Doug Gray

Recruited to lead initially the European Sales Team, but within a matter of months the Global Sales Team and to address the urgent issue of a growth stall Increased the win rate to 30% against a SaaS industry average of 22%. Reversed the growth stall and led the sales team to wins with over 35 marque brands in North America, LATAM, APAC & EMEA, across a number of verticals including Retail, Digital Goods, Marketplaces, Transport & Ticketing, FinTech, Digital Streaming & Gaming. Undertook a talent audit and stripped back and subsequently rebuilt the Sales Team Function Clarified the ICP focusing on more standardised deals with higher margins and avoiding more expensive custom deployments and improved the buyer persona definition emphasising the importance of decision making groups with individual pain points. Embedded a MEDDPICC sales methodology framework and re-structured the SalesForce CRM implementation to the process. Crafted career path framework from SDR to Sales Director to better manage career progression and increase transparency for employees whilst bringing much structure to salary increase processes & associated conversations. Launched an SDR function based to augment the inbound lead processes and recruited a team of 8, which also provided a talent pipeline future Account Execs Implemented SalesLoft for omni-channel sequence automation, Call recording, enhanced forecasting & opportunity risk management to enhance the Sales tech stack Implemented a Sales Enablement function and deployed Seismic Lessonly to accelerate new sales FTE ramp as well as providing a platform for ongoing learning & development Introduced key sales metrics and KPI tracking across the Sales function. Implemented sales strategy for 3DS & Transaction Optimisation products to augment Ravelin’s Fraud Protection, Revenue Protection & Account Security products

Ravelin is an award-winning fraud detection and prevention platform for online merchants and the payments industry. Ravelin uses a combination of machine learning, graph networks, rules engine and human insights to detect fraud before the sale happens, saving merchants millions in chargebacks, lost customers and reputational damage.

Chief Commercial Officer, General Manager & Product Director with over 20yrs International Payments experience gained with FinTech start ups & established Blue-Chips. I’ve worked in a range of high growth, digital transformation and business turnaround scenarios. I've defined & delivered winning strategies, innovation & execution for nascent fintechs & global organisations. I'm passionate about building & scaling businesses in the Payments space through creation of new platforms, innovative products, strong teams & distribution models that address meaningful customer problems and drive genuine value. For the last 15 years I’ve worked as a B2B Payments Leader in different organisations with experience leading individual commercial functions of Sales, Business Development, Account Management, Product Management and Marketing to bring about a step change in performance whilst retaining control of costs. MY SPECIALTIES: B2B sales | Building teams | Team Restructuring | Business Strategy | Product Development | Product Management | Account Management | Business Transformation | Start-ups | P&L Management | Cross-functional Team Leadership | B2B Payments | Virtual Accounts | Digital Payments | Digital Transformation | Wholesale Travel Payments | Thought Leadership Speaker | Business Development

My role at Maxa saw me : (1) Establish the framework and partners for the pilot program for this Pre-Seed FinTech (2) Build out the Go-To-Market Propositions for Acquirers, Mobile Network Operators, Merchants and Consumers. (3) Recruit the initial sales & marketing hires Maxa enables consumers to pay for their internet shopping using their contactless card and THEIR OWN mobile device. Maxa executes card present eCommerce transactions through a remote POS Terminal network using the Tap-to-Phone frameworks. Maxa makes 2FA (SCA) compliant, card-present credit and debit transactions for eCommerce possible. For Consumers, Maxa removes the need to key or store card level information online and delivers a fast, familiar transaction experience with the highest level of security - EMV using RSA 2048 Bit Encryption For Merchants, Maxa removes CNP Fraud and the associated chargeback costs; it drives up transaction conversion as it removes the need for CNP Fraud rules and the associated false : positive declines; it reduces the cost of Inter Regional Interchange Fees For Acquirers & PSPs, Maxa provides a clear USP over all other forms of eCommerce payment by virtue of the fact its card present. Maxa enables Acquirers to offer a solution to eCommerce Merchants that increases their profit margin - higher transaction conversion, reduced cost through removal of CNP Fraud and Chargebacks. Maxa is also a scalable cost effective SCA solution which drive soft declines. For Mobile Network Operators, Maxa reduces the cost of mobile top-ups to less than 1% of the value, streamlines the consumer process down to 3 key strokes and can be shown to increase pre-tax profit for MNOs by up to 40%.

Ixaris (Acquired by Nium) is a leading payment provider to the Wholesale Travel Industry Ixaris provided Payments-as-a-Service (Cloud Hosted Solutions) and Payments-as-a-Platform (On-Premises Technology only) deployment models to Banks, FinTechs, Online Travel Agencies and eMarket Places to enable them to optimise their end customer solutions within the B2B Payables space. Payins, Payouts, FX Optimisation, Virtual Card • Accountable for the commercial teams of Product, Sales, Account Management, Partnerships, Vendor Mgt. & Marketing totalling 30 FTE • Initially conducted a supplier/product/client portfolio audit and consequently exited the business from unprofitable or unscalable business lines & partnerships. • Accountable for the Product footprint expansion rising from 7 currencies operating in 5 countries in 2015 to 33 currencies in 2018 and supporting clients in 43 markets. • Negotiated commercial partnership deal with Amadeus as a key distributor to launch next generation supplier payments solutions in the Travel vertical & helped define Amadeus payment product strategy. • Thought Leadership speaker on the topic of “Disruption of Travel Payments” at both Airline and Hotel industry events as well as to the Bank Commercial Card Issuers. • Responsible for steering topline growth from 14% in 2015 to 55% CAGR in 2016, 95% CAGR in 2017 and over 100% growth in 2018 • Responsible for repositioning Ixaris Payments-as-a-Platform solution as a second generation B2B Virtual Card & Payments Platform leveraging its funding agnostic & payment instrument agnostic capability allowing increased penetration of the broader payables market via a single customer point of entry for Commercial Card Issuers. Defined the associated “Supplier Payments” product.

