Stephen Mason

Responsible for leading the UKI/EMEA Commercial Business.

Responsible for leading the Database Platform team for our customer growth business. Focused on our West region, including UKI, Benelux & Nordics.

Key Responsibilities: - Led the sales organization for Small & Medium-sized Business customers in Northern Europe (Nordics & Benelux), driving revenue growth and market expansion for Salesforce’s B2B SaaS solutions. - Managed a high-performing sales team of over 100 professionals, focusing on new business acquisition, upselling, cross-selling, and customer retention. - Developed and executed go-to-market strategies aligned with corporate objectives, achieving over 20% year-over-year growth. - Collaborated with Salesforce partners and the broader ecosystem to enhance new logo acquisition across various regions and industries. - Operated a high-velocity yet complex business model using the MEDDPIC framework for enterprise-focused selling. - Represented the company at annual events across the territory, presenting the value of solutions to businesses and engaging with key customers. Key Achievements: - Attained over a 20% increase in additional annual recurring revenue (ARR) through new customer acquisition. - Spearheaded initiatives that improved customer retention and implemented customer success programs, reducing churn rates by 18% and enhancing overall satisfaction. - Closed several marquee deals across the region, including the largest win in EMEA. - Consistently achieved high employee engagement scores while leading a geographically dispersed team across Dublin, the Netherlands, and all Nordic countries.

- Established first Cloud Sales team in EMEA ESMB, aligning vision and strategy across all regions and driving 40% growth in supported business - Drove $250M+ in revenue and 25%+ year-over-year growth during period of expansion by implementing fresh sales strategies and aligning teams across regions to maintain top position in rapidly growing market. - Second line leadership role, responsible for a team of 40+ Sales specialists who owned the GTM positioning the business value of the of the Salesforce platform, including Marketing, Service Commerce & Revenue Cloud. - Designed an Industry focused playbook to help us to speak the language of our customers when articulating the value of our solutions and the Salesforce C360 value proposition - Led transition to decentralised regional model, ensuring stakeholder alignment, making decisive strategic decisions to meet the demands of each country and Executive Country leader - Aligned with all stakeholders across departments to ensure a smooth transition with minimal business impact

- Led the Marketing cloud solutions team for our Emerging Markets geography, including South Africa & UAE & Eastern Europe - I combined this with leading a team focused on selling to all ESMB customers across EMEA. - Supported & coached the team to position our solutions to marketeers and C-level audiences, seeking to improve how they market to the their customers and deliver an omni-channel connected experience. - The team was recognised as the highest performing team for 2019, consistent performance, marquee customer wins and delivering successful customer experiences.

- Following the success of the Industry GTM approach, I was tasked with expanding this model to other Industries across the UK & Ireland - Created 6 Industry teams to shift from a geographical GTM approach to a defined Industry approach, speaking the language of our customers and positioning Industry relevant messaging & solutions - Industries included Financial Services, Media & Communications, Real Estate, Healthcare & Life Sciences, and VC or PE backed companies - Worked with an increased group of internal & external stakeholders to support the GTM approach and build strategic relationships, helping us to define a clear industry POV and deliver success to our customers - Hired, coached and developed six front line managers and a team of +60 Account Executives - Focused heavily on sales training for AE's, helping them to understand selling the "salesforce way" and leveraging proven sales methodologies - Continued to invest in creating the right environment and culture for people to thrive, offering people the opportunity to improve their skills through feedback & coaching, remaining focused on our customers, celebrating wins and having some fun

- Continued to develop our Industry GTM approach for Financial Services in UKI - Successfully promoted 30% of my team. Hired, onboarded and continued to develop strong individual contributors to develop towards management roles or more senior account executive positions - Worked with external partners & associations to further increase the awareness of Salesforce in the market and educate people about how Salesforce could support their business goals - Attended numerous external Industry events, along with partner dinners and driving attendance of strategic customers to Salesforce World Tour in London & Dreamforce - Took on responsibility to define a clear customer onboarding & engagement program, working with stakeholders across internal functions, Customer Success, Marketing, Alliances & Sales programs - Acted as a Senior sponsor to a number of Salesforce partners, ensuring that we had the right alignment to deliver success for our customers

- Promoted to a Director role, increasing the responsibility and expectations to impact the wider organisation - Started the first dedicated team of Account Executives selling to Financial services companies. Created a GTM focused on industry, sub segment and unique business challenges - Continued to work with a team of highly successful Account Executives, including hiring, onboarding and developing people. - Coaching continued to play a key role in our approach, focused on the selling playbook to maximise efforts on average deal sizes and close/win rates - Implemented a clear operating model and cadence for the team, maximising selling time, customer focus and quality outcomes - Worked with stakeholders to identify key Industry events to help a company understand the value proposition for Salesforce, relevant to Financial Services

- Promoted to a front line manager role - Managed a team of 10 Account Executives that covered Scotland, Yorkshire, Ireland, and Financial Services vertical - Coached my team to manage all stages of the sales funnel, from prospecting, opportunity qualification, deal management, negotiation, stakeholder alignment & all other commercial efforts - Worked with Marketing & Sales development to maximise our demand generation efforts and maximise the value of every marketing lead - Monitored pipeline progression and cultivated key customer relationships. - Achieved 130% attainment of sales targets, with over 50% of team members promoted - Negotiated and closed high-value sales opportunities with C-level Executives at high growth companies - Worked closely with key stakeholders to identify ways to improve customer onboarding, adoption and reduce customer churn through driving value and ROI - Fostered inclusive culture centred on people development, operational excellence, and accountability.

- General Business Account Executive managing a small number of strategic customers, predominantly focused on the Financial Services Industry & technology companies supporting the financial services industry. - Accountable for meeting & exceeding monthly and quarterly sales targets - Responsible for helping my customers understand, implement and adopt solutions from the Salesforce platform, sales, service & marketing - Working with internal stakeholders and Salesforce partners to ensure customer success and retain customers - Responsible for managing relationships with all customer stakeholders, from administrators, developers, IT, departmental leaders and Executives - Recognised as a high performing sales person, represented Salesforce EMEA at the Key talent program in San Francisco

In this role I was focused on the Financial Services Industry & technology companies supporting the financial services industry. I was also focused on Retail & Real Estate.. I was recognised as the top performing Mid Market Account Executive in the EMEA business. I was subsequently promoted to a General Business role within the commercial sales team.

Responsible for a sales team contributing to the 30% yr on yr growth within Dell’s UKI SMBR Division. The role included managing a sales team of 10 + account managers in selling IT solutions to customers within the UK. In total there are over 800 SMB accounts within the team

Exploring the concepts, opportunities, and challenges presented by AI. Artificial Intelligence is integrated into many of the services we use daily. This course focuses on what Artificial Intelligence is in practical terms and what the implications are for businesses, employees, and society. I am also learning about learn about different technologies and applications across diverse industries, geographies, and functions. Exploring how this technology will transform the nature of the work that we do, combining the theory and the real practical capabilities and implications of this technology.

Achieved a distinction in this Diploma in Sales Management course. The course ran for 9 months and covered a wide range of topics on sales management. These included sales strategy, Planning for high performance, Sales coaching, Account Management, Law, Finance & Accounting & Negotiation Skills.