Roland Harvey

I close complex enterprise software deals, and I use AI to run the cycle faster.

Enterprise Account Executive · AI-native and B2B SaaS platforms · CIO and IT leadership buyers · UK

Twenty-five years running multi-stakeholder sales cycles for IT vendors, from pre-revenue start-ups to established platforms, across financial services, retail, telco, public sector and the MSP channel.

$2.995M of net-new ARR from four enterprise logos in a single patch. A $1.1M top EMEA new logo. Multiple #1 finishes.

What is different now is how the work gets done. Account research, value-pyramid construction and hypothesis testing run through automations I built myself, returning roughly five hours a week to selling.

Track Record

The Numbers I Have Carried

$2.995M

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. Two were seven-figure contracts.

$1.5M

Largest single new logo

Across two deals, displacing an incumbent vendor already inside the estate.

$1.1M

Biggest EMEA deal that year

Serco, new logo, closed at CxO level, at AlarmPoint Systems.

$500K

Net-new logo, from cold

OneWeb at Contino. Entered the evaluation last against EY and Accenture. $250k MVP signed in three months and delivered in two, then a further $250k

$750K

Pipeline via the channel

Built with WWT and CDW in four months against a $2M alliance target, extending coverage past what direct selling reaches.

Track Record

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.

Retention and growth

Quota attainment

1

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.

2

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.

3

#1, Global ranking

Top sales person 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%.

Career

Where I Have Done It

1

LogicMonitor

2021 - 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.

2

DEXDA.io

2019 - 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.

3

Contino

2018 - 2019

Cloud native, DevOps and DevSecOps consultancy. Client Principal at a LinkedIn Top-25 UK start-up. Won OneWeb cold from a conversation on a stand at AWS Summit, entering the evaluation last against EY and Accenture. Also won The Stars Group, and co-managed JPMorgan Chase and State Street with US colleagues.

4

Corporate Software Services

2014 - 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 sales person 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.

5

Earlier career

2000 - 2014

Quest Software, AlarmPoint Systems, Devoteam Tertio, KTSL, NetPro, Taylor Made. Enterprise software into the Global 2000. $1.5M of pipeline built from scratch across Northern Europe in four months, and consistent new-business over-achievement.

Methodology

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.

Open and negotiate directly at CxO. Serco, BP, JPMorgan Chase, ANS, 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.

AI-Native Selling

Sell with AI, Not Just About It

Virtual BDR on ChatGPT

Built in my own time from autumn 2024, trained on MEDDPICC, SPIN, Command of the Message and persona playbooks. Researches the account, maps the buying group and writes the campaign by persona. A BDR used its questions to open a call with a COO, he said it was as if we had sat in his board meeting. The call became an AE meeting.

Codex agents for admin

A breakfast digest of UK deal registrations and partner email from WWT and CDW, a weekly roll-up across Gmail, Calendar and Teams into Slack, and a research agent that produced a full penetration plan for a central government department in place of days of manual work. 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.

Selling AI since 2019

Selling AI and AIOps platforms since 2019, when buyers had no reference frame for the category and every deal needed the market educated before it could be sold.

Fit and Onboarding

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

Where the route into the account runs through WWT, CDW, Softcat or SCC. I have owned both sides, so I know where the handover between direct and channel usually leaks revenue.

The 90 day plan

1

Days 1 - 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.

2

Days 31 - 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.

3

Days 61 - 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.

References

What a Buyer Says, and How to Reach Me

"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.

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. Individual customer contract values are commercially confidential and are not published here.

Contact

Southampton, Hampshire, working UK-wide