Doug Gray

B2B Payments Commercial Leader

I'm an experienced C-Level Commercial Leader / General Manager with over 25 years of experience and success gained internationally with FinTech and blue-chip financial services companies including GE Capital, Barclays, ING Bank, Ravelin, and Ixaris Technologies.

© Doug Gray. All rights reserved.

About Me

As a strategic and results-driven thought leader I have a proven ability to generate profitable and sustainable revenue growth in new business launches, digital transformations and growth stall scenarios within established Tier 1 Banks and start-up businesses.I have defined winning GTM strategies and focused execution for nascent FinTechs and Banks alike. I am passionate about building and scaling businesses in the B2B payments space through focused go to market strategies, a winning commercial team culture and efficient partnership programme execution.

Areas of Expertise

Industry Expertise
FinTechs, B2B Payments, Commercial Cards, Travel Payments, Virtual Cards, Prepaid Cards, T&E, Expense Management, EMI Licensed Business, eWallets, Payins, Payouts, FX, eCommerce, Fraud Management, Authentication, EFT, Transaction Optimisation, Payment Orchestration.

Functional Expertise
Sales & Marketing, Enterprise Solution Selling, General Management, Strategic Partnerships, Product Management, Customer Success, Matrix Leadership.

How I Can Help Your Business

I work with companies focused on B2B Payments that are looking to :

  • Scale up their commercial processes and teams to deliver a step change in growth.

  • Implement new commercial strategies and products in order to access new revenue streams.

  • Review current market customer propositions, identify new customer needs / opportunities and deliver go-to-market execution plans

  • Identify and foster key talent with the business.

I’m a certified coach and experienced mentor. I have worked with, and helped develop, high potential talent and senior leaders across the businesses in which I’ve worked within.

Practical Assignments

I can offer interim C-level contracting or commercial function leadership in the payments sector.COMMERCIAL LIFECYCLEValue Proposition Review - Ideal Customer Profile (ICP) refinement, Buyer Persona identification. Customer Buying Process mapping, Needs / Benefits Bridge creation, Positioning Statement and Messaging review, Go-To-Market Strategy creation and execution.Sales Process Review - Sales Methodology implementation (MEDDPICC), CRM implementation and alignment (Salesforce, Pipedrive), Sales Metrics implementation, Sales Conversion Modelling, Forecasting, SDR Function implementation, Sales Engagement implementation (SalesLoft, Outreach, ZoomInfo).Grow Revenues - Driving strong top line growth through effective pipeline management, transparent sales planning, leading & lagging key performance indicator tracking alongside sourcing, coaching, motivating and compensating talent.CUSTOMER-LED PRODUCT EXECUTIONProduct Design - Product / Service Blueprint delivery incorporating Customer Insights, Competitor Benchmarking, and Customer Journey mapping - leading to customer focused solution-led design.Product / Platform Implementation - processor / issuer / payment scheme deployments, project management with strong emphasis on virtual card and EMI e-wallet business implementation.CULTURE BUILDINGBuild Teams - I adopt a Transformational and/or Servant leadership approach. I can structure new and existing teams, build career pathway frameworks, build compensation programme frameworks and provide Leadership mentoring and coaching.

CERTIFICATIONS

LEADERSHIP & COACHING

  • Mobilizing People, IMD (Institute for Management Development), SWITZERLAND

  • IAFPD Certificate in Coaching, Centre for Coaching, UK

FINANCE

  • Finance for Executives, INSEAD, FRANCE

  • Financial Supply Chain, Orchard Finance, NETHERLANDS

  • Fundamentals in Corporate Finance, Bureau Kees Horden BV, NETHERLANDS

PRODUCT & PROCESS MANAGEMENT

  • 6 Sigma Quality Training Waves I-III, General Electric, UK

  • Certified Scrum Product Owner - CSPO, Ripple Rock / Scrum Alliance, UK

  • Certified Agile Leadership - CAL - Scrum Alliance, UK

testimonials

Alex Mifsud – CEO, Founder, Ixaris and Weavr

  • I hired Doug at Ixaris to deliver a capable, confident and commercially-focused enterprise sales force. During an initial three-month assignment, Doug audited the commercial function - proposition, market, people - the lot, and then stayed on for another couple of years to practice what he preached, translating commercial strategy into execution plans and establishing processes to track performance. Over the last full financial year that Doug was running the commercial function, Ixaris doubled revenue.

Dave Joyce – CEO, Macrium Software

  • The first thing I'd say about Doug is that his work ethic is humbling! When he commits to something - winning a bid, pitching or presenting at a "town hall", he puts his heart and soul into it, and the energy he exudes has a halo effect on those around him. Over and above that he is a strategic business developer and relationship builder, but is also able to do detailed analytical thinking to satisfy himself and others that "the deal is worth doing". His keen grasp of the commercial payments industry allowed him to architect the product road map based on real customer needs, sometimes making unpopular, counter-intuitive decisions. He also brings a wealth of knowledge and experience in the commercial and corporate payments space, and with it, a great network of contacts that was invaluable in positioning Ixaris as a credible provider in this space. I can honestly say it was a pleasure to work with Doug and hope I get the opportunity to do so again.

Herco LeFevre - Head of e-Business, Cash & Cards at ING Bank

  • I've had the privilege to work with Douglas, back at ING Commercial Cards in the late 2000s and early 2010s. When his business unit was transferred to the Payments & Cash Management Division and I became his new manager, Douglas taught me all there's to know about running a successful Commercial Card program. He's truly an expert and an inspired people manager. Douglas knows what it takes to be both technically and commercially successful in the payments business and is able to manage complex relationships simultaneously. Next to that he's fun to be around with and a true colleague. Real 5-star!

Contact

If you're interested in discussing a project or assignment with me, please send me a short note below and we can set up a call to discuss more fully.

Thank you

Thanks for taking the time to reach out, I will get back to you within 48 hours.