Simon Lappin

Vice President of Global Sales

hyperexponential

Dec 2021 - Apr 2025 (3 years 5 months)

I joined hyperexponential as VP Sales at a critical inflection point: no established sales organisation, a highly complex pricing & underwriting platform, and rapidly emerging enterprise demand across global insurance markets. The mandate was to build an enterprise sales operation from zero, define how large, multi-stakeholder deals should be sold, and establish hyperexponential as the market-leading solution in its category. This required hands-on enterprise deal execution, leadership hiring, commercial creativity, and deep cross-functional alignment — while selling into some of the most demanding buyers in financial services. Scope and execution focus: - Built the global enterprise sales function from scratch, including org design, hir

VP Sales EMEA & Interim VP Sales North America

LumApps

Jul 2021 - Nov 2021 (5 months)

Alongside my responsibilities as VP Sales for EMEA, I was asked to take on the role of Interim VP for North America, providing executive sales leadership and deal support during a critical period of growth. The North American team was established, but several large, complex enterprise opportunities required senior-level engagement to progress and close. The focus was on deal execution, commercial structure, and executive alignment, rather than rebuilding the organisation. Scope and execution focus: - Retained full leadership responsibility for EMEA, while assuming interim oversight of North American sales execution - Provided hands-on executive support on high-value enterprise opportunities - Led deal strategy, stakeholder alignment, and

VP Sales, EMEA

LumApps

Jul 2020 - Jul 2021 (1 year 1 month)

I joined LumApps as VP Sales, reporting directly to the CEO and co-founder, with a mandate to scale enterprise revenue beyond France and bring greater execution discipline to a business with strong product momentum. LumApps was well established in France, driven by a close partnership with Google, but had more limited traction in the UK and Germany. Developing these markets — alongside Southern Europe — was a priority, using a mix of direct enterprise sales and a channel-led approach where appropriate. Scope and execution focus: - Led sales across France, UK, Germany, and Southern Europe - Built and scaled direct sales teams in the UK and Germany; developed partner-led motion for Southern Europe - Applied proven enterprise business-value

VP EMEA, Sales

ActOn Software

Aug 2018 - Jul 2020 (2 years)

I joined Act-On as VP Sales for EMEA during a period of leadership change and strategic reset, working with a new CEO, COO, and CRO (all previously colleagues). The mandate was clear: stabilise revenue, reduce churn, and rebuild customer confidence while product investment and roadmap execution caught up with market expectations. Marketing Automation was a mature and highly competitive market. Success required operational discipline, customer value realisation, and execution consistency, not category evangelism. Scope and execution focus: - Led EMEA sales and account expansion in a turnaround environment - Prioritised retention and expansion of existing customers, alongside selective new logo acquisition - Aligned Sales, Customer Success,

General Manager EMEA

Jive Software

Jun 2017 - May 2018 (1 year)

Following Jive’s acquisition by Aurea Software, I was appointed General Manager for EMEA, with responsibility expanding beyond sales to include post-sales delivery, consulting, support, marketing, HR, and regional operations. This role was defined by enterprise continuity through change. The priority was to protect and grow material enterprise revenue while ownership, strategy, and operating models were evolving — in a region where a small number of large customers represented a disproportionate share of ARR. Scope and leadership focus: - Full P&L responsibility for EMEA, spanning sales and post-sales functions - Member of the Global Leadership Team, working directly with executive leadership - Ensured client confidence and revenue contin

General Manager / VP of Sales, EMEA

Jive Software

Jun 2017 - May 2018 (1 year)

Proven leader with 20+ years experience in building and scaling EMEA sales teams, driving value to our clients and growing recurring revenues, at the same time of improving operational efficiency.

Regional Vice President Sales

Jive Software

Jan 2015 - May 2017 (2 years 5 months)

As VP Sales EMEA, I had responsibility for all EMEA regions, leading enterprise sales strategy, execution, and forecasting across a highly deal-concentrated portfolio where a small number of enterprise opportunities materially impacted outcomes. This role built directly on earlier regional leadership, expanding remit to Germany and broader EMEA, while driving consistent over-performance through enterprise GTM clarity, deal execution discipline, and leadership judgement. Scope and execution focus: - Full leadership responsibility for all EMEA enterprise sales teams, including expansion of the Germany region - Owned enterprise GTM messaging and value-based positioning tailored to EMEA market dynamics - Led large-deal strategy, qualification

Director of Sales, EMEA

Jive Software

Jan 2014 - Dec 2014 (1 year)

Director of Sales - UK and France

Jive Software

Jan 2014 - Dec 2014 (1 year)

This was my first formal sales leadership role, responsible for the UK and France enterprise regions, with a clear mandate: take an uneven but high-potential team and instil enterprise-grade execution discipline. The role was not about introducing theory — it was about codifying what works in large-deal enterprise selling and scaling it across a team operating in complex, multi-stakeholder environments. Leadership and execution focus: - Took responsibility for an existing enterprise sales team with inconsistent performance levels - Introduced best-practice enterprise deal execution based on proven frontline experience as a top-performing AE - Designed and implemented a performance management framework covering qualification, deal strategy

Senior Account Director

Jive Software

Nov 2011 - Dec 2013 (2 years 2 months)

