Timothy Baldock

Role: New Business Sales Manager responsible for a team of 4 mid market, 4 Enterprise and 1 senior strategic sales reps, 3 SDR's and an annual new business team budget of 58.64 Million AUD

• Built interview process, sales training and onboarding program from scratch - Scaled sales team from 3 reps to 9 in 4 months
• Successfully transitioned the team from inbound orders takers to outbound hunters through training and cultural change management resulting in 2-4x increases in outbound activity metrics per rep
• Planned, hired, trained and delivered companies first outbound SDR function of three junior sales reps increasing lead get by 24%
• Delivered a record Q2 for new companies onboarded with a combined 302k in eligible employees captured resulting in 12.21mil in revenue
• Proposed, documented and refined strategies and business processes, enhancing membership growth, customer experience and efficiency - Delivered companies first ever defined sales process framework
• Created go to market and pilot pitched companies first ever digital platform and direct sell product line

Role: Senior new business sales representative and BDR coach in the HR enterprise space selling a search-driven AI-powered solution stack.

• Generated 2.8 Million USD in qualified, active opportunity pipeline in under 4 months in new, untapped verticals including higher education, logistics, manufacturing and construction
• Mentored and coached two Business Development Reps directly and trained a wider team of 10, resulting in 180% and 200% attainment for Q1 respectively for my direct reps and a 30% uplift in activity across the wider team
• Maintained comprehensive knowledge of market trends, industry news, and competitor offerings, ensuring informed decision-making and strategic planning
• Built relationships within an HR partner ecosystem and onboarded 12 integration, referral, consulting and delivery channel partners in New Zealand & Australia what through channel integration generated 1.5mil in qualified pipeline in my first 4 months

Role: Sales manager, new business manager, account manager, sales operations, channel sales - Sales Generalist.

• Built and led a hybrid team of 7 sales professionals (BDRs, AEs, AMs) to deliver $3M+ USD in sales pipeline across APAC and EMEA, with 126% quota attainment.
• Created and executed ANZ and EMEA cross-functional go-to-market (GTM) strategy, targeting higher education, pharma, finance, and utilities verticals, which resulted in landing and customer expansion of GSK, Sandoz, Macquarie Bank, Auto Trader, Ausgrid, James Cook University, University of South Australia and Australian Federation University.
• Created new BDR function and outbound GTM strategy that increased XY prospecting sales activity by 300%+, while personally coaching high-performing BDRs to 110%-160% of target, showcasing a consistent ability to recruit, mentor, and develop talent.
• Ran and created processes for complex deal cycles, including legal, compliance, contract terms, CRM forecasting processes, installation, and cross-functional delivery alignment
• Managed partner ecosystem and expanded channel integration, building 12+ new ecosystem relationships across AU/NZ, responsible for 900kUSD in revenue and 4milUSD+ in pipeline,targeting higher education, pharma, finance, and utilities verticals, resulting in landing and customer expansion with GSK, Sandoz, Macquarie Bank, Auto Trader, Ausgrid, James Cook University, University of South Australia,

Role: New business, account management/add-on - BDR development coach.

• Supported and mentored a team of 4 BDRs and provided training to 16 globally, leading to a 30% increase in qualified pipeline.
• Closed and drive customer expansion of strategic mid-market and enterprise accounts through collaborative selling motions across retail, logistics, via CFOs, CIOs, and other C-suite executives. Closed deals with well-known companies like Belron Inc, Inchcape Ltd, Centennial Coal Ltd, and Super Retail Group Ltd.
• Built sales training resources and ran enablement sessions that were adopted by ANZ field teams.
• Achieved a $900K global account retention and secured a $180K add-on sale within the initial quarter. Made history as the first MM rep to close a deal of over $100K in their first quarter
• Co-ordinated a core selling group of cross-functional partners consisting of an integrated channel partner ecosystem, account development reps, solutions engineers, account directors, and customer success managers to generate $3.8MUSD qualified new business pipeline within 12 months

Role: Account quarterback and team leader, L&D training/consulting role, team development lead in Public Sector & Higher Education.

