I close complex enterprise software deals, and I use AI to run the cycle faster.
Enterprise Account Executive · AI-native and B2B SaaS platforms · CxO and IT leadership buyers · UK
A hiring decision is a purchase. So I have laid this page out the way I run an enterprise deal: the problem first, the criteria to judge me on, the proof, then the close. If it reads like a sales process, that is the point.
A bad enterprise hire costs a year: a missed number, a burned patch, and a ramp you pay for twice. This page is the case against that risk. Twenty-five years running multi-stakeholder sales cycles for IT vendors, from pre-revenue startups to established platforms, across financial services, retail, telco, public sector and the MSP channel.
Net-new ARR, one patch
Top EMEA new logo
Of a $1.2M target, 2023
"He's also been happy to tell me when he doesn't think something is the right investment." (Jon Williams, CTO)
What is different now is how the work gets done. Questions from a virtual BDR I built opened a call with a COO, who said it was as if we had sat in his board meeting; the call became an AE meeting. The same automations run account research and value-pyramid construction, returning roughly five hours a week to selling.
What to Screen Me On
Screen any enterprise AE on these four. My answer to each is below, and the evidence follows on this page.
Carries a new-business number from a standing start
$2.995M of net-new ARR across four competitive displacements.
Sells to the C-suite, not just to IT
CxO access at Serco, BP and JPMorgan Chase.
Runs a method, not a personality
MEDDPICC and Command of the Message as the working process, with every proof of value gated before engineering time is committed.
Uses AI to sell, not to talk about it
A virtual BDR that opened a COO meeting, and agents that return five hours a week to selling.
The evidence starts with the numbers.
The Numbers I Have Carried
Net-new ARR, one patch
Four net-new enterprise logos landed at LogicMonitor, each a competitive displacement of an incumbent monitoring vendor: SCC, Wavenet, Northumbria NHS Trust and Equinix.
Largest single new logo
Across two deals, displacing an incumbent vendor already inside the estate.
Biggest EMEA deal that year
Serco, new logo, closed at CxO level, at AlarmPoint Systems.
Net-new logo, from last place in the evaluation
OneWeb at Contino. Entered the evaluation last against Capgemini and Accenture. $250k MVP signed in three months and delivered in two, then a further $250k.
Pipeline via the channel
Built with WWT and CDW in four months against a $2M alliance target, extending coverage past what direct selling reaches.
Revenue Defended, and the Number Met
$500K ARR: churn turned into a contract
A national public sector account inherited at risk of non-renewal, converted into a multi-year contract by proving the full technology stack behind a national service. Substantially larger today, under a successor.
+$500K ARR: account grown
A managed service provider, grown by climbing to the executive sponsor who actually owned the budget, with annual uplifts built into the term.
$300K to $750K: contract renegotiated
A one-sided legacy agreement at DEXDA rewritten annually, on terms both sides wanted to sign.
Quota attainment
123%, 2023, against a $1.2M target
Delivered $1.475M against the largest target I had carried at LogicMonitor, in the year I moved into the MSP vertical.
98%, 2024, against a $1M target
$982K delivered. A near miss on a seven-figure quota, and I would rather show you the year than round it up.
#1, Global ranking
Top salesperson globally at Corporate Software Services, 2014 to 2017, in a team that grew from three to five. Four consecutive years at or above target: 100%, 120%, 108% and 104%.
Here is the process behind them.
How I Sell
Land net-new enterprise logos
Map the whole buying group: economic buyer, technical champion, deal champion, and the people who can quietly kill it.
Run MEDDPICC and Command of the Message as working process, not as forecast-call paperwork. Sandler and SPIN trained alongside.
Gate every proof of value before engineering time is committed: a go/no-go review with SE and sales leadership, success criteria agreed with the buyer, and the economic buyer engaged. OneWeb's paid MVP, delivered a month early, earned the second $250k.
Open and negotiate directly at CxO. Serco, BP, JPMorgan Chase, Wavenet and SCC are where that has been tested.
Generate pipeline multi-persona and in lockstep with BDR and CS, rather than waiting for marketing to fill the funnel. Three of the BDRs I worked alongside went on to become AEs.
Build buyers who come back. One CTO has bought from me at three different companies over ten years.
Defend and grow what is already there
Turned a national public sector account facing non-renewal into a multi-year contract, and it has grown substantially since on that foundation.
Added $500K ARR at a managed service provider by climbing to the person who actually owned the budget.
Treat renewal risk as a sales problem with a named owner, not as a customer success handover.
Sell with AI, Not Just About It
Selling AI since 2019
Taken to market at DEXDA from 2019, then sold as LogicMonitor's Edwin AI after the acquisition. Buyers had no reference frame for the category, so every deal needed the market educated before it could be sold.
A COO meeting from a virtual BDR
Its questions opened the COO call above, and the call became an AE meeting. Built in my own time from autumn 2024 on ChatGPT and trained on MEDDPICC, SPIN, Command of the Message and persona playbooks, it researches the account, maps the buying group and writes the campaign by persona.
