Thomas Calder

At iZOOlogic, I work with global banks, government organisations, and telecom providers to tackle phishing, brand abuse, impersonation, and dark web exposure. I engage directly with CISOs and senior security leaders, turning complex threat landscapes into clear, commercially viable solutions that get signed. I preside over enterprise sales in cybersecurity and digital risk, owning the full deal cycle from initial engagement through to close and expansion. Deal sizes range, ($200k–$1m), often navigating multi-stakeholder environments across security, risk, and procurement. Alongside new business, I manage a portfolio of enterprise accounts, leading renewals, protecting revenue, and consistently driving expansion across modules like Executive Protection, DMARC, and Threat Intelligence. Retention sits at ~98%, driven by a focus on real outcomes, reducing exposure, improving visibility, and making the service stick commercially, not just technically. I also work closely with partners and channels across banking and government ecosystems, using them to open doors, scale opportunities, and extend reach into new enterprise accounts.

I led high-value sponsorship sales at Eleven Sports Media, owning the full sales cycle from prospecting through to close across global sports organisations. Generated £1.2M+ in revenue in 2024, finishing as the #2 performer in a team of 30. Consistently delivered £30k+ per week through targeted outbound, strategic partnerships, and a consultative approach with senior stakeholders. Worked directly with C-suite and commercial leaders at major brands and franchises, structuring partnerships that delivered clear ROI on fan engagement and commercial reach. Closed deals with leading US sports organisations including the Los Angeles Clippers, Atlanta Falcons, Carolina Panthers, and New Orleans Saints. Built a highly targeted outbound engine using tools like Apollo.io, LinkedIn Sales Navigator, and Clay, increasing engagement rates by 40% and consistently opening conversations with senior decision-makers.

I sold enterprise cybersecurity SaaS at Medusa, focused on new business acquisition across US blue-chip organisations. Specialised in positioning Sophos Intercept X to senior security stakeholders, owning deals end-to-end from outbound through to close and onboarding. Exceeded targets by 180% and generated £3M+ in new business revenue over three years, consistently building and converting pipeline in competitive, multi-vendor environments. Closed and managed long-term contracts with global organisations including BAE Systems and Drax Group, navigating complex buying groups across security, IT, and procurement. Built and executed targeted outbound campaigns that increased pipeline conversion by 35%, using data-led prospecting and sales automation to consistently open and progress enterprise opportunities.

I sold enterprise telecoms and cloud networking solutions at Vaioni, focused on new business and complex infrastructure deals. Closed high-value contracts including a £500K SD-WAN deployment, working with senior IT and infrastructure stakeholders to design and deliver scalable network solutions across cloud and managed services. Consistently exceeded quota by 150%, expanding footprint across key enterprise accounts and building a strong pipeline in competitive markets. Reduced sales cycle length by 30% by running structured, multi-threaded deal strategies and engaging stakeholders across technical, commercial, and procurement functions early. Built a strong foundation in consultative, value-led selling, translating technical infrastructure into clear commercial outcomes, which I’ve carried forward into cybersecurity.

• Managed a £14.4M+ sales pipeline, structuring investment deals for high-net-worth clients. • Promoted to Senior Broker within six months after closing a high-value investment deal. • Conducted financial analysis to optimise investment strategies and ROI for HNW / UHNW individuals.