With the increasing expanion of Jive in EMEA, since 2011, I have been responsible for driving success into key UK Market Sectors for Jive: - Professional / Consulting Services - Insurance - Banking - Oil & Gas - UK Govt and Defence There’s a reason Jive is considered the #1 social business provider by analysts, customers and the marketplace. It’s because our technology is more than a promise. It’s proven. Proven by successful companies worldwide who’ve used Jive to transform their businesses and achieve spectacular results. Based on this success, Jive became a public company in Dec 2011 (Nasdaq: JIVE) In November 2012, a top-three global business consulting firm analyzed Jive customers and learned just how big a difference Jive is makin

Enterprise Sales Executive

Jive Software

Jan 2011 - Dec 2013 (3 years)

I was responsible for selling complex enterprise collaboration software into large, multi-stakeholder organisations, consistently operating at the top end of deal size and deal complexity across Europe. This role built the frontline enterprise selling foundation that underpins everything I do today — deep deal judgement, executive alignment, and the ability to close high-value opportunities where precision matters. Execution focus: - Sold directly to C-suite and senior functional leaders across regulated and complex enterprises - Led end-to-end enterprise deal execution: qualification, stakeholder mapping, value articulation, commercial structuring, and close - Navigated long sales cycles with multiple buyers, procurement, legal, and secu

UK Country Manager

Jive Software

Oct 2009 - Nov 2011 (2 years 2 months)

Joined Jive in 2009 to establish Jive Software within the UK, and to build up the territory and team. Personally responsible for all UK revenues, expanding UK client base and establishing an effective UK partner channel.

UK Country Manager (Founding UK Leader)

Jive Software

Oct 2009 - Dec 2010 (1 year 3 months)

I was responsible for opening and establishing Jive’s UK business from zero, acting as the first commercial hire in the market and building the enterprise sales motion end-to-end. This was not a “country management” role in name only — it was a from-scratch enterprise market entry, requiring deal execution, segmentation, partnerships, and early pipeline creation in a market with no existing footprint. Key responsibilities and execution focus: - Opened the UK market as the first and only commercial presence, owning all early enterprise revenue outcomes - Designed the UK enterprise segmentation strategy, identifying priority industries, accounts, and buying centres - Led enterprise sales execution personally, selling complex, multi-stakehol

Senior Sales Executive

Borland Software

Oct 2006 - Oct 2009 (3 years 1 month)

Responsible for new enterprise acquisition and account expansion across large UK organisations, selling software solutions embedded across the software development lifecycle. This was a complex, technical, multi-stakeholder enterprise motion, involving technical buyers, development leaders, operations, and executive sponsors. Success depended on aligning multiple champions across different parts of the organisation, rather than single-threaded selling. Scope and execution focus: - Targeted and secured new large UK / EMEA enterprise clients - Developed strong SI partners who managed / supplemented my client's software build initiatives - Expanded existing customer footprint through sale of additional product lines - Sold solutions spanning

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Business Development Manager

CorVu Ltd

Dec 2005 - Oct 2006 (11 months)

Responsible for New Business Sales. Sectors include Manufacturing, Retail and Call Centres Lead Generation and Strategic Account Planning Product Demonstration Skills Marketing Plans

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Senior Account Executive

CorVu Ltd

Dec 2005 - Oct 2006 (11 months)

I was responsible for new business sales across multiple sectors, including manufacturing, retail, and call centres, selling enterprise software into operationally focused organisations. This role involved full-cycle selling, working directly with customers to understand operational pain points and position software solutions that delivered measurable business value. Scope and execution focus: - Owned new logo acquisition across manufacturing, retail, and contact-centre environments - Managing and expansion of existing customers Representative customer: - Hadleigh Castings, Dixons Motor Group

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Senior Account Executive

ASI Ltd

Jun 2004 - Nov 2005 (1 year 6 months)

I joined ASI Limited, an early-stage start-up founded by former colleagues, to help introduce a new product into the UK market and assess its commercial viability. The role involved full-cycle enterprise selling in a greenfield context — bringing a product with limited market awareness into a new geography and attempting to establish early customer traction. Scope and execution focus: - Led UK market entry for a new product with no established footprint - Owned end-to-end sales activity, from early prospecting through to commercial discussions - Worked closely with founders and product teams to test messaging, positioning, and buyer response - Attempted to create a new market category with limited existing demand or urgency

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Sales & Marketing Manager

ASI Ltd

Jun 2004 - Nov 2005 (1 year 6 months)

o New Business Development o Lead generation o Product Strategy and definition of functional requirements of product offerings. o Creating marketing collateral and web site design

Business Development Manager

Epicor

May 1998 - Jun 2004 (6 years 2 months)

New Business Sales for end-to-end ERP solutions covering CRM, Manufacturing, Distribution, Financials, eCommerce and Business Intelligence Team Leader for UK Manufacturing Sales Team Responsible for Lead Generation in SE England. Product Demonstration Management of associated VARs

Account Exec & Sales Manager

Epicor

May 1998 - Jun 2004 (6 years 2 months)

I joined Epicor as an Enterprise Account Executive, initially to establish and scale the CRM practice in EMEA following an exclusive agreement with Pivotal CRM, focused on selling into complex manufacturing environments. Later move across the the ERP team selling into discrete mix-mode manufacturers, and then managing the Vantage ERP Sales Team. Scope and execution focus: - First AE hired to build the EMEA CRM sales motion, targeting manufacturing organisations with complex operational and stakeholder requirements - Sold enterprise CRM solutions into manufacturing-led businesses, owning deals end-to-end - Later transitioned into the ERP division, selling larger, more complex solutions with longer sales cycles and higher organisational impa

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