10+ years carrying six- and seven-figure enterprise quotas for cloud infrastructure, SaaS and cyber security vendors — including four years as a cloud provider Sales Director. Now working with investors, scale-ups and vendors as a fractional sales leader, go-to-market advisor and market researcher, using the MEDDPICC methodology throughout.
Joss Penfold
Engagements are scoped around a specific commercial outcome — a launch, a raise, a stalled pipeline — not a fixed number of hours.
Interim or fractional Sales Director capacity for cloud, cyber security and SaaS vendors that need enterprise sales leadership before they need a full-time hire: pipeline discipline, forecasting accuracy, MEDDPICC process, and hands-on team building.
ICP definition, competitor and market due-diligence for investors ahead of deploying capital, and value-proposition and sales-playbook design embedded directly into a portfolio company's commercial operations.
Buyer engagement, threat-landscape positioning and channel/partner strategy for cyber security and cloud infrastructure vendors entering a new market — drawn from building a security company's UK business from zero.
Market, competitor and customer due-diligence for investment firms; GTM frameworks, ICPs and sales playbooks for emerging-tech scale-ups.
£53m in Enterprise cloud revenue across two years (£24m then £29m, +18% YoY) across UK&I and the Nordics; co-designed and scaled OVHcloud's Startup/Scale-up credit programme; grew the regional sales team from 6 to 10.
Built the UK business from zero to £1m quota delivery and 100% logo acquisition as the company's first UK hire; built a new international distribution channel from zero.
Led a 10–12 person Oracle Cloud New Business team across EMEA; wins included Nationwide, BP, Spotify and The Crown Estate.
Named Top Individual Performer for account management and new business.
Whether it's a fractional Sales Director, pre-investment due diligence, or a go-to-market reset — happy to have a first, no-obligation conversation.