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Websites
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http://www.hubspot.com/
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http://www.keep-grow.com
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Articles by Phil
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Interviewing Tips For Both Sides Of The Table - Part 2 - The Company
Interviewing Tips For Both Sides Of The Table - Part 2 - The Company
This is Part 2 in a series about interviewing from the perspectives of the candidate and the company. Part 1 was about…
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Interviewing Tips For Both Sides Of The Table - Part 1 - The CandidateNov 17, 2015
Interviewing Tips For Both Sides Of The Table - Part 1 - The Candidate
I’m not a recruitment specialist by any stretch but I have had the chance to interview 100's of people over the last…
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Phil O'Doherty shared thisI'm hiring the next leader for our RevOps team. This is a critical role to help us scale our marketing and demand infrastructure and enable our next phase of growth. This unique position will work across all demand channels, partnering with those leaders - Marketing, SDRs, Partnerships and PLG. You'll own our demand planning, forecasting and reporting and ensure our systems and processes can scale with us. You'll have real influence on strategy, not just execution. Check it out! https://lnkd.in/eWj4mXfv
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Phil O'Doherty reposted thisPhil O'Doherty reposted thisWe’re growing the RevOps team at Tines and opening a GTM Systems Analyst role! If designing GTM infrastructure and automation are in your wheelhouse, this one’s for you 👇 https://lnkd.in/eb57Mc_F
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Phil O'Doherty shared thisMy team is hiring for a Partner Operations Manager. Partners are a critical part of Tines GTM strategy so come and help us build the infrastructure, reporting and processes to scale it to the next level. Bonus, you get to partner with great people like Conor Flanagan Charlie Ardagh and Jennifer Ronan. https://lnkd.in/e--iyCWm
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Phil O'Doherty shared thisI'm happy to announce that I’m speaking at The Customer Conference EUROPE 2026 in London on January 28-29! Join me! GTM and RevOps Day (Wed, Jan 28): I'll be speaking about the modern GTM systems stack and practical AI strategies beyond the hype. Join me! Register: https://lnkd.in/gEvTAkaT Discount code: TCC4SPEAKERS
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Phil O'Doherty shared thisWe are hiring for two critical CS Leadership positions. Director, Customer Success - EMEA / ROW - Ireland/Dublin based https://lnkd.in/edYzGG_D Senior Director, Customer Success - NAMER - US Remote https://lnkd.in/e8HHe6eK I know many of my ex-CS colleagues out there could be great fits so get in touch!
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Phil O'Doherty shared thisWe are hiring in Dublin! My team is looking for a Revenue Operations / GTM Engineer to support some important and varied work including - managing AI experiments, reporting and analysis, process improvement and more. You will be deeply embedded supporting our GTM teams day-to-day. This a great opportunity for someone earlier in their career who leans technical, is an AI tool power user, enjoys analytical problem solving and gets energy working with end business users. Link below: https://lnkd.in/eYy-xU_m
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Phil O'Doherty shared thisThis week marks my last official week at Personio after a fantastic 2.5 years. It's been a privilege to be able to work on so many challenging and fun projects across the whole GTM motion in that time but more importantly doing it with some incredible people who I will miss. Shoutout to my original CXSO crew and the force that is the RevOps team! It's a cliche to say there are too many people to mention... but it really is true and I just want to call out a few. Particular thanks to Jonas Rieke who brought me in to the business and trusted me with so much and always kept customer and operational standards super high. To Shantanu Shekhar and Philip Lacor who have been such a fountain of both revops and revenue knowledge to learn from and trusted me with some ambitious change projects. And finally to my field operations team - some of the most talented people I've had the chance to work with and always had my back. I don't need to worry about your impact in the future 💪 Kai Stephan Kraus Malik Voß Maria Salama Josh Reed Josh Freudenberg Esteban Herrero Romano Kilian Danzl Nathalie Grams Marlien Raab I start a new journey next week that I am very excited about so more to come on that soon.
