Pieter Geeraerts
Chief Revenue Officer
Erfahrungen
Sept. 2022 - Okt. 2023
1 Jahr 2 MonatenChief Revenue Officer
Expensya
- Joined the company to professionalize and industrialize sales & marketing, with the clear request by the founder to make the company ready for a next capital raise or being sold.
- Lowered the customer acquisition cost and increased deal size to improve CAC payback time from 3 years to 18 months.
- Stabilised an reduced cost per qualified lead with 50% by focusing on outbound (SDR) activities.
- Shifted sales approach from ‘feature/price’ to ‘value’ selling.
- Installed robust sales organization and processes.
- Redefined target market to move smaller deals to ‘self serve’ while focusing sales reps on larger deals, resulting in a pipe of ‘enterprise level’ deals and the first +100k€ ARR deals signed.
- Created new messaging framework to focus on customer benefits rather than features.
- The company was acquired by Medius in July at a 10x valuation, and my teams were integrated into the Medius sales and marketing teams.
Juni 2021 - Sept. 2022
1 Jahr 4 MonatenChief Banking Officer
Isabel Group
- P&L responsibility for the ‘banking’ division of Isabel (ca 18M€) including the ‘open banking’ solutions.
- Directly managing sales, marketing and product management and using pooled resources for development, customer support, etc.
- This was an ‘entrepreneurial’ role starting with a small team to take the technical solutions delivered to the shareholders, transform them into products that can be sold to banks all over Europe and establish Isabel as a (open) bank(ing) solution provider outside of Belgium.
- Reestablished a good relationship with the 4 biggest customers who are also the 4 shareholders in very difficult circumstances, brought a complex blockchain based KYB sharing project with the shareholders to a good end, rebuilt the marketing messages for PSD2 based open banking and launched the international marketing.
- Left Isabel in agreement with the CEO as the shareholders did not want to expand internationally while that was the main reason for the CEO to hire me.
Nov. 2020 - Juli 2021
9 MonatenManaging Director Cochess & Head of M&A
Play Magnus
- In this interim/temporary management role I had two responsibilities: managing a startup subsidiary named CoChess and leading all the M&A activities.
- Cochess was a startup created by the Play Magnus Group and targeted to be the market leading person-to-person online chess coaching platform.
- Although the recurring revenue was growing, a deep analysis showed that the CAC/CLTV ratio would never result in a profitable business and hence winded down the Cochess activities.
- As Head of M&A I initiated and led 6 Due Diligences and closed 4 acquisitions in an 8-month period.
Jan. 2018 - Dez. 2020
3 JahrenCEO
MobileXpense
- Appointed as CEO by private equity fund Fortino Capital which acquired MobileXpense in December 2017.
- Transformed a group of people with a great product and a total lack of organization, structure, processes, and strategy into a smooth-running international SaaS scale-up with almost no employee attrition.
- Tripled the company revenue and size in 2 years by a mix of organic growth and international acquisitions (from 7M€ revenue in 2017 to an expected 21M€ revenue in 2020, from 60 to 170 FTE, while remaining EBITDA positive), all funded with the generated cashflow (except one acquisition, which required a capital increase).
- Initiated and executed three acquisitions (from due diligence to closing) and personally managed the integration.
- Installed a strong company culture through leading by example as well as more formal HR processes in order to enable fast growth.
- Defined and launched a clear value proposition/positioning, set up the marketing team and brought the company from being an unknown provider to a ‘Major Player’ according to IDC.
- Created a new ‘go to market’ strategy, doubling the prices and switching from payments in arrears to upfront payments to massively boost the cash flow.
- Introduced clear operational processes with well-defined roles/responsibilities and moved to ITIL based operations to increase customer satisfaction and lower costs.
- Most of the management team, including myself, left the company after a severe fall-out with the chairman on how to cope with the impact of the Covid crisis.
- Few months after the management team left, the chairman was asked to leave the investment fund.
Jan. 2016 - Dez. 2019
2 JahrenHead of Global Bid Management & Strategic Deals
Worldline
- On request of the vice- CEO (directeur adjoint), created a ‘global bid management & strategic deal office’ to industrialize and professionalize bid management across all countries and divisions to increase the win rate for new business and hence drive the organic growth.
- Responsible for follow up and bid management of all strategic deals (+25M€ TCV).
- Heading a team of very senior bid managers and dealmakers, each with proven experience in managing and closing +100M€ deals.
- Rolled out a companywide training programme for managing and signing complex deals (Miller Heiman, bid management, …).
- Personally managed and closed the first ‘big deal’ (+80M€ TCV) for the team.
Jan. 2015 - Dez. 2017
3 Jahren Belgien
Sales Director Benelux
Worldline
- Responsible for all sales across the three product segments for Benelux (~370M€ turnover, team of ~100 FTE in sales and presales in matrix org) and member of Benelux executive team.
- Driving the change as Worldline was transitioning from a ‘country based’ model to global matrix organization.