Codex agents for research and admin
A research agent produced a full penetration plan for a central government department in place of days of manual work. Alongside it, a breakfast digest of UK deal registrations and partner email from WWT and CDW, and a weekly roll-up across Gmail, Calendar and Teams into Slack. Roughly five hours a week back into selling.
Competitive intelligence loop
Used Perplexity to pull competitor reviews, customer feedback, fireside chats and white papers, then Google NotebookLM to turn them into briefings and audio overviews I could listen to on the way to a meeting.
Where each of these has been tested.
Where I Have Done It
LogicMonitor
2021 to present
AIOps and observability, enterprise plus MSP channel. Joined through the acquisition of the ML/AI start-up whose technology became the Edwin AI platform. Account Executive Enterprise, then Strategic Partner Manager, then Senior Account Executive MSP, now Partner Development Manager owning the UK and EMEA relationship with WWT and the UK relationship with CDW against a $2M target.
DEXDA.io
2019 to 2021
Early-stage AIOps, enterprise. Headhunted to take the product to market. Built the go-to-market from elevator pitch through target markets, buyer personas and vertical messaging, then sold it.
Contino
2018 to 2019
Cloud native, DevOps and DevSecOps consultancy. Client Principal at a LinkedIn Top-25 UK start-up. Won OneWeb from a conversation on the Contino stand at AWS Summit London, after their team had seen our SE speak, then entered the evaluation last against Capgemini and Accenture. Also won The Stars Group, and co-managed JPMorgan Chase and State Street with US colleagues.
Corporate Software Services
2014 to 2018
Service assurance, data analytics and DevOps. Four consecutive years at or above target on a quota that grew from $150K to $1.3M, and top salesperson globally across that run. Won and grew Specsavers and Vodafone, and sold to NIU Solutions, the team that built the banking IT behind Metro Bank, the first new UK high street bank in over a century.
Earlier career
2000 to 2014
Quest Software, AlarmPoint Systems, Devoteam Tertio, KTSL, NetPro, Taylor Made. Enterprise software into the Global 2000: 110% of a $1.2M target at Quest Software in 2001, and $1.5M of pipeline built from scratch across Northern Europe in four months.
Two people who have watched me do it, from opposite sides of the table.
What a Buyer Says
"I've worked with Roland for around 10 years across a number of businesses, buying monitoring solutions and managed services from him. He has always taken the time to understand the problem we were actually trying to solve, rather than just trying to sell us something, and then brought together the right people, partners and commercials to make it work. He's also been happy to tell me when he doesn't think something is the right investment. That's probably why I trust him when he does bring something to me. I know it's because he genuinely believes it will add value to the business, and I'd happily work with him again."
Jon Williams · CTO at ReDeFi, Co-Founder and CPO at Clairo AI, Enterprise Architect at Nasstar. Bought from me at NIU Solutions, Calligo and Nasstar.
What a Sales Leader Says
"Roland is exceptional at building strong, trusted customer relationships, always grounding conversations in business value and the outcomes that mattered most to the customer. He was particularly effective at bringing together the right internal and external stakeholders to build engagement, create alignment and drive opportunities forward. Just as importantly, he was brilliant culturally. A positive, collaborative presence who made a genuine impact on the wider team. Roland is a pleasure to work with."
Jordan Amos · Regional Sales Manager. Worked alongside me as an Enterprise Account Executive, then managed me directly.
So what would the first 90 days look like with you?
Where I Fit, and What the First 90 Days Look Like
The roles I am built for
Net-new enterprise seat
A carved patch, a real number, and no inherited book to lean on. $2.995M of net-new ARR from four logos is what that looks like when it goes right.
Competitive displacement
Incumbent embedded, multi-year contract in place, procurement already scarred by the last migration. This is the deal shape I have run most often and enjoy most.
Channel-assisted enterprise
I have sold through resellers (WWT, CDW and Softcat) and with global integrators: Atos, won from a standing start, and Logicalis, under a global agreement. Having owned both sides, I know where the handover between direct and channel usually leaks revenue.
The 90 day plan
Days 1 to 30
Sit on live calls. Read the last ten closed-won and, more usefully, the last ten closed-lost. Rebuild the ICP into something I can qualify against on a first call, and agree it with you rather than assume it.
Days 31 to 60
Top 25 accounts mapped with named economic buyer, technical champion, current incumbent and renewal date where it is findable. First multi-persona sequences out, running with BDR and marketing rather than in parallel to them.
Days 61 to 90
Pipeline built to the coverage ratio the role requires, early deals scored in MEDDPICC with the gaps visible, and my AI research stack rebuilt around your product, your market and your competitors. That last part I hand to the team, not keep to myself.
How to Contact Me
If you are hiring an enterprise seat with a real number attached, I am worth an hour.
Full CV, deal detail and further references on request. All figures are shown in US dollars, the currency the deals were booked in at LogicMonitor and prior US vendors. Current customer contract values are commercially confidential and are not published here.
Roland Harvey