Head of Sales and Partnerships at Bad Dinosaur Ltd (2020-10 – Present)
App development agency specialising in full-stack solutions for startups and SME's. Progressed from Business Development Manager to Head of Sales and Partnerships, also contributing to operational strategy, HR and company culture strategies.
- Lead all business development, sales, partnerships and relationship management across the company, serving as the primary point of contact for new and existing clients throughout the full account lifecycle.
- Manage a portfolio of client accounts end-to-end, maintaining high satisfaction and retention through proactive communication, timely issue resolution and a trusted-adviser approach. Clients include Parkinson's UK, Nottingham Children's Hospital, FanBase, Green Business & The Internet Watch Foundation.
- Conduct fact-finding to establish software requirements and business objectives via video call or in person, qualifying leads and building rapid rapport.
- Design and facilitate in-depth discovery workshops, coordinating client and internal teams to deliver product roadmaps and software design blueprints using on-brand MVP methodology.
- Write all bespoke client proposals; translate complex technical concepts into clear, accessible language. Coordinate internal storyboarding, estimation and design mock-up sessions to produce investor- and grant-funding-ready proposals.
- Contribute to weekly operational meetings with the Managing Director to review key metrics including sales performance, client satisfaction, employee wellbeing, quality control and schedule management; implement process improvements to drive growth.
- Lead conflict resolution between clients and colleagues, mediating complex meetings involving investors, lawyers and clients to reach clear, respectful and commercially sound resolutions.
- Develop and maintain partnership relationships across the Scottish tech ecosystem and beyond, including DataLab, Edinburgh School of Informatics, RBS Accelerator, LINC Scotland, RGU Accelerator and Edinburgh Science Festival.
- Represent Bad Dinosaur at technology conferences and expos; organise in-house events and talks for the wider tech community, including the 'How to MVP' series.
- Manage memberships with ScotlandIS, Edinburgh Chamber of Commerce, FSB and AgencyNomics to expand the company's client base and promote the MVP approach to digital transformation.
- Support clients in identifying and applying for grants and funding across established and emerging schemes; certified as a listed supplier for Scottish Enterprise and Innovate UK grant applications. Connect clients with angel investors and funding bodies across multiple industry sectors.
- Deliver daily, weekly and monthly sales reports to the Managing Director, and quarterly company-wide updates on forecasted growth.
Business Development Manager at Bad Dinosaur Ltd (2018-09 – 2020-10)
App development agency specialising in full-stack solutions for startups and SME's.
Senior Account Manager at NewsBase Ltd (2017-09 – 2018-09)
Independently owned Edinburgh company providing commentary, analysis and forecasting for global energy markets. Joined as Assistant to Account Manager and was promoted twice, ultimately to Senior Account Manager, managing subscription renewals for energy intelligence products.
- Built trusted-adviser relationships with customers through four pillars: collaboration, continuous market knowledge development, timely communication and long-term relationship nurturing. Client list included Halliburton, Lloyd's Register, ExxonMobil, Eni, PETRONAS and Woodside Energy.
- Developed relationships at senior management and executive level with energy-sector clients by phone and in person; travelled extensively to maintain key client relationships.
- Presented NewsBase product verticals to prospective customers including governments and multi-billion-dollar energy corporations, communicating complex research services clearly and tailoring solutions to client needs.
- Consistently met and exceeded quarterly targets in a results-oriented, target-driven environment.
- Wrote proposals and value propositions for meetings and business pitches.
- Delivered live webinars to audiences of 200+ industry professionals, demonstrating new features of an acquired oilfield location database.
- Attended conferences and trade shows including Offshore Europe and XChanging seminars in London; supported the editorial team in creating bespoke market intelligence packages.
- Supported the business development team by generating leads from trade shows and tracking leavers from existing accounts as new business opportunities.
- Managed and supported the career development of four Team Assistants, progressing them to Junior Account Manager level.
- Improved revenue forecasting for the Account Management team by creating Billing Period Forecasts, providing greater clarity for the CEO and Finance Director on expected performance.
- Proactively identified account issues and collaborated with clients to find solutions; fed client feedback into service development, liaising with in-house analysts, editors and IT.
- Running weekly management meetings with the Director of Sales and Business Development teams, informing company operational strategy through data-driven recommendations.
- Received two awards at the annual prize-giving ceremony for outstanding client relationship management.
Account Manager at NewsBase Ltd (2014-11 – 2017-09)
Independently owned Edinburgh company providing commentary, analysis and forecasting for global energy markets.
Assistant to Account Manager at NewsBase Ltd (2013-01 – 2014-10)
Independently owned Edinburgh company providing commentary, analysis and forecasting for global energy markets.
Senior Fitting Consultant at Bravissimo Ltd (2009-05 – 2012-12)
Office Secretary at Wilkie May & Tuckwood Estate Agents (2007-09 – 2008-08)