- Professionalizing sales by eg introduction of a CRM and account planning for major accounts.
- Installed ‘customer focus’ throughout the whole frontline, including support functions.
- Successfully completed the divestment of Paysquare Belgium as imposed and followed up by the EU as part of the approval for the acquisition of Equens SE.
Jan. 2013 - Dez. 2015
3 Jahren Belgien
VP Sales Belgium, Netherlands & France – Country Manager Belgium & France
Basware
- Leading direct & indirect sales, marketing and presales across three countries (~25 HC, ~30M€ revenue).
- Restructured teams and installed basic sales management processes (pipeline review, go/nogo meeting, …).
- Achieved 110% of sales target in 2014 with only 75% of planned sales HC.
- Doubled order entry year-on-year for Belgium from 2013 to 2014.
- Country manager for Belgium and France in complex matrix organization, accountable for country P&L (~70 FTE in Be, ~15 FTE in FR).
- Stabilised and integrated Basware Belgium (former Certipost) into global Basware organisation after badly executed acquisition.
- Stabilised and re-motivated Basware France after 40% of staff left due to organizational changes.
Jan. 2013 - Dez. 2014
1 Jahr Paris, Frankreich
Head of Business & Quality Office – Global Technical Support
Alcatel-Lucent
- Created and lead the Business & Quality Office (~30 FTEs) for a newly created global division responsible for all maintenance activities worldwide at Alcatel- Lucent.
- Designed and realized a lean/six sigma based +15% global HC reduction (from 3500 FTE to 3000) in 6 months’ time in parallel with an offshoring exercise to China/India.
Jan. 2011 - Dez. 2013
1 Jahr Paris, Frankreich
EMEA HQ Sales Operations
Alcatel-Lucent
- Lead/transformed a small team of business intelligence, CRM, tools and process experts at EMEA HQ responsible for the sales order and revenue forecast of EMEA (4.5 B€ yearly revenue).
- Replaced Siebel CRM with Salesforce.
- Reduced time needed to generate and analyze forecast from 3 weeks to 5 calendar days.
Jan. 2009 - Dez. 2013
4 Jahren Belgien
General Programme Manager, Managed Services/Customer Delivery
Alcatel-Lucent
- Business unit manager with P&L responsibility for managed services and outsourcing in Belgium.
- Main focus was the KPN Group Belgium (‘Base’) outsourcing programme to roll out, operate and maintain a nation-wide 3G network.
- The business unit had +200 FTEs with a +40 Mio Euro yearly revenue and was heavily loss making when I took over.
- Achieved a turn-around of the project in 15 months.
Jan. 2007 - Dez. 2009
3 Jahren Belgien
Key Account Manager for Belgacom Group
Alcatel-Lucent
- Key Account Manager for the Belgacom group.
- Stabilised the account after a very turbulent period and re-established trust at executive level while growing and extending infrastructure business of Alcatel-Lucent at Belgacom from 20 to 30 Mio Euro/year order intake in 2 years.
Jan. 2004 - Dez. 2008
3 JahrenBusiness Manager/Business Operations Manager
Alcatel-Lucent
- Managing all financial, logistics and operational aspects of the broadband business in Northern Europe (+200 Mio Euro turnover).
- Responsible for sales in Central/Eastern Europe.
Jan. 2003 - Dez. 2005
3 JahrenCommercial Office Manager
Alcatel-Lucent
- Bid management for large projects for fixed network equipment at EMEA HQ.
- Providing support on commercial and product strategy for broadband equipment to senior management.
Jan. 1999 - Dez. 2004
4 JahrenSystem Engineer, VDSL Virtual Company
Alcatel-Lucent
- R&D of a VDSL chipset (analog/digital) and firmware in a ‘virtual start-up’ company.
- The project resulted in the first commercially available VDSL chipset and several worldwide patents (one on my name).
Jan. 1998 - Dez. 2000
2 Jahren Ghent, Belgien
Researcher
Ghent University
- Fundamental research at the university, working towards a Ph.D.
Zusammenfassung
A versatile executive with over 20 years of experience in technology, mainly in telecom and SaaS/Fintech. Proven track record in creating the vision, driving the changes, building and scaling organizations, creating and executing go-to-market strategies, and delivering results both in a B2B and B2C context. A unique combination of a deep technology understanding, operational excellence, commercial acumen, general management skills. Strong communicator and negotiator, true people leader and an outspoken adherent of ‘culture eats strategy for breakfast’.
Sprachen
Niederländisch
Muttersprache
Englisch
Verhandlungssicher
Französisch
Verhandlungssicher
Ausbildung
Vlerick Management School
MBA · International Management · Belgien
Ghent University
Civil Engineer · Applied Electronics · Belgien
Zertifikate & Bescheinigungen
Executive Masterclass B2B Sales & Marketing
Vlerick Business School
NLP Practitioner
Project Management Professional (PMP)
PMI
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