Tim Nutman

AI-Driven Sales Performance | I build the systems that make sales teams measurably better — seller intelligence, coaching at scale, deal-risk agents | Output-Based Enablement | MongoDB alum, former Senior Director

New Alresford, England, United Kingdom2.2k followers

Airtable

ex-V7

ex-Kong Inc.

I make sales teams measurably better.
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For twenty years that meant enablement and pre-sales leadership — building MongoDB's first EMEA enablement function for 450+ AEs (a programme the CRO mandated for the entire global sales org), running sales enablement as Director at Kong, and scaling a solutions architecture team from 6 to 18 across Northern Europe. The constraint was always the same: great enablement doesn't scale through human bandwidth. So now I build the systems that remove the constraint. At Airtable — a company that restructured itself around AI agents — I design, ship and operate production AI systems for sales performance. Not prototypes. Systems that run daily, surface real intelligence, and touch real pipeline: ▸ Coaching @Scale — personalised coaching surfaced from outcome performance on key customer engagements. Does this seller qualify business pain? Where are the strengths and gaps? Delivered automatically, individually, at scale — 4,000+ hours of call-listening replaced with evidence-based coaching conversations. ▸ Seller Intelligence Profile — a real-time behavioural data layer combining meeting outcomes, leading indicators, outreach quality and deal review signals into a rolling per-seller profile. The foundation for personalised coaching and just-in-time enablement. ▸ Deal Review Agent — continuous, MEDDPICC-grounded reviews on qualifying deals. Hours of prep replaced with focused conversations that drive deal quality and risk mitigation. ▸ Agent Efficiency Score (AES) — measuring AI agents the way energy ratings measure appliances: not power consumed, but value delivered per unit. Operating agents in production taught me what demos never could: the six recurring ways agents break at scale, why the fixes are structural rather than better prompts, and how to run an agent portfolio with governance that answers "was the cost justified?" — not just "what did it cost?" What makes this work is an unusual intersection: deep sales-performance domain expertise, a decade as a solutions architect, hands-on engineering, and the operating scar tissue of a company-wide AI transformation. Lots of people can prompt an agent. Very few can design agent systems that encode real sales methodology — and then prove they moved the number. The thread through everything: Output-Based Enablement. Programmes exist to help sellers produce specific, measurable work outputs. If you can't name the output, you don't have a programme.

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GTM Index

AIRTABLEJOB
1. GTM Field Enablement & Exe…
  2Y 5M
V7JOB
1. GTM & Sales Enablement Lead
  5M
KONGJOB
1. Dir, Sales Enablement EMEA
  1Y 5M
MONGODBJOB
1. Senior Dir, EMEA Sales Ena…
  1Y 11M
2. Mgr, Solutions Architectur…
  1Y 4M
3. Senior Solutions Architect
  11M
THUNDERHEADJOB
1. Principal Architect
  1Y 7M
2. EMEA Pre Sales Mgr
  1Y
3. Senior Solutions Architect
  1Y 3M
EPTICAJOB
1. Pre Sales Mgr
  1Y 2M
SYNAPPS SOLUTIONSJOB
1. Senior Systems Eng
  3Y 10M
DELL TECHNOLOGIESJOB
1. Staff Systems Eng
  5Y 3M
WORKSHAREJOB
1. Solutions Consultant
  4M
SOFTQUAD / CORELJOB
1. Sales Eng / Pre Sales Mgr
  2Y 11M

