Marc Lynch
Dublin
Summary
I am a technically minded and successful sales/financial services professional, a keen problem solver and strategic thinker. As a natural leader and coach, I am hoping to realise my potential as a Sales Leader by taking full advantage of the skills and experience I have acquired throughout my career to date. I am experienced and most comfortable working in high-growth, fast-paced environments. I have a particular interest in coaching and mentoring, travel, and I enjoy rugby, golf, sea swimming and surfing.
Overview
15
15
years of professional experience
Work History
Senior Account Executive Enterprise
Tegus / Alphasense
04.2023 - Current
- Managing end-to-end sales cycles from lead generation to contract negotiation and closing
- Collaborating with product, marketing, and technical teams to deliver customized solutions
- Proven track record of driving top-line revenue growth by acquiring new commercial customers and developing innovative strategies for account expansion.
- Leading complex and competitive sales cycles utilizing my strong communication skills and value selling to articulate compelling business cases
- Extensive experience selling and developing relationships with C-suite both in person and remotely
- Quarterback sales process and managing multiple internal and external stakeholders
- Proactively identify and pursue opportunities to cross sell additional products and services to existing customers to optimize account revenue and profitability
- Track record of consistently exceeding revenue goals on a quarterly and annual basis leveraging weekly and monthly KPIs (Presidents Club 2024 (200%), FY23 – 129%)
- Relishes deal structuring, presentation and tough negotiations ensuring we are value selling
- Expertise in running sales frameworks such as MEDDPICC and Challenger
Account Executive – ESB UK
Salesforce
03.2021 - 03.2023
- Proven success in generating net new business (65% new logo attainment YTD) and growing out install base customers
- Manages book of business with AOV of $1.3m
- Track record of achieving annual quota
- Consistently achieving pipeline generation targets of $300k per quarter
- Quarterback sales process and managing multiple internal and external stakeholders
- Extensive experience in leading multi-cloud/product deals
- Excellent communication skills and ability to develop relationships with C-suite
- Relishes deal structuring, presentation and tough negotiations ensuring we are value selling
- Be an advocate and trusted advisor for my install base customers both internally (eg SOPS, marketing issues) and externally (partner ecosystem)
- Leadership responsibilities, coaching and mentoring of other team members and BDRs
- Set standard presentation for customer commercials and rolled out across the Fins AEs
- ESB lead for UK ESMB FinTech in person event held in London (130+ registration & c. 80 attendees)
- Identified great use case for embedded analytics in Wealth / Asset Managers and coordinated Tableau account team campaign
- Appointed to lead team forecast and roll up to RVP / AVP in managers absence
- Honoured to be selected and enrolled on the AE Sales Excellence Academy
Coverage Relationship Manager – Corporate Banking
Ulster Bank Ireland DAC
07.2018 - 02.2021
- Lead deal origination through direct cold calling, liaising with other service providers and intermediaries
- Attend events on behalf of Ulster Bank to further enhance business network and drive sales leads
- Track record of achieving annual sales targets
- Conduct and delegate detailed financial analysis of potential companies, sectors and geographical markets
- Lead pitch presentations to new and existing customers
- Lead negotiation and structuring of deals with new and existing customers
- Coordinate internal and external stakeholders on deal execution to ensure the achievement of tight deadlines
Executive
Capnua Corporate Finance
01.2017 - 06.2018
- Lead deal origination through direct cold calling, liaising with other service providers and intermediaries
- Attend events on behalf of Capnua to further enhance business network and drive sales leads
- Lead pitch presentations to new and existing customers
- Lead negotiation and structuring of deals with new and existing clients
- Project management of deal execution
Investment Manager / Associate
BDO Development Capital
09.2014 - 12.2016
- Lead deal origination through direct cold calling, liaising with other service providers and intermediaries
- Attend events on behalf of BDO Development Capital to further enhance business network and drive sales leads
- Lead pitch presentations to new and existing investment companies
- Lead negotiation and structuring of deals with potential investee companies
- Cross-sell BDO’s other services to portfolio companies.
- Coordinate internal and external stakeholders on deal execution to ensure the achievement of tight deadlines
Audit Senior
BDO
12.2010 - 05.2014
- Worked on audit engagements in financial services, construction and property industries.
Education
Chartered Accountant -
INSTITUTE OF CHARTERED ACCOUNTANTS
09.2012
Msc - International Business
DUBLIN INSTITUTE OF TECHNOLOGY
09.2009
Bsc - Accounting & Finance
DUBLIN INSTITUTE OF TECHNOLOGY
05.2008
Skills
- Sales frameworks
- Pipeline management
- Contract negotiation
- Deal structuring
- Revenue growth strategies
- Account management
Achievements And Interests
- Presidents Club winner 2024
- Selected and enrolled on the Salesforce AE Sales Excellence Academy
- Wellbeing rep – Salesforce - ESB UK (2021)
- Wellbeing rep – Ulster Bank Corporate Banking (2020)
- Introduction to Negotiation: A Strategic Playbook for becoming a Principled and Persuasive Negotiator – Yale University (06/01/20 – 08/31/20)
- Climate Change Transformation Programme – University of Edinburgh (09/01/20 – 12/31/20)
- High level of proficiency in all Microsoft Office applications particularly Microsoft Excel and Power Point
- Representative on Past Pupils Union Committee of Blackrock College
- Volunteer at Pisco Sin Fronteras in 2010. I took part in building of houses, schools and sanitation facilities for people affected by the earthquake in Peru in 2007
Timeline
Senior Account Executive Enterprise
Tegus / Alphasense
04.2023 - Current
Account Executive – ESB UK
Salesforce
03.2021 - 03.2023
Coverage Relationship Manager – Corporate Banking
Ulster Bank Ireland DAC
07.2018 - 02.2021
Executive
Capnua Corporate Finance
01.2017 - 06.2018
Investment Manager / Associate
BDO Development Capital
09.2014 - 12.2016
Audit Senior
BDO
12.2010 - 05.2014
Chartered Accountant -
INSTITUTE OF CHARTERED ACCOUNTANTS
Msc - International Business
DUBLIN INSTITUTE OF TECHNOLOGY
Bsc - Accounting & Finance
DUBLIN INSTITUTE OF TECHNOLOGY