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Phil O'Doherty reposted thisPhil O'Doherty reposted thisDublin Network - We are hosting a thought-provoking panel discussion on Diversity and Inclusion this Thur 21st March in our Dublin Office. On the panel we have seasoned leaders in tech such as Geraldine MacCarthy, Vanessa O'Mahony, Violeta Martin Lorente & Rob Kiely Gain insights from their experiences and career journeys as they discuss the pivotal role diversity plays in driving innovation and success 💡 Space are limited to please sign up here: https://lnkd.in/eGfFdU9C
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Phil O'Doherty liked thisPhil O'Doherty liked thisI’m really excited to share that I’ve stepped into a new role as Senior Vice President of Global Customer Success at HubSpot. This expaned role gives me the opportunity to support the full breadth of our customer community — from those scaling with us every day to those partnering with us in more tailored ways. What connects all of it is a shared goal: helping our customers grow better, in a way that works for them. I’m incredibly grateful to Jon Dick and Yamini Rangan for their trust and support in taking on this next chapter. It means a lot to have leaders who believe in you and challenge you to grow. And to my own leadership team who have been on the journey with me so far, Phil McHugh, Eliza Glynn, Stephen O'Keefe, Marilia Adamson, and Anne-Catrin Sallaba Daphne Costa Lopes. Thank you for everything we have built together, challenged each other on, and supported along the way. Feeling proud, humbled, and very energized for what’s ahead.
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Phil O'Doherty liked thisPhil O'Doherty liked thisJust hit my first year at Tines, and spending a week in Galway for our CKO was a great way to mark the milestone. 🇮🇪 Getting to finally meet everyone in person, spend time collaborating, and see what everyone's been up to for the past year left me feeling excited for what's ahead. I was also honored to be named to the Top Performers Club. I'm so lucky to work with such a talented group of people that makes work fun every day. Want in on the fun? We're hiring! https://lnkd.in/emTAky9J
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Phil O'Doherty liked thisRSA Conference is approaching fast and Tines has a lot planned. If you are attending the show, or are in SF, come see us.Phil O'Doherty liked thisStep off the RSA show floor and onto the Tines Terrace — your invite-only spot for real conversations, fresh air, and a better way to meet. Join us at the St. Regis Hotel Terrace for curated 1:1 briefings, tailored demos, and strategic discussions designed for meaningful connection (not crowded booths). ✨ Why you’ll want to stop by: • 🎨 Design your own custom swag — airbrushed live by on-site artists • 🕹️ Play a vintage Galaga or Frogger arcade game between meetings • 🧠 See how teams are using automation + AI to eliminate manual work and scale operations Book a meeting, get custom swag, and experience RSA from a better vantage point: https://lnkd.in/eBnA3p_h
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Phil O'Doherty liked thisPhil O'Doherty liked thisWe’re adding a Partner Operations Manager to help scale partnerships at Tines! If building the operational engine behind partnerships — automation, process, and analytics — is your forte, we'd love to hear from you 👇 https://lnkd.in/eXHagC-j
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Phil O'Doherty liked thisPhil O'Doherty liked thisI've been trying to write this post for 3 days, but it's hard to find the words for how grateful I feel coming out of Tines' FY27 company kick off. From being nominated by the company to win an award representing one of our values (#simplicity) to being invited to Top Performer's Club, I'm still reeling from seeing my name up on the big screen - twice! Tines is truly a special place to be, and I'm honored to work alongside so many brilliant, sound humans who make the good days great, and the hard days worth it. Also, I only cried like a little bit. It's fine. What a week! 💜 💫
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Phil O'Doherty liked thisWhat a week! 🎉 We’re back from Galway after an incredible company kick-off with the Tines team, and I’m still buzzing from all the energy. Last week was about alignment, connection, and community. Getting to spend quality time in-person with the RevOps, Marketing, and Sales teams is something I don’t take for granted. We spent 3 days collaborating, supporting, laughing, and strategizing together. Always moving fast, but always moving together. As cheesy as it sounds, the people are truly the highlight of my job. While I’ve been a proud Tino for the last (almost!) 2 years, leaving Ireland has me feeling more grateful than ever to be part of Tines🍀 Can’t wait to turn all that energy into our best year yet! Let’s go FY27👊
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Phil O'Doherty reacted on thisPhil O'Doherty reacted on thisDelighted to announce my promotion to VP of Global Customer Success at HubSpot. I started as a CSM at HubSpot 12 years ago. Over my career I've led the Scaled CSM team, the Onboarding team, the Partner team, and the Strategic Accounts team. I've loved the breadth of experience I've gotten, but I've always had one constant: the Core CSM team in EMEA. I've been part of this team since we were just three people building the plane as we flew it. Every year felt like a new company, every year we obsessed about helping customers grow, and every year we set new records. It’s surreal to be trusted to now lead the Global CSM and Onboarding teams at HubSpot. I’ll be working with the brilliant Stephen O'Keefe, Marilia Adamson, and Anne-Catrin Sallaba (and backfilling my role in EMEA (watch out for job post coming soon!)) as we look to continue to find ways to deliver outsized value to our customers across the globe. It’s never easy work, but this team always delivers and I’m proud to stand beside them as we take on new challenges together. Thank you to Anne-Marie and Jon for trusting me in this role, your backing means a huge amount. Let’s go. 🚀 🧡
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HubSpot HEART Award
HubSpot Founders
Quarterly global award for employees that embody HubSpot culture.
