "Sydney", "startYear": "2016", "startMonth": "6", "currentRole": false, "description": "Scaled APAC business from $4M to $8M USD for a US VC-backed scale up company, turning around performance and achieving market leadership\n*** Drove record results: ARR up 80% in under 2 years, quarterly bookings up 50% YoY, churn down from 30% to <10% (lowest ever) and adoption >1m min/month at 2 customers \n*** Renegotiated 2-year resale contract extension with Telstra worth >$5m ARR\n*** Engineered and deployed a scalable channel-first GTM strategy, onboarding 40+ resellers and distributors\n*** Obtained enterprise market leadership winning Atlassian, CBA, Grab, CottonOn, Toyota, Hyundai, Suntory\n" }, { "role": "Senior Director, APAC Go-to-Market", "company": "Polycom (now part of HP)", "endYear": "2016", "endMonth": "6", "location": "Queensland", "startYear": "2013", "startMonth": "6", "currentRole": false, "description": "Orchestrated APAC GTM strategy, adapting proven model from ANZ for each country and executing with in-country teams for record breaking growth throughout the region.\n*** Exceeded 110% of APAC revenue target 3 years in a row and achieved record growth in India & SEA\n*** Activated and scaled Microsoft alliance in APAC, delivering 20% YoY revenue growth \n*** Designed & operationalized regional product strategy that became Polycom’s global SaaS blueprint" }, { "role": "Interim MD, Sales & Technical Director, ANZ", "company": "Polycom (now part of HP)", "endYear": "2013", "endMonth": "6", "location": "Sydney & Melbourne", "startYear": "2008", "startMonth": "4", "currentRole": false, "description": "SALES DIRECTOR: \nScaled ANZ business to $60M+ USD in annual revenue, transforming the region into a global top performer for a $1B+ market leader of video software and hardware\n*** Elevated ANZ to #2 region in APAC (from #4) and top 5 market globally\n*** Delivered record $20m quarter with 53% YoY growth as interim MD\n*** Achieved 27% CAGR over 5 years – highest among Tier 1 markets\n*** Drove adoption of high-margin solutions with 50% CAGR on software and 65% on services\n*** Closed largest ever video conferencing deal in ANZ at $18m for NSW Dept of Education\nTECHNICAL DIRECTOR:\nRedesigned GTM strategy from hardware distribution to value-based software and services, implemented via Sales Engineering leadership, sales/partner enablement, and technical leadership\n*** Raised software contribution from 7% of revenue to over 25% of revenue\n*** Won first $1m and $2m software contracts in ANZ" }, { "role": "Director of Product Management", "company": "Polycom (now part of HP)", "endYear": "2008", "endMonth": "4", "location": "Colorado, USA", "startYear": "2001", "startMonth": "5", "currentRole": false, "description": "Oversaw global software/infrastructure product portfolio with $100M P&L and 65% gross margin\n*** Managed 4 product lines with 15 individual products in all lifecycle phases through leadership of a global PM team across US, Israel, and China\n*** Created and commercialized flagship software offerings that are still in use today\n" }, { "role": "Business Unit Manager & Senior Financial Analyst", "company": "General Motors", "endYear": "2001", "endMonth": "4", "location": "various US locations", "startYear": "1995", "startMonth": "10", "currentRole": false, "description": "Advanced through GM’s Finance Leadership Program, gaining broad understanding of corporate finance and accounting functions for multiple divisions. Progressed from Accounting Intern to Business Unit Manager for $15M electronics division with 150 employees." } ]