Richard Zananiri

Vice President Sales, EMEA

UpGuard

Jun 2026 - Current (4 months)

VP Sales EMEA at UpGuard, responsible for scaling regional growth, sales execution, partner strategy and customer engagement across EMEA for UpGuard’s AI-powered Cyber Risk Posture Management platform.

Vice President of Global Sales

Conduktor

Jun 2024 - May 2026 (2 years)

• Achieved over 50% YoY growth in FY25, exceeding the Incremental ARR target.
• Collaborated with the CEO, CFO, and CTO to secure Series B funding, ensuring financial stability for growth.
• Continuously drive strategic initiatives to enhance the Conduktor platform, leading to increased productivity for enterprise organisations utilising Kafka.
• Developed and implemented a global operating rhythm and playbook, streamlining processes across teams.

Vice President EMEA Emerging Enterprise & Digital Natives

Databricks

Sep 2023 - Jun 2024 (10 months)

• Led a team of 70+ RVPs and AEs, fostering collaboration and enhancing productivity across departments.
• Drove strategic partnerships, achieving a 30% increase in market penetration within the EMEA region.
• Implemented streamlined processes that significantly improved project delivery timelines, underscoring my commitment to operational excellence.

Senior Sales Director - EMEA Commercial Business

Databricks

Jan 2022 - Sep 2023 (1 year 9 months)

• Led growth initiatives across New Logos and Existing Customer Accounts in the EMEA region, resulting in significant revenue increases.
• Cultivated strong relationships with key stakeholders, enhancing customer satisfaction and retention rates.
• Implemented strategic sales processes that streamlined operations and improved team performance, leading to a 30% increase in quarterly sales.

Sales Director - EMEA Commercial Business

Databricks

Feb 2020 - Jan 2022 (2 years)

• Spearheaded the establishment of Databricks' EMEA commercial business, growing the team from 7 to over 70 members.
• Developed and executed a comprehensive go-to-market strategy, achieving an impressive 95%+ year-over-year growth.
• Cultivated strong relationships with key stakeholders, enhancing brand visibility and market penetration across the region.

EMEA Commercial Director

Splunk

Oct 2016 - Feb 2020 (3 years 5 months)

• Established Splunk's EMEA commercial operations, growing the team from inception to over 70 professionals.
• Drove a remarkable 100%+ year-over-year growth, contributing to nearly a $100 million business.
• Cultivated operational intelligence solutions that transformed machine data into actionable insights for over 18,500 customers globally.

EMEA, Head of Inside Sales

Splunk

Jan 2013 - Oct 2016 (3 years 10 months)

• Built the EMEA Inside Sales team at Splunk from the ground up, expanding from 6 to over 35 members in 3.5 years.
• Developed and implemented comprehensive training programs for new Inside Sales Representatives across various teams.
• Achieved consistent revenue growth through effective forecasting and closing of high-value transactions.

European Inside Sales Manager

Amex GBT Neo

May 2010 - Dec 2012 (2 years 8 months)

• Established a high-performing Inside Sales team at Amex GBT Neo, focusing on the EMEA market.
• Drove a 30% increase in policy compliance and user adoption through strategic initiatives.
• Cultivated strong client relationships to align travel and expense solutions with business objectives.
• Developed and implemented comprehensive training programs to enhance team performance.

Enterprise Business Development, EMEA

Cornerstone OnDemand

Jul 2009 - Jun 2010 (1 year)

• Led the enterprise business development initiatives across the EMEA region, driving growth for Cornerstone OnDemand post-acquisition of Softscape.
• Cultivated relationships with Fortune 500 clients, enhancing customer engagement and retention strategies.
• Collaborated with cross-functional teams to tailor HCM solutions, resulting in a 25% increase in customer satisfaction scores.

Account Executive - Managing the Verint Customer Account

Clarify

Jan 2007 - Jul 2009 (2 years 7 months)

• Managed the Verint customer account, driving enterprise workforce optimisation and security intelligence solutions.
• Collaborated with cross-functional teams to deliver tailored solutions, enhancing client satisfaction and retention.
• Achieved a 25% increase in account revenue through strategic upselling and relationship building.
• Developed expertise in actionable intelligence, contributing to the success of over 10,000 organizations globally.

Sales Executive - Working on the Verint Customer Account

Clarify

Jan 2007 - Jul 2009 (2 years 7 months)

• Drove sales initiatives for Verint Witness Actionable Solutions®, enhancing customer service operations across various sectors.
• Collaborated with cross-functional teams to optimise customer experience and compliance through data-driven insights.
• Achieved a 25% increase in customer engagement metrics by implementing tailored analytics solutions for clients.

New Business Account Manager- Clarify New Business

Clarify

Jan 2007 - Jul 2009 (2 years 7 months)

• Managed the development and execution of sales strategies for enterprise software clients, enhancing pipeline quality.
• Collaborated with cross-functional teams to implement consultative selling methodologies, resulting in improved market intelligence.
• Achieved a 30% increase in qualified leads through targeted account planning and opportunity risk analysis.

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Richard Zananiri

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