Anil Thusoo

Chief Revenue Officer · CCO · Head of Sales | GTM & Enterprise Sales across BFSI + AI/Deep Tech | 20 yrs scaling revenue in Banking & Tech | APAC · US · ME

Sydney, New South Wales, Australia3.1k followers

Stealth Startup

ex-Westpac

ex-Bendigo and Adelaide Bank

Twenty years ago I took a bank's commercial team from scratch and turned it into a commercial weapon. Finding revenue hiding inside complexity is still what I do.
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My career sits at the intersection of financial services and technology, and the commercial machinery that connects the two. I work across two tracks. Financial services: 16 years scaling revenue, teams and P&L at Westpac, Bendigo & Adelaide Bank and NAB. I built a mobile lending business from under 10 people and $450M to 150+ people and $7B in four years at 3% above-system growth, led 500+ staff across 80 sites on a 5B book, and ran NAB's largest bank-wide AI/ML programme to 43% revenue uplift and 65% adoption across 7,000 bankers, seven months ahead of a 12-month mandate. Technology and deep tech: CRO, CCO and VP Sales mandates for AI, SaaS and PropTech ventures. I build GTM from zero in markets with no playbook (APAC, the Middle East, South Asia), close enterprise contracts as an individual contributor, and turn early pipeline into structured, scalable revenue. Deal cycles run from $500K licensing to multi-year enterprise contracts. Most recently I am building the commercial foundation for a stealth AI services company across hospitality, banking, engineering and public sector in APAC, the Middle East and EU. I hold an MBA from AGSM (UNSW) and executive credentials from Harvard Business School, MIT and IIM Bangalore. I build three things: revenue pipelines that survive the founder's departure, commercial teams that sell without being managed daily, and C-suite narratives that make boards say yes. Whether the title is CRO, CCO or Head of Sales, the job is the same: turn technical capability into commercial traction, fast. If you are a founder, PE-backed operator, board or executive search partner looking for someone to own the commercial engine in a technology or financial-services business, let's talk. Reach me directly via LinkedIn message.

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VARIOUS COMPANIESJOB
1. Title: Fractional CRO
  2Y 9M
2. Various hospitality roles
  6Y 1M
STEALTH STARTUPJOB
1. Founding Commercial Lead
  1Y 1M
POINTDATAJOB
1. Chief Commercial Officer (…
  9M
KADAJOB
1. VP-Global Enterprise Sales…
  1Y 4M
NABJOB
1. Program Dir - AI/ML Transf…
  1Y 1M
BENDIGO AND ADELAIDE BANKJOB
1. Head of Micro SME
  8M
2. Transformation Product Own…
  5M
3. Head of Consumer Lending (…
  3Y 11M
4. Transformation Product Own…
  5M
5. State Mgr
  5M
6. Regional Mgr
  1Y 6M
WESTPACJOB
1. Bank Mgr
  1Y 4M
2. Financial advice roles
  7Y 11M