• Acted as manager and team lead for a group of 10 AEs, supporting their transition into Account Director roles by delivering structured mentoring, shadowing, and training programs.
• Drove a $1.2M USD book of business with enterprise scale, like Edith Cowen University, Australian Catholic University, and the NSW Department of Customer Service, while coaching teammates to exceed collective performance goals during a period of rapid change and uncertainty.
• Developed sales enablement content and onboarding strategies that cut ramp time by 2 months and were adopted regionally across APAC.
• Led weekly opportunity reviews and deal clinics to strengthen forecasting accuracy, improve pipeline health, and enhance close rates.
• Partnered cross-functionally with L&D, customer success, and solutions engineering to embed a consultative selling model across large, complex public sector and higher education accounts.
• Successfully piloted remote onboarding and virtual selling frameworks during COVID, ensuring high team performance in a hybrid sales environment.

Role: New business and account management / Team Leader - Public sector and Higher Education.

• Exceeded sales targets of $800K to $1.3M USD annually by managing a high-value portfolio of public sector and education clients, including NSW Department of Education, RMIT, and Energy Queensland.
• Mentored and supported graduate-level AEs and BDRs, leading training sessions, building onboarding content, and co-developing enablement playbooks.
• Spearheaded interview and hiring processes for sales roles, playing a critical role in team growth and competency development.
• Led sales performance workshops and shadowing programs that improved ramp speed and team conversion rates.
• Achieved 101% of full-year quota in just 9 months, as the only APAC public sector rep to hit full target in 2019.
• Closed a record volume of multi-year contracts, with 57% of deals extending 2-3 years, improving client retention and renewal velocity.

Role: New business coaching role selling HR/Learning and development tools to the education, private and public sectors.

• Consistently exceeded quota across three fiscal years, achieving 98% in 2016, 108% in 2017, and 114% in a stub year in 2018, with annual targets between $450K and $980K USD.
• Acted as a mentor and onboarding lead for new hires across the ANZ learning team, contributing to a 6–8 week reduction in ramp time by building scalable training content and leading coaching programs.
• Led knowledge-sharing and prospecting strategy sessions that shaped broader team success; one of the only AEs in team history to deliver 6 consecutive quarters of quota overachievement.
• Managed and closed high-value deals ($50K–$400K USD) across education and public sector clients, including La Trobe University, Engineers Australia, Ooh! Media, WA Treasury, and TAFE NSW.
• Played an informal leadership role within the team, driving collaborative pipeline strategy and acting as a go-to resource for team enablement and sales process improvement.

Role: Field-based Channel Sales and Technology Consultant expanding partner ecosystem through channel integration.

• Exceeded revenue targets year-over-year, achieving 100% of 2013 budget in 9 months, 102% of 2014 ($1.4M), and 110% of 2015, finishing as NSW’s #1 rep in 2013 and #2 in 2014.
• Provided strategic leadership in partner enablement, building the “Recipe for Success” and MYOB Partner Manager Playbooks, adopted across national teams to scale cloud migration sales strategies.
• Consulted and coached a diverse channel network, including Deloitte, PwC, and EY, embedding MYOB technology into professional services workflows and increasing share-of-wallet.
• Optimised resource allocation by mapping partner strengths to sales stages, integrating resellers into MYOB’s sales motion for higher funnel conversion and improved pipeline velocity.
• Championed internal upskilling of Partner Managers and facilitated enablement sessions to lift onboarding effectiveness and team capability.

Role: Inside-Sales Account Manager.

• Delivered exceptional sales results with 100% of target in Year 1, 129% in Year 2, and 120% in just 9 months in Year 3 on an average $300K annual quota.
• Broke records by generating the second-highest revenue in MYOB inside sales history and became the first rep since 2005 to qualify for MYOB’s overachievers' trips in both 2011 and 2012
• Maintained top-tier performance in a competitive sales environment, closing high-volume deals across small-to-medium businesses.
• Built a reputation for consistency and tenacity, laying the foundation for future promotions into partner and field sales leadership roles.