Tom Payne

Lead the expansion into European markets with a focus on the UK and France

• Pioneered and executed an impactful go-to-market strategy & territory penetration plan & I adapted sales methodologies, resulting in a 30% surge in European funnel activity from Q1 to Q3
• Leveraged knowledge of ecosystem with a targeted outreach, engaging in spotlight speaking spots at key industry events, co-hosted webinars and roundtables, placing Turno on the map for French press and industry operators
• This opened the path to forging strategic Partnerships and Integrations with key European industry players, enabling critical integrations & further enhancing market compatibility and the adoption of Turno by European accounts
• Significantly increased conversion rates by converting 37% of newly generated inbound leads to closed-won, resulting in an 8% growth in revenue from Q1 to Q3 for the European market
• Succeeded in positioning Turno as a market leader, from pretty much unknown upon joining the company, to the leading software provider for cleaning automation in France and the UK which was marked by official partnerships with other industry leaders such as Airbnb France, Abritel, BookingSync, Smily, J'affiche complet and more..

Key achievement: Achieved Market Leadership in main European Markets in under 9 months

• Delivered Key Accounts for Transparent across European markets
• Increased yearly recurring revenues for Europe accounts by 255% taking Annual Recurring Revenues from €385 to €1.3M ARR YOY
• Applied methods such as MEDDIC/MEDDPIC with strategic accounts, to securing important new key wins
• Optimized Sales Funnel and converted over 40% of inbound leads into won opportunities by employing the Challenger sales model, significantly enhancing sales funnel efficiency
• Additionally, I achieved a 55% increase in deal values through upselling and cross-selling opportunities across existing accounts
• Enhanced outbound sales efforts by collaborating cross-functionally and crafting market-specific messaging and product enhancements, leading to a 30% increase in customer engagement metrics
• Implemented targeted strategies and a value-based approach, achieving a 25% year-over-year increase in qualified leads entering into the funnel for Europe

Key Win: Won the tender for Atout France, valued at €380K ARR translating to €1.52M TCV over four years / overachieving yearly quota by 22%

• Built and Managed second most lucrative market from scratch, & lead a high performing 7 person francophone team
• Market Leadership and Revenue Growth: Transformed the French-speaking market from $10K ARR to $1.55M ARR establishing the company as the leading analytics provider for both the private and public sector in France facilitating the win of Nationally scoped contracts
• Team Development and Strategic Execution: Built and scaled a dedicated team from just 1 to 7 French-speaking professionals, including Account Managers, Customer Success, and Public Relations specialists, effectively supporting the rapid market growth through strategic resource allocation
• Revenue Optimization and Client Engagement: implemented a consultative approach to sales conversations to uncover client needs & streamlined sales operations from lead generation to account management, resulting in reducing sales cycle time by half from a 4/6 month average to a 2/3 month average
• Campaign and Pipeline Management: Consistently kept a robust pipeline of opportunities, ensuring a steady flow of qualifiable leads by executing targeted marketing campaigns, boosting the sale funnel and increasing conversion rates by 13%, generating an additional €200,000 in sales
• Thought Leadership and Event Engagement: Elevated brand presence through participation in key industry events, increasing annual event participation from 1 to 4 spotlight speaking events per year on average, a strategic enhancement for brand visibility and influence
• Training and Development: Spearheaded the implementation of sales playbooks and training programs, improving team performance and ensuring alignment with strategic goals enhancing customer satisfaction and reducing churn by 12%

Key Achievements: Built the French market from scratch from €10K ARR to €1.55 Million ARR and was promoted 3 times in 3 years & enhanced revenue streams directly contributing to the valuation and acquisition of the company for $80Million by private equity.