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LinkedIn User
“Phil joined HubSpot in Dublin in 2012 as one of our very first members of the Implementation team, moving to Senior IMC and in 2014 became our first EMEA Services Team Lead. In 2015 Phil was promoted to Manager of Implementation & Professional Services, and tasked with helping us build our Professional Services program in EMEA. In December of 2016, Phil took on the Pro Service Program full-time, helping us build and innovate this global program with an eye on the needs of the EMEA market. Phil (known affectionally as 'Dr. Phil') is a model for understanding our business and products. As such, his ability to lead and empower a team to achieve success is evident in his results, consistently overachieving against targets. Phil is a stellar example of someone who was leading long before taking on the 'title' of a leader. His thoughtful approach to problem solving and thinking beyond his specific role, but the larger impact on the company is a model for all of us, along with his ability to both analyze and execute.”
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Elisa Garbi
Elisa Garbi
I'm a professional with 10+ years experience both in Italy and Ireland. <br>Focused on and passionate about Customer Success, I’m willing to generate innovative ideas and solutions to improve work processes and delight clients.<br>I am looking for a company that embodies my values and where I can use my experience to help and inspire positive change. <br>
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Jack Catherall
Unicorn (Formerly Wiser Elite) • 32K followers
Gavin Walsh Regional VP of Zendesk, with some great advice for SDRs looking to step up into AE positions in our recent episode of Sales Unfiltered below ⬇️ The move from SDR to AE can be challenging, a lack of opportunities, a lack of experience, and fierce competition, but there are things you can control to give yourself the best chance of success. Check out the full episode here 🎥 YouTube: https://lnkd.in/eUjTaUR6 🎧 Spotify: https://lnkd.in/eGhv44xM
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Matt Green
Sales Assembly • 60K followers
Companies say they want CSMs to "drive value, not just revenue." Then they turn around and pay them like glorified support reps. Here’s where the math ain’t mathing: You expect CSMs to own renewals, drive expansion, and increase product adoption… ...but you comp them like customer service agents with a small retention bonus. 🤷🏻♂️ That’s a fundamental misalignment. The best revenue leaders don’t just pay CSMs more. They pay them differently: - Base salaries at AE-level (or close). Treat them as revenue drivers, not cost centers. - Variable comp split: 50% retention, 50% expansion. Lagging (GRR/NRR) and leading (upsells, adoption). - Clear line between CSM & AM. CSM = Expansion & retention. AM = Negotiation & new product cross-sell. Too many companies lowball their CSMs, then wonder why: - Retention tanks. - Growth stalls. - Top CSMs quit to become AEs. If you want CSMs to act like revenue drivers, pay them like revenue drivers. It’s not a cost. It’s a growth strategy.
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Tim Foster
Waystone • 2K followers
Top Tip on Deal Updates in your CRM = Treat this like expenses. On the way back from a meeting log the travel, upload the receipt and you are done. No huge pile of receipts at the end of the month to sort through. For CRM, after every meeting or interaction update your deals. You are always up to date which means you never get chasers from you manager you avoid the 'update CRM admin session' and important information does not get lost. This behaviour also accelerates follow up time which also sets you apart. Give it a go... Sales Enablement Collective Matt Gallagher
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hackajob
184K followers
What does it take to go from writing code to leading customer conversations at scale? Josh Hicks, Senior Technical Sales Engineer at Jumpmind, joins us to talk: 🚀 Scaling to 70K databases and 20M changes/hour 🌧️ When data goes sideways (and how to fix it) 🔁 How to keep engineers engaged as companies grow 💼 What technical sales actually looks like From building SymmetricDS to supporting retailers like Petco and Build-A-Bear, Josh has done it all, and still finds time to write code. If you’ve ever asked "What’s next after dev?", this one’s for you. Links are in the comments section 👇
