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Builder

Mutiny

Investment holding with a fast growing portfolio of off-market assets.

Captain

Kamea Labs.

Board Member (Exited)

Building self-custody and tokenization infrastructure for asset managers and off-market companies.

One of the first Digital Asset Service Providers (DASP) in Europe, backed by 50 Partners, Cedar Mundi, Sharpstone Capital...

Co-founder

Incubateur HEC Paris

Ran office hours on GTM and fundraising, reviewed sales playbooks, data rooms, decks...

Mentor

SHARPSTONE

Identified ICPs, built multi‑channel outbound campaigns, led full sales cycles with tailored proposals, coordinated delivery and success, tracked metrics to spot bottlenecks and improve closing rates.

Account Executive (Full Stack)

Axeleo Capital

Analyst and operator: scouted SaaS/Proptech/Web3 startups across Europe, led due diligence and worked with portfolio CEOs on GTM, ops, marketing, HR... to secure series A metrics.

VC & Portfolio Support

ACCIÓ

Helped a research lab productize a new patented technology: scoped the tech, sized markets, engaged with potential buyers and partners, built a step-by-step launch strategy.

Business Consultant

Groupe Eyrolles

Worked hand in hand with the CEO, to operate a newly launched startup incubator: member onboarding, events, partner outreach, and trend scouting.

Startup Lead

TotalEnergies

Assisted negotiations with governments and non-state actors during the Syrian conflict, to protect company assets, operations continuity, and employee safety across the region.

Right Hand to the Head of Public Relations EMEA

Follow me for:

⚒️ Actionnable tips on how to scale software companies. 
👍 News about entrepreneurship, vibe coding and AI. 
 👀 A front-row seat to my building process.

Théo Canale

EU: « It's very important to underline that DSA is having nothing to do with censorship ».

Also EU:

Techedu

Leading the global key accounts and market expansion strategy, with a focus on scalable partner enablement and GTM alignment across global regions

- Delivered 15% YoY revenue growth through strategic contract renegotiation in a declining market

- Opened new international markets via partnerships; scaled key partner from 0 to #2 global seller in <6 months

- Led performance transformation for 30+ sales across LATAM, EMEA, APAC

- Designed scalable GTM strategies, improving market entry speed and operational efficiency

- Built from scratch and implemented joint business plans with key partners to drive growth and retention

Global Director, Channels Management & Business Development 

Nova

Nova is the merit-based access global top-talent network that connects high-potentials among themselves and with the best professional opportunities.

The key to Nova is the quality of our members, who have to go through a rigorous selection process to become part of the network. We have a community of more than 20,000 top talented individuals living in 80+ countries around the world, from a wide variety of sectors such as technology, consulting, startups, finance, energy, and many more.

Talent Member & Founding Advisor  

ISPI - Istituto per gli Studi di Politica Internazionale

The Program is aimed at high-potential individuals with key roles within companies, cultural bodies and institutions and with a strong interest in better understanding long-term international scenarios with an economic, political and social impact.

Future Leader Program, Alumna

University of Oxford

Executive Postgraduate in Strategy and Innovation

Seedcamp

Provided hands-on coaching and mentorship to startup founders, including several high-growth AI and SaaS companies.

- Advised early-stage CEOs on sales infrastructure, GTM planning, and partner strategy

- Coached founding teams through initial revenue growth and customer acquisition milestones

- Helped startups refine B2B SaaS sales models and scale GTM motions internationally

- Focused on channel building, strategic positioning, and founder-led sales development

CEOs & Executives Advisor, Go-to-Market Strategies & Business Growth 

GitLab

Led the EMEA commercial channel team and designed the strategy, driving exponential growth in the regions by aligning sales and partner teams around a new channel-first approach.

- Achieved 142% YoY growth in the first full quarter; averaged 160% growth per semester

- Boosted revenues from $300K to $1M during the first full quarter

- Delivered 251% YoY growth in the final quarter of the fiscal year

- Launched unified GTM strategies with cross-functional sales and partner teams

- Revamped enablement and reporting to support scale across EMEA

Head of EMEA, Commercial Channels 

Dropbox

Led Dropbox and HelloSign’s sales strategy across multiple EMEA Regions, building out new regional partner ecosystems and revenue pipelines.

- Recognized as a top sales achiever at the EMEA level within the first 6 months

- Closed top deals in emerging regions

- Developed and executed GTM plans tailored to regional markets and partner maturity

- Led contract negotiations with top-tier resellers and distributors

- Represented Dropbox at partner events as a public speaker and regional leader

- Coach and mentor to sales and channel teams during GTM transformation

Channels & Sales Leader

OutSystems

Managed strategic alliances with global system integrators (GSIs), delivering pipeline acceleration and co-sell execution across UKI and with an impact on EMEA.

- Finalised a key Fujitsu partnership that delivered a $XXXK+ pipeline in 6 months

- Achieved 125% of quota in year one; exceeded all personal KPIs

- Drove the highest-value partner-led deal in company history: $2M+ in revenue

- Built repeatable partner engagement frameworks to scale alliance growth

- Collaborated cross-functionally to align technical and commercial motions

Regional Alliances/Channel Leader 

The London School of Economics and Political Science (LSE)

MBA/Exec Master in Global Managegement 

Canonical Ltd.

Promoted from a Sales Executive role to leading channel sales across EMEA for Ubuntu; driving significant partner-sourced revenue and strategic telco wins.

- Delivered 140% of annual sales goals, averaging $1.4M in revenue

- Named Top Sales Performer for 3 consecutive semesters

- Signed and expanded deals with global telco players including Samsung and BlackBerry

- Trained partners and built Canonical’s strategic channel development pipeline

- Enabled direct sales teams across the US and Europe to sell effectively with partners

EMEA Channel Manager

As a senior sales and channel leader with 15 years of experience, I have led high-performing teams across multiple geographies, consistently delivering revenue growth for enterprise SaaS and B2B technology companies. My leadership has driven over $15 M in revenue pipelines, achieved quota budgets of 130-250%, and expanded into new international markets (Greenfield) in highly competitive or declining sectors.

My expertise: 

- Proven track record: Scaled global sales and channel organisations, including coaching 30+ person teams to top performance.

- Strategic partnerships: Forged and expanded alliances with AWS, Deloitte, and major GSIs, driving market entry and multimillion-dollar deals.

- Go-to-market plans: Designed and executed scalable GTM strategies, optimising channel performance and accelerating time-to-market for new products and regions.

- AI & SaaS expertise: Oxford research published by the London School of Economics magazine: "Generative AI and Business Processes in IT Companies: The Role of Dynamic Capabilities and Culture in Generative AI Adoption"
Read it here: 
https://idr.lse.ac.uk/articles/10.82191/lseidr.112 

- Award-winning leadership: Twice recognised as Top Global Salesperson (Canonical) & Sales Leader of Excellence (Dropbox), with a reputation for exceeding targets and building lasting client relationships.

I thrive on leading organisations through growth, transformation, and international expansion, whether as Head/VP of Sales, Head of Channels or General Manager.

taplio

The Battle

Théo Canale

Vera N.

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