Ixaris is an award-winning online platform that increases margins for over 200 customers, from the independent travel agencies to the world’s largest travel brands.

Transformation through Digital Innovation in the Commercial Payments Space Digital Transformation project delivering customer value across the Commercial Payment Customer Life Cycle using Agile Delivery, Customer Journey Mapping & User Tested Iterative Design • Accountable for delivery of the GCP Digital Service Blueprint utilising Customer Insights, Competitor Benchmarking and Customer Journey mapping which underpin the full breadth of projects proposed under the multi-million pound Transform programme. • Accountable for the Transformation of the application processing & fulfilment customer journey introducing digitisation & automation to each step of the process to achieve Straight Through Processing, driving down cost, creating operational scalability and improving customer experience. Delivery through Agile methodology. • Led a team of Developers, Analysts, Testers, Architects, Customer Experience Designers, Operational SME’s, Scrum Masters & Product Owners across 3 continents to achieve a shared outcome. • Accountable Executive for the delivery of Barclaycard GCP’s Mobile Self Service Capability and integration of Commercial Payments Products into Barclay’s core Mobile Banking App.

• Served as part of the Barclaycard GCP Executive Board Leadership team responsible for the day-to-day management and control of the £7BN turnover business • Led two core teams totalling 30FTE made up of : (1) Product Managers across T&E, B2B and Data Platforms responsible for Product Management, Supplier Management and Product Delivery; (2) A Change Management function for non-strategic projects operating on a traditional waterfall methodology basis. • Accountable Executive for the delivery of Barclaycard Precisionpay a Single Use Payment Product with upfront controls, workflow and multi-currency capability in Partnership with Conferma. • Accountable Executive for the delivery of Barclaycard’s International Travel Management Account in partnership with TRX (Lodge Account) • Led the teams which successfully delivered the integration of Barclaycard Tracker with Mytrainticket for business to achieve an integrated online rail booking tool & payment solution in partnership with Adflex to creating a true buyer initiated payment in the B2B single use payment space. • Led the team that developed Barclaycard Fuel+; the next generation fuel cost management solution, developed in conjunction with The Miles Consultancy (TMC). A payments market disruptor in a traditional space occupied by legacy providers. • Led the team that launched: B2B Payables solution with Tiered Interchange focused on lowering the cost to merchants in order to drive higher ATV.

• Researched and wrote the strategy paper and business case for outsourcing existing business card portfolio to enable ING to rapidly enter the Commercial Card market whilst ensuring ING Card remained focused on consumer lending • Led the 7-strong project team which successfully integrated business processes and migrated 2 existing card portfolios to the TSYS processing platform on time and within budget • Managed relationships, controlled SLA and quality issues with third party service suppliers • Led the multi-disciplinary team working across Operations, IT Development, Change Management, Sales, Client Management, Process Management, Implementations, Risk, Fraud and Service Management • Prepared and negotiated the RFP with key European Commercial Card Issuers to outsource, operational activities, call centre support collections and fraud services • Successfully launched MasterCard Corporate Card programmes in NL, BE, UK & DE with MasterCard EMV Certification, Smart Data On-Line, Cross-border VAT reclaim service, bespoke file feeds to expense management systems and accounts payable systems, web based cardholder support and a multi-lingual call centre • Became first continental European MasterCard issuers to offer a Lodge Card Programme integrating travel agency data from BCD Travel in NL, UK and BE providing bespoke file feeds to clients’ general ledger or procurement systems • Introduced turnaround strategies which reversed business card portfolio from €2.5m loss to profit • Created strategies to facilitate: o ING Card becoming top 5 European Commercial Payment Solutions provider by 2010 o Achieving break-even for ING Card CPS in 2007 and then to profit o Pan-European issuance across T&E and Purchasing segments by 2009 o Embedding of ING Card CPS product suite into ING Wholesale Sales

• Recruited to manage the profitable growth of outstanding debt across 3 product labels: ING Card, Postbank Card and ING Bank Card and 1.5MM cards. • Successfully introduced a range of initiatives including: o Best practice from mature consumer lending markets across Europe o 1st to launch a Balance Transfer Service in NL, BE, IT & DE o 1st to launch a Cash transfer process Credit Card to Current Account (1st provider to offer this in NL, BE, & DE) o I designed TRIAD strategies for credit limit increase, balance transfer and easy cash campaigns o I created a Credit limit assessment tool for balance transfer and easy cash access for use by call centre and operations teams, as well as consumers on the ING Card website o I designed a Customer profitability methodology to track customer value on a monthly basis utilised to create a new customer segmentation • I successfully delivered a 21% growth rate in the level of outstanding debt against the backdrop of a declining market in 2004 • Responsible for a €3m marketing budget

• Undertook a challenging voluntary role project managing the construction of the Tsumkwe Craft and Cultural Centre and successfully completed the project on time and within budget • Managed both ‘hard’ and ‘soft’ aspects of the project including leading, supervising, motivating and developing volunteers from a variety of backgrounds to deliver individual and team goals • Prepared written comprehensive reports on each volunteer to compliment in-situ coaching • Took the opportunity to take time out and travelled extensively following working as a Project Manager for Raleigh International