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Natasha Evans
Hook • 9K followers
In a renewal, you could be up against your competitors best AE.. how prepared are you? MEDDICC for Customer Teams - out today through Customer Growth Masterclasses, with the incredible Alister Tier and Libby Derbyshire. Learn how to find and build champions, when to navigate the EB conversation and the importance of pain and metrics. All tied up with a nice neat timeline on WHEN you should do these things ahead of renewal. #customergrowth #MEDDICC
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Maxio
25K followers
In SaaS, quoting is often the first critical step that ties your deal to downstream revenue. But most quoting systems weren’t built to carry that weight. They’re fast for Sales but disconnected from how Finance bills, how Legal governs, how RevOps plans for growth, and how customers experience your business. And every one of those disconnects adds friction you don’t always see… until it slows you down. 📣 Today, we’re launching Maxio CPQ: a smarter way to sell, structure, and scale deals across your entire revenue engine. Quotes are the contract Billing logic is embedded (no rework) Approvals and terms are structured, not scattered Forecasts reflect real revenue timing One system, one thread, one flow When quoting and billing live in one system: → Sales moves quickly and confidently → Finance doesn’t rebuild quotes manually → Legal doesn’t get dragged into every deal → RevOps gains real quote-to-cash visibility → Customers get invoices that make sense We believe quoting shouldn’t be the weak link in your revenue chain. It should be the foundation. 🟣 Maxio CPQ is live. 👉 Learn more about it here: https://lnkd.in/geK2TwBa
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Customer Success Collective
46K followers
Focus on your habits. 💪 Small gains = big wins over time. Especially in customer success. CS is critical right now. Not convinced? Listen to Marilee Bear, Chief Revenue Officer at Gainsight: Around 40% of SaaS revenue now comes from expansion. And CS teams are in the best position to identify and influence those opportunities. Think about that for a second... Nearly half your revenue comes from customers you already have. THAT is the power of great CS. According to our 2025 State of Customer Success Report, 67.3% of CS teams now track expansion revenue as a core KPI. That number was 52.1% just two years ago btw. The companies investing in their CS motion are seeing it pay off. Teams with structured daily habits report 34% higher net revenue retention compared to reactive CS orgs. Friendly reminder: Your CS team already has access to the customers. They know the pain points. They see the use cases. They understand where value lives. Make sure you INVEST in your CS team. CS is just as important as sales and marketing. Thx for coming to our TED talk ✌️ P.S. Agree? Repost to share
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21 Comments -
LeeRon Yahalomi
Docket • 27K followers
Your CSM manages more revenue than your best AE. Nobody talks about this. The average AE carries a $1-2M quota. The average CSM is sitting on a $5-10M book. That's 3-5x the revenue impact. Every single day. And how does the org treat that? The AE closes a $500K deal. Gong. President's Club. Accelerators on every dollar. The CSM saves a $1.2M renewal that was walking out the door, expands it by $300K, and gets a Slack emoji. Same revenue. Completely different value signal. And we let this happen. CS leaders accepted the lesser comp structure because we were told "retention is its own reward." We stopped making the revenue case. We let finance call us a cost center and we adjusted to it instead of fighting it. We built the cage. Then we complained about being in it. You want to fix CS turnover? Fix the math. Comp on GRR and NRR impact. Celebrate saves like closed-won. Build a career path from CSM to GM — not from CSM to "be grateful." Because when your best CSM leaves, they don't just take their title. They take the relationships that keep your biggest accounts from picking up a competitor's call. 𝗖𝗦 𝗱𝗼𝗲𝘀𝗻'𝘁 𝗵𝗮𝘃𝗲 𝗮 𝗿𝗲𝘁𝗲𝗻𝘁𝗶𝗼𝗻 𝗽𝗿𝗼𝗯𝗹𝗲𝗺. 𝗬𝗼𝘂𝗿 𝗰𝗼𝗺𝗽𝗮𝗻𝘆 𝗵𝗮𝘀 𝗮 𝗿𝗲𝘀𝗽𝗲𝗰𝘁 𝗽𝗿𝗼𝗯𝗹𝗲𝗺. 𝗔𝗻𝗱 𝗖𝗦 𝗹𝗲𝗮𝗱𝗲𝗿𝘀 — 𝘄𝗲 𝗵𝗲𝗹𝗽𝗲𝗱 𝗯𝘂𝗶𝗹𝗱 𝗶𝘁 𝗯𝘆 𝗻𝗼𝘁 𝗱𝗲𝗺𝗮𝗻𝗱𝗶𝗻𝗴 𝗯𝗲𝘁𝘁𝗲𝗿. ⁉️ What's the total book value your CS team manages vs. your sales team's combined quota? Run the number. Then ask yourself why comp doesn't reflect it. #customersuccess #csleadership