Steve Challis
Head of Sales @Ottra Limited
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WORK HISTORY
Head of Sales @Ottra Limited
Winchester, GB
Driving revenue growth as an individual contributor while building the foundations of a scalable sales function at OTTRA.Key Responsibilities- Building pipeline with enterprise customers in regulated industries including financial services, defence, government and utilities- Negotiating and closing six-figure services and licensing opportunities- Attracting and developing talent to support commercial growth- Implementing HubSpot CRM with integrated forecasting and sales analytics- Embedding AI across the sales function—from content creation and prospecting through to process automation and customer success.Key Achievements- Doubled revenue year-on-year- Leveraged AI tooling to launch OTTRA\'s CloudChoice managed hosting product- Recruited and retained key commercial hires- Sharpened market focus through development of an ideal customer profile- Led a complete overhaul of the company website using AI-assisted tooling- Deployed end-to-end sales infrastructure and processes
EDUCATION
University of the West of England
BAHons, Business
SKILLS
ABOUT STEVE CHALLIS
My career has consistently bridged individual contribution and sales leadership, with particular success in early-stage, high-growth environments. I excel in roles that demand parallel execution across selling, team building, and process creation—situations where there is no established playbook to follow.Success in these environments depends on holding two things in tension. There\'s the operational side; rigour, discipline, commercial focus, and the ability to create structure where none exists. And there\'s the human side; building trust, developing people, staying patient when progress is slow, and leading from the front rather than from behind a dashboard. I\'ve found that sustainable growth comes from getting both right, not sacrificing one for the other.I began in the contact centre space as first commercial hire at LiveOps (Serenova), building the EMEA go-to-market function from scratch, before leading UK and Nordic expansion at eGain. I then moved into DevOps, again as first commercial hire at Plutora, before joining GitLab at Series C and helping scale the business through to NASDAQ IPO. At OTTRA, I\'m applying the same methodology—building the sales function from the ground up, establishing processes, assembling the team, and driving revenue growth.
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