Job: Westpac — Bank Manager · 2014-02 – 2015-06 · 1y 4mo — • Mentored staff in sales skills, resulting in seven, cracking into top 50 best bankers in Australia. • Mentored staff to generate over 131% or revenue result • Focused on right talent strategy, resulting in a 40% increase in consumer lending, 12% for wealth sales • Designed a diverse team which improved consumer lending by 26% in FY14 • Achieved annual rating of outstanding (highest possible) due to strong P&L growth and staff performance • Mentored Four staff in winning Alfred Davidson Award, which is the highest award in Westpac
Job: Bendigo and Adelaide Bank — Transformation Product Owner ( Micro SME ) · 2021-04 – 2021-09 · 5 mo — • Lead strategy and transformation to develop an innovative GTM strategy for small business segment. • Redesigned customer experience to identify client needs. • Created a flexible product distribution model across verticals to provide seamless Customer experience. • Recommended SAAS Tech solution for process improvement and Customer experience. • Demonstrated expertise in Sales Management, optimizing Sales Operations for increased efficiency and profitability. • Developed product suite in line with customer needs. • Influenced and negotiated support from C suite and stakeholders for implementation of the strategy.
Job: Westpac — Financial advice roles · 2006-03 – 2014-02 · 7y 11mo — Held various levels of financial advisor roles . Reached peak of success winning national awards twice .
Job: Bendigo and Adelaide Bank — Regional Manager · 2015-06 – 2016-12 · 1y 6mo — • Implemented a performance and talent management process, which resulted in 65% increase in consumer lending, 37% for insurance sales and 15% for wealth sales • Coached staff on margin management, which resulted in over 16% growth in net profit YOY
Job: Bendigo and Adelaide Bank — Head of Micro SME · 2021-09 – 2022-05 · 8 mo
Job: Bendigo and Adelaide Bank — Head of Consumer Lending ( Mobile) · 2017-10 – 2021-09 · 3y 11mo — • General Management responsibility of mobile lending Market segment channel • Scaled a startup channel from scratch to over 150 staff and fostered collaborative work philosophy. • Built a diverse team of talented individuals across 25 nationalities demonstrating my talent acquisition and sales enablement skills • Redesigned marketing strategy and refocused on digital sales Distribution. • Helped redesign products to facilitate market penetration and increased products per customer from 1.3 to 3.6. • Redesigned Banks High exposure lending strategy focusing on risk appetite and market opportunity. • Created best performing sales vertical in the bank for 3…
Job: Various Companies — Title: Fractional CRO / Chief Commercial Officer | GTM & Revenue Advisor · 2024-01 – present · 2y 7mo — I help founders, boards and PE-backed teams turn technical products into revenue. I step in as a fractional CRO, CCO or commercial lead to build GTM from zero, open enterprise pipeline, structure partnerships, and stand up commercial teams that keep selling after I leave. Work spans AI, deep tech, SaaS and financial services across APAC, the Middle East, US and EU. Selected engagements: Rayonix: fractional commercial lead, building GTM and enterprise pipeline from zero in AU, UAE and EU Culstrata-AI (Advisor): built and executed GTM strategy; structured a strategic investment and execution partnership that drove a 15x+ valuation increase. IBU Consulting (Advisor): GTM strategy and APAC and…
Job: Bendigo and Adelaide Bank — State Manager · 2016-12 – 2017-05 · 5 mo — • Built a culture of high performance by raising accountability, transparency, and empowerment • Collaborated with all distribution channels to introduce two new banking channels in NSW/ACT • Embedded a targeted talent management strategy, resulting in a 57% increase in consumer lending, 52% for insurance sales and 21% for wealth sales • Succeeded to increase over 10% growth in net profit YOY by increasing revenue and creating efficiencies • Sponsored various community organizations including netball, rugby, and junior cricket, worth over $2.5 million by engaging with club stakeholders and addressing mutual needs
Job: Stealth Startup — Founding Commercial Lead / CRO (Designate) · Deep Tech AI Services · 2025–Present · 2025-09 – present · 11 mo — Built international enterprise pipeline from zero across hospitality, banking, engineering and public sector verticals by designing and executing a full EU & APAC GTM strategy — establishing first structured commercial presence outside the US. Developed a 3-year APAC revenue strategy covering three verticals and a six-tab margin waterfall model, enabling founders to present investor-ready commercial projections for a phased funding cycle. Secured and structured partner relationships across Australia and the Middle East by positioning AI/data offering against its competitor alternatives — shortening enterprise sales cycles from exploration to scoped proposal. Formalised CRO transition struc…
Job: Various Companies — Various hospitality roles · 1999-09 – 2005-10 · 6y 1mo
Job: NAB — Program Director - AI/ML Transformation · 2022-05 – 2023-06 · 1y 1mo — → Led one of Australia's largest bank-wide AI/ML transformation programmes — a BCG-designed initiative — by directing cross-functional delivery across data, technology, risk, and operations, resulting in measurable improvement in model deployment cycle times and executive decision support. → Built internal change management capability by designing stakeholder frameworks and board-facing communication artefacts, enabling a programme that touched multiple business units to sustain momentum through three leadership transitions. → Bridged the gap between technical AI teams and commercial leadership by translating model outputs into business-impact language, resulting in C-suite adoptio…
Job: PointData — Chief Commercial Officer (Fractional) | PointData – AI PropTech · 2024-06 – 2025-03 · 9 mo
Job: Bendigo and Adelaide Bank — Transformation Product Owner (Home lending distribution) · 2017-05 – 2017-10 · 5 mo — • Lead the strategy and transformation for consumer lending division and delivered recommendation • Influenced stakeholders & C suite and secured unanimous support to implement. • Designed Got to Market strategy including Distribution, market mapping, marketing, and process improvements • Successfully influenced and Negotiated adoption of this strategy with Key stakeholders. • Participated in various Enterprise sales demos and pitches from various SAAS providers
Job: KADA — VP-Global Enterprise Sales & Partnerships · 2023-06 – 2024-10 · 1y 4mo
School: Harvard Business School — General Management Program
School: AGSM @ UNSW Business School — Master of Business Administration - MBA
School: Adelaide University — Master's degree, Applied Finance
School: Massachusetts Institute of Technology — Digital Transformation, Technology
School: AGSM @ UNSW Business School
School: Indian Institute of Management Bangalore — Leadership in Virtually Connected World
School: Tel Aviv University - Coller School of Management — MBA Exchange Course, Doing Business in Isreal
School: Yale University — MBA Exchange run by World Business council for Sustainable Development, Sustainable Leadership
School: University of South Australia — Bachelor of Management, Hospitality Administration/Management

Skills

MakeGo-to-Market StrategyEnterprise Technology SalesAI /ML commercialisationChief Revenue OfficerP&L ManagementSales Team buildingNew Market ExpansionMarket PlanningMarket DevelopmentStrategic PartnershipsBusiness Growth StrategiesCommercial ExecutionStrategy ConsultingOperations ManagementRevenue & Profit GrowthMarket Expansion ( APAC)Executive Stakeholder ManagementChange ManagementStartupsGlobal Channel Sales Management

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Anil Thusoo

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