Darren Coghlan

• Owned strategy and revenue across Tier 1 financial services accounts including ANZ Bank ($6.2M ARR prime contract), Australian Retirement Trust, Insignia Financial and Latitude Financial, managing portfolios ranging from $1.2-6.5M ARR.
• Built deep, trusted relationships at CIO, COO, CTO and GM levels, balancing business and technology priorities while anchoring conversations in clear CX, AI and productivity use cases - business problems first, tech later.
• Led large, end-to-end enterprise sales cycles ($10M+) over 9–18 months, engaging C-suite stakeholders and aligning cross-functional teams, strategic software partners (ServiceNow & Salesforce) and system integrators (Accenture, Genesys PS & NTT) to progress complex banking programs through structured governance, risk and approval processes.
• Landed $4M AI deal at Latitude Financial on top of a $1.8M base account, approved at Board level after a 12-month AI working committee process using AI to recognise financial hardship & cost-out 25% on process.
• Led ANZ Bank’s $42M Contact Centre Futures program, running a 15-month, board-level evaluation against AWS Connect and retaining a $3.5M on-prem subscription. Mobilised a team of 20+ internally / 30+ ANZ Bank focussed on future of banking & focus on Agentic AI.
• Delivered major CX and AI expansions including Latitude Financial ($4.25M) and Insignia Financial, consolidating telephony, WFM, analytics and AI workloads onto Genesys Cloud.
• Strong knowledge of APRA & Banking compliance environment.
• Led complex AI use cases end to end, navigating internal technical governance up to CTO level while translating model capability into clear customer value through practical user scenarios, proofs of concept and successful commercial outcomes.
• Achieved 140% YTD with line of sight to 152%, delivered 102% in first full year (Jan 2026 EOFY) with $2.8M quota, ranked 2nd highest seller of AI workloads across ANZ this FY (14 sellers) & recognised for accurate forecasting and consistent execution.

Strategic Enterprise Selling

• Managed 18 major enterprise accounts ($150k–$2M ARR) with a strong focus on growing existing customers and winning new ones.
• Identified real customer problems and matched them to clear use cases that moved deals forward faster.

Execution & Deal Leadership

• Worked with Solution Architects to deliver practical, customer-focused demos that built confidence and drove commercial alignment.
• Closed a 5-year $480k ARR deal with CPA Australia and secured a 72% uplift within 1st 3 years. Relationships at all levels.

Collaboration

• Brought together architects, technical teams, CSMs, and partners to deliver strong outcomes and keep customers moving.

Performance & Results

• Led the team in new business with 8 net-new logos in FY21/22.
• Consistently hit or exceeded targets: 142% (FY20/21), 112% (FY21/22), 87% YTD (FY22/23).
• Continued building skills across product, integrations, and digital transformation to better support customers.

• Situation / Task: Owned a pure hunter Enterprise and Higher Education territory, responsible for building strategic account plans and aligning stakeholders across HR, L&D and Talent.
• Action: Used targeted insights and LinkedIn’s Economic Graph data to open new conversations, shape value propositions and drive long-term partnership discussions.
• Result: Secured 17 net-new logos (USD 113,600 average ARR) and led the business in 5-year partnerships in FY20. Recognised by leadership for impact on university outcomes and awarded Best Culture Add.
• Key Wins: University of WA (USD 1.2M TCV), Rio Tinto (USD 5.5M TCV), AGL (USD 1.4M TCV), Coles (USD 1M TCV with Microsoft).

• Effective account planning and stakeholder engagement to win new logos (purely hunter focus).
• Qualified leads, built relationships and executed sales strategies to drive new business.
• Recognised for highest TCV across all deals signed for FY18/19 with ARR of $88k per deal due to most 5YR contracts signed, helping to bolster org's commitment to long-term partnerships.
• Notable logos include: RSPCA Victoria, Dentsu Aegis, Melbourne & Olympic Parks and RACGP.

• 13,000 businesses engaged across Victoria & South Australia to connect government services with economic development.
• Cold called and conducted interviews across all sectors with senior stakeholders. KPI driven around BI & # of meetings.
• Meet Departmental execs regularly to discuss BI & program success metrics.

Corps de Ballet dancer with The Australian Ballet.