Hi, I’m
James Hourn
Head Of Enterprise Sales
Sydney,NSW
Summary
Growth Architect | Instrumental in Building $400M+ ASX Company
Conceptualised ReadyTech's strategic growth plan that supported the ascent to a $400M+ market cap on the ASX. Leveraged 12+ years of tech expertise to drive innovative solutions, scale sales, and optimise operations for maximum impact. Built high-performing teams that consistently exceed targets and cultivate enduring client satisfaction across diverse tech products.
Overview
11
years of professional experience
4
years of post-secondary education
Work History
ReadyTech
Head of Enterprise
10.2018 - Current
Job overview
- Led ReadyTech Enterprise Sales Strategy, achieving 7x increase in ARR over 5 years
- Grew first year average contract value across new customers from $17k to $180k
- Built Enterprise Sales function from onboarding to highest performing sales team across the RDY Group
- Developed and implemented a capability matrix for Enterprise Sales team
- Developed enterprise-wide system integration solution that connected multiple applications, resulting in improved operational efficiency of 22%
- Exceeded revenue target for last 5 years.
Urbanise
Non-Executive Director
01.2024 - Current
Job overview
- Encouraged innovation by challenging conventional thinking and advocating for new approaches to problem-solving within the organization.
- Enhanced corporate governance through the implementation of robust policies and procedures.
- Increased board effectiveness by driving strategic initiatives and providing valuable insights from industry experience.
ReadyTech
Commercial Director
02.2015 - 09.2018
Job overview
- Managed all new business and renewable revenue across largest ReadyTec segment, implementing a Customer Success strategy that resulted in a 96% renewal rate across 5 products
- Established a CSM capability, growing the team to three members and developing training programs
- Oversaw significant growth in customer satisfaction scores, exceeding industry benchmarks
- Implemented partnership program to drive upsell and cross sell which contributed over 20% to the topline revenue number for this period.
ReadyTech
Product Owner
01.2013 - 01.2015
Job overview
- Developed the business case that outlined expected benefits of the product and associated costs
- Led cloud transition for a platform, increasing revenue from $250k to over $1m with 31% market share
- Initiated and developed engineering team from the ground up, establishing robust product development strategy
- Acted as a liaison between development team and stakeholders, including Executive, Sales, Marketing and Customer Success to ensure product requirements are understood and met
- Conducted data-driven analysis to measure product success metrics, informing future enhancements or adjustments.
- Evaluated competitive landscape to inform strategic decisions on product positioning and pricing.
- Used customer feedback to drive product decisions and ensure customer satisfaction.
Education
Black Isle Communication
Leadership Program
03.2014 - 05.2014
Charles Sturt University
Bachelor of Journalism & Bachelor of Sports Management
01.2001 - 05.2004
Skills
Excellent Communication
undefinedCareer Achievements
- Cultivated Enduring Customer Loyalty: As Commercial Director, spearheaded a customer success initiative that yielded a 96% renewal rate across five product lines.
- Secured Pioneering Multi-Million Dollar Enterprise Deal: Led the deal team that secured ReadyTech's first multi-million-dollar enterprise agreement, establishing a precedent for future high-value sales.
- Orchestrated Exponential Revenue Growth: Oversaw a 7x increase in ARR over six years.
- Led Transformative Cloud Migration: Drove the strategic cloud platform transition that resulted in a significant revenue surge, exceeding $1 million and capturing a dominant 31% market share.
- Recognised Strategic Leadership: Appointed as a Non-Executive Board Director of Urbanise, a testament to my established expertise in strategy and leadership.
Timeline
Non-Executive Director
Urbanise
01.2024 - Current
Head of Enterprise
ReadyTech
10.2018 - Current
Commercial Director
ReadyTech
02.2015 - 09.2018
Black Isle Communication
Leadership Program
03.2014 - 05.2014
Product Owner
ReadyTech
01.2013 - 01.2015
Charles Sturt University
Bachelor of Journalism & Bachelor of Sports Management
01.2001 - 05.2004
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