Job: Airtable — GTM Field Enablement & Execution Senior Program Manager EMEA · 2024-05 – present · 2y 3mo — Strategic enablement leadership at Series F scale ($500M revenue, 850+ employees), pioneering AI-powered performance optimization across EMEA sales operations. AI Innovation Leadership: Operationalized Coaching@Scale platform—proprietary AI-powered meeting analysis system providing critical outcome assessment and coaching recommendations based on transcript analysis. Impact: 4000+ hours saved in call listening time while delivering personalized performance insights to sellers, managers, and regional heads C-Level Strategic Partnership: Trusted advisor to C-suite and VP-level executives, directly influencing EMEA sales performance strategies and go-to-market operations decisions. Key partn…
Job: V7 — GTM & Sales Enablement Lead · 2023-08 – 2024-01 · 5 mo — Pioneered GTM enablement transformation at AI-first computer vision startup, delivering accelerated pipeline growth during critical scaling phase. Rapid Impact: Applied proven systematic enablement methodology to drive significant pipeline acceleration, contributing directly to company's strongest quarterly revenue performance in following period AI-First Environment: Early adopter opportunity in cutting-edge AI/computer vision technology space, positioning for deep expertise in AI-enabled sales processes and emerging technology go-to-market strategies Methodology Excellence: Successfully adapted enterprise-scale enablement frameworks (developed at MongoDB/Kong) to high-growth startup en…
Job: Kong Inc. — Director, Sales Enablement EMEA · 2022-03 – 2023-08 · 1y 5mo — Transformed sales onboarding and field enablement across EMEA for leading API platform company, supporting enterprise and commercial sales teams through systematic methodology implementation. Complete Onboarding Transformation: Rebuilt new hire sales onboarding program from ground up, incorporating learnings from MongoDB's global program success and adapting for Kong's API/service connectivity market positioning EMEA Market Specialization: Designed and delivered region-specific enablement programs addressing unique European market dynamics, regulatory requirements, and cultural considerations across multiple countries and languages Sales Process Integration: Implemented systematic sales…
Job: MongoDB — Senior Director, EMEA Sales Enablement · 2020-04 – 2022-03 · 1y 11mo — Pioneer EMEA enablement hire scaling global sales performance during critical COVID disruption period, with direct responsibility for 450+ Enterprise and Commercial Account Executives worldwide. Global Program Leadership: Completely redesigned and delivered Advanced Sales Training program to 450+ Account Executives across 5 time zones (US East/West Coast, Central Europe, Middle East, ANZ) during COVID remote transition. Program transformation was so comprehensive that MongoDB's CRO mandated participation for entire sales organization, not just new hires Sales Leader Development: Architected and facilitated Sales Leader Training curriculum for Regional Directors and Aspiring Managers Progr…
Job: MongoDB — Manager, Solutions Architecture, Northern Europe · 2018-12 – 2020-04 · 1y 4mo — Scaled Northern Europe pre-sales organization 300% in 16 months while maintaining enterprise sales support quality and establishing new geographic markets. Rapid Team Scaling: Expanded from UK&I team of 6 to Northern Europe organization of 18, directly recruiting and onboarding 12 additional Solution Architects across UK, Benelux, and newly-established Nordics region Market Expansion Leadership: Opened and staffed new Nordics market while doubling UK and Benelux team capacity, establishing MongoDB's technical sales presence across expanded European territory Talent Development Excellence: Designed and implemented comprehensive onboarding and ongoing development programs for Solution Arch…
Job: MongoDB — Senior Solutions Architect · 2018-01 – 2018-12 · 11 mo — Technical sales leadership across UK&I enterprise accounts with specialization in Financial Services sector and complex enterprise architecture engagements. Record-Breaking Deal Leadership: Lead Solution Architect on MongoDB's largest SaaS Database platform opportunity at time ($1M+ ARR) for tier-2 bank Operational Data Layer supporting core banking transactions and data infrastructure Industry Expertise: Specialized in Financial Services technical sales, navigating complex regulatory requirements, enterprise architecture constraints, and mission-critical database deployment scenarios
Job: Thunderhead — Principal Architect · 2016-05 – 2017-12 · 1y 7mo
Job: Thunderhead — EMEA Pre Sales Manager · 2015-05 – 2016-05 · 1y — Thunderhead was a privately owned software company (acquired by Medallia in 2023), who since launching in 2004, has become a recognised global leader in the customer engagement and business communications market. Thunderhead joins up web, mobile, in-store and contact centre customer experiences giving brands a multi-dimensional understanding of customer journeys and enabling actionable conversations in real time. I operated as a player-manager extending the roles and responsibilities I held as Senior Solutions Architect. Day-to-day management and development of a geographically dispersed team covering UK, Netherlands and Australia. Providing continued support of the sales cycle whilst bei…
Job: Thunderhead — Senior Solutions Architect · 2014-02 – 2015-05 · 1y 3mo — The Senior Solutions Architect is a pre-sales role supporting the sales cycle from qualification and prospect nurturing and development through to trials, proof of concepts and beyond. Very much an evangelist, educating prospects, customers and partners in the emerging market of Customer Engagement and Customer Managed Journeys. Bringing customer engagement to life through end-to-end demonstrations and walk throughs across a number of verticals including Retail and Private Banking, Insurance, Automotive, Sports, Travel and Hospitality. Actively supported analyst and investor briefings and product marketing.
Job: Eptica — Pre Sales Manager · 2012-12 – 2014-02 · 1y 2mo — Eptica UK Ltd is the UK operation of the French-based company Eptica who is the leading European multilingual solution for Customer Interaction Management including Web Self-service, Social Customer Service, Email Management, Chat, Fax-Letter- SMS and Knowledge management for Customer Service. Eptica UK Ltd operates across a number of verticals including Financial Services, Retail and Travel. The role of Pre Sales Manager within the UK operation was two-fold; provided the UK sales team with a dedicated pre-sales resource whilst being the functional lead for Pre-Sales within the wider Eptica organisation. Pre Sales responsibilities included the delivery and coordination of all technical act…
Job: SynApps Solutions Ltd — Senior Systems Engineer · 2009-02 – 2012-12 · 3y 10mo — SynApps Solutions Ltd is EMC’s premier UK Documentum and Captiva implementation partner and work closely with the UK Content Management and Archiving sales teams (EMC IIG) in developing sales opportunities from marketing initiatives and lead generation through to closure. SynApps operates across a variety of industry sectors including Police, NHS, Local Government, Higher Education, Financial Services, Pharmaceutical and Life Sciences, Retail, Utilities, Media and Technology The role of Senior Systems Engineer, from the perspective of EMC IIG products and solutions, incorporates many elements of the role I held at EMC as detailed below. In addition, my role at SynApps includes developing…
Job: Dell Technologies — Staff Systems Engineer · 2003-11 – 2009-02 · 5y 3mo — After joining Documentum as an Enterprise Support Consultant, I transitioned to Pre-Sales covering Northern Europe with the primary focus on the UK. Promoted to Senior then Staff Systems Engineer. Initially involved in developing new business working with the Corporate and Commercial Sales teams, moving to focus on the Central Government and Security vertical whilst providing specialist product support to the wider UK sales team. Responsibilities included the delivery and coordination of all technical activities during the sales cycles including but not limited to demonstrations, presentations, bid management and solution/architecture design. Specific elements of the role detailed as foll…
Job: Workshare — Solutions Consultant · 2003-05 – 2003-09 · 4 mo — Pre Sales and Implementation Solutions Consultant providing collaboration solutions for legal and pharmaceutical industries.
Job: Softquad / Corel — Sales Engineer / Pre Sales Manager · 2000-06 – 2003-05 · 2y 11mo — Sales/system engineer providing pre sales technical expertise on XML-based publishing solutions and platforms. Managed the Pre Sales team for EMEA for 6 months following acquisition of Softquad by Corel.
School: University of Liverpool — B.Sc Hons, Computer Science
School: Dr Challoner's Grammar School

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MakeSales OnboardingProgram ManagementRevenue IntelligencePrompt EngineeringSales CoachingPipeline GenerationMEDDIC Sales MethodologyAI AgentsB2B SalesGlobal Team ManagementRevenue OperationsSales Process OptimizationSales EnablementContent DevelopmentGo-to-Market StrategyFacilitationData-driven Decision MakingSales Training & DevelopmentCross-functional Team LeadershipLeadership

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Tim Nutman

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