Jeremy Pitt

Sales and Revenue Leader with 20+ years' experience building and scaling high-growth B2B SaaS organisations across the UK, EMEA and APAC. Proven record leading enterprise sales, business development, strategic accounts, partner ecosystems and commercial transformation in private equity-backed, public and scale-up software businesses. Skilled in creating repeatable revenue engines that improve predictable growth through disciplined forecasting, GTM strategy, sales enablement, MEDDICC qualification, CRM governance and executive coaching.

Built sales organisations from start-up to $75M revenue.

VP SALES – EMEA & APAC / VP SALES UKI & NORDICS - PharmaLex / Phlexglobal (Cencora)

(2021-11 - 2024-12)

Phlexglobal were leaders in providing AI driven Clinical Trial Master File (TMF) and RIM solutions and services to Life Science and Pharmaceutical companies, ensuring critical trial data and documents were identified and classified for Regulatory and Inspection requirements. Phlexglobal were acquired by Pharmalex, a consulting services organization within Regulatory Affairs, Patient Safety (Pharmacovigilence) and Compliance management. Pharmalex was acquired by Cencora.

• Directed enterprise SaaS growth across EMEA and APAC for Regulatory Information Management, Pharmacovigilence and Compliance solutions for clinical R&D.
• Delivered 150% regional revenue growth and expanded AI-enabled SaaS revenues from $500K to $2.5M.
• Led forecasting, opportunity inspection, executive deal reviews and GTM execution across international markets.
• Conducted executive discovery workshops, solution demonstrations and value-based presentations to Regulatory, Clinical Development and Pharmacovigilance leadership teams.
• Presented pipeline, forecast and commercial performance to executive leadership following acquisition by Cencora.
• Built executive relationships with Regulatory, Quality, Medical Affairs and R&D leaders within major pharmaceutical organisations.

UKI SALES DIRECTOR - Micro Focus

(2020-05 - 2021-11)

Micro Focus were the leading provider of high-volume data management and archiving solutions, including the market leading Digital Safe – formerly Autonomy. Pharmaceutical clients utilized MF solutions for document lifecycle management, protect sensitive patient data, and maintain inspection readiness for PV databases to support their Pharmacovigilence operations, security protocols, and regulatory compliance.

• Built a greenfield enterprise pipeline and delivered over $10M new business into Pharmaceutical and Life Science companies, specifically focused on unstructured clinical and patient and drug safety data.
• Led enterprise sales team for Governance, Compliance and Data Classification software within the Pharmaceutical and Life Sciences sectors.
• Implemented structured forecasting, CRM discipline and partner development.
• Developed strategic relationships with AstraZeneca, GSK and other FTSE enterprise customers.

SALES DIRECTOR - Exonar Ltd

(2018-11 - 2020-05)

Exonar was a start-up providing AI powered document classification and index capability across all Special Category data within a digital estate, helping regulated companies in Pharmaceutical and Financial sectors to identify early data risk from non-compliant data storage, together with AI and machine learning to discover data hidden in fileservers, email servers and archives. Initially hired on a Fractional sales leadership contract to develop pipeline and generate revenue at Enterprise level for Exonar's regulatory data insight platform. Transitioned into full-time Sales Director role focusing on Pharmaceutical and Clinical data governance. i.e.

Pharmacovigilance and Drug Safety documentation – both live and archive data.

• Conducted executive discovery workshops, solution demonstrations and value-based presentations to Regulatory, Clinical Development and Pharmacovigilance leadership teams.
• Personally sold SaaS contracts of over £1 million ARR.
• Built sales process and playbook for new start sales team.
• Oversaw sales budgets and targets to be achieved by sales team.

FRACTIONAL CHIEF REVENUE OFFICER - Avante Group

(2014 - 2019)

As a Fractional CRO, typically worked on 6-12 month contracts in small start-up or scale-up companies. Most clients were SaaS or Software companies.

• Provided executive revenue leadership to PE-backed SaaS businesses across Europe.
• Designed repeatable sales process, GTM strategy, pricing models and commercial operating frameworks.
• Introduced forecasting disciplines, KPI reporting, executive dashboards and revenue planning.
• Coached founders and leadership teams on scaling predictable ARR growth and commercial execution.
• Perspecsys - Retained under exclusive interim sales director contract to recruit and lead a new EMEA sales team of 3 sales heads to sell Perspecsys Salesforce data security solutions for Cloud Compliance and Data Tokenisation into Enterprise Clouds - Salesforce.com, Oracle, SAP, ServiceNow as part of the expansion program for Perspecsys from North America into EMEA. Contract renewed 3 times – delivered new business team revenues of $3.1 million ARR exceeding quota by 60%.
• Fonteva Events – Interim Sales Retained for defining sales strategy for newly released Fonteva B2C Events Management Cloud SaaS solution, native to Salesforce, developing EMEA market from zero revenue. Managed the Salesforce relationship, aligning with Salesforce AEs and RVPs to identify target prospects. Generated over $400,000 new business ARR against target of $200,000 in year 1.
• 123contactform - Retained exclusively under 9 months fractional sales director contract to introduce Romanian cloud based document and forms management software into the UK B2C online market. Create sales team playbook for 4 sales leads. Achieved first sales successes for 123contactform in UK with Enterprise clients. Generated $540,000 ARR against Year 1 target of $300,000 (pro rata).

VP SALES & ALLIANCES – EMEA & APAC - Xactly

(2011 - 2014)

Xactly are leaders in the field of sales compensation management. Providing access to sales data and converting this data into monetary values for sales people. Specifically developed for Salesforce as an AppExchange partner.

• Employee No. 3 in UK, built the regional sales organisation from launch across EMEA and APAC.
• Created a strategic partner network exceeding $1M annual revenue.
• Led enterprise sales into global organisations while establishing scalable operational processes.

VP SALES / UK COUNTRY MANAGER - e-Spirit

(2009 - 2011)

e-Spirit were a small company based in Germany providing headless content management solutions for major eCommerce platforms including SAP Commerce and IBM Websphere.

• Managed new UK commercial operations, enterprise sales and strategic customer relationships.
• Delivered sustained revenue growth within enterprise content management and digital experience markets.

Bachelor of Engineering - University of Gloucestershire