Abby Scarborough

Head of Revenue Operations

2022 - Current

• As the 5th employee at Otta, I've developed and grown with the business to become Head of Revenue Operations. • Responsible for optimizing our commercial success, my role focuses on data, systems and GTM processes to drive revenue growth. • Successfully implemented and managed a robust infrastructure/commercial tech stack (CRM, prospecting tools, account management tools, call booking etc.), contributing to over £10 million in revenue. • Designed an accurate forecasting model that predicts mid-term performance and reported commercial-wide metrics regularly to leadership, board, and investors. • Collaborated across all functions within the business to ensure effective communication and set up the commercial team for continued success.

Revenue Operations Lead

2022 - 2022

Customer Success Lead

2021 - 2022

• Led the establishment and growth of the Customer Success team from 1 to 8 members, resulting in improved customer retention rates. • Generated core revenue streams through successful renewal, upsell and expansion strategies, contributing to a net retention rate of 90%. • Developed effective and scalable processes for delivering exceptional Customer Success experiences, including onboarding, QBRs, and renewals, whilst owning the system infrastructure behind these processes.

Business Operations Associate

2021 - 2021

Member

2022

Scout

2019

Co-Founder

2019 - 2021

Yena is a modern membership organisation for startups with more than 200 members across the UK and a wider entrepreneurial community of 15,000 people, with a mission to democratise access to entrepreneurship. - Responsible for all operations within the company including design & delivery of business strategies, development of company culture and in-house problem solver. - Built the strategy for and managed the community of startups who were engaged through: > Rebel Meetups - Free networking events that currently run in 21 cities across 9 countries, bringing together more than 4000 people a year, which are designed to provide a safe space for early-stage founders to connect. > Membership - A forum for founders to share challenges, seek feedback and gain advice, whilst accessing regular content, discounts on tools and other opportunities (annual member retreat, AMA’s, personalised introductions). - Designed and delivered campaigns including: > Startup Challenge - An annual 30-day challenge to support early-stage founders from idea through to launch in the New Year. > Coronavirus Crowdfund - A 3 week crowdfunding campaign that then allowed us to offer free support to more than 200 startups during the Coronavirus pandemic. - Sourced and managed brand-level partnerships with companies from various different sectors (legal, accounting, software development) who were looking to engage with and learn from our startup ecosystem. - Extensive relationship building across the startup ecosystem, primarily in the UK, but also reaching into Europe and East Asia.

Head of Operations

2016 - 2019

Community Innovation Fund Co-ordinator

2017 - 2018

The Community Innovation Fund, a pilot project within Bristol & Bath Regional Capital CIC, is a fund for entrepreneurs from the most deprived parts of Bristol. My responsibilities included: - Delivery of a 12-month pilot, including the management of an entrepreneur pipeline, engagement of volunteers, monitoring of finances and creation of internal documentation. - Guiding strategic changes and improvements as the pilot develops. - Co-ordinating all internal and external communications for the pilot. - Building relationships with community groups and corporates to solicit referrals and business support. - Bid writing for grant applications to expand core capacity of the project.

Enterprise Facilitator

2017 - 2018

Uncaged Ventures is a enterprise support organisation that helps to maximise personal and business impact. My role with them has been on an ad-hoc basis to: - Design workshops around various areas of entrepreneurship. - Deliver student enterprise support sessions within/alongside universities (including Keele University, Aston University and Birmingham City University).

Researcher

2016 - 2016

My responsibilities included: - Managing all research, monitoring and evaluation that was completed. - Completing studies into the feasibility of an enterprise and entrepreneurship strategy within partner universities. - Conducting primary research with social enterprises in Bristol (specifically community mapping and relationship management). - Designing programme content for social enterprise and entrepreneurship based proposals. - Delivering training to start-ups internationally. - Managing award winners as part of the Do It For Real grant and funding scheme through a partnership with UnLtd. - Organising and co-ordinating events aimed at uniting all areas of the voluntary and social sector (e.g. Social Sprit Mixer). - Managing all social media (e.g. Twitter and Facebook engagement, updating blogging platform weekly).

Fundraising Officer

2016 - 2016

My responsibilities included: - Aiding in the restructuring of the organisations fundraising strategy. - Impact measurement for social impact reporting (specifically using the Progress out of Poverty Index). - Developing the new fellowship scheme for the summer of 2016. - Managing end of year stewardship to trusts and foundations as well as designing the end of year reporting structure. - Use of CRM software to manage trust and foundation fundraising applications (SalesForce).

Trusts and Foundations Fundraising Intern

2016 - 2016

My responsibilities include: - Researching small and medium sized trusts to send letters of interest - Profiling large trusts for the submission of major gift donations - Software: SalesForce

Social Enterprise Co-ordinator

2015 - 2016

- Liaising with social enterprises both in the university and the local Bristol community - Organising a one-day event for local social enterprises to network and grow their ideas - Co-ordinating the RISE social enterprise conference

RISE Social Enterprise Conference - Head of Speaker Team

2015 - 2015

The conference had the theme 'Business Mind, Social Heart' and aimed to cover the wide range of achievements within Bristol during it's Green Capital year. It was aimed at students and the wider Bristol community who were encouraged to attend so that they could actively engage within the innovative projects and changes happening within our city. Responsibilities: - Finding and liaising with speakers for the conference. This included one keynote, nine session speakers and four panelists. - Organising the schedule for the conference and using speaker connections to publicise the event. - Managing and coordinating a team of individuals who were responsible for certain speakers on the day. - Facilitate a suitable networking environment, both for the students, speakers and other attendees. - Chairing the panel named 'Ways to Go Green', based on sustainable initiatives and the conflicts between being sustainable and running a business.

Publicity Intern at Cornerstone

2016 - 2016

My responsibilities include: - Sending out mailings for prospective reviewers - Creating showcards for publicity events - Researching journalists to give reviews - Software: Biblio, LexisNexis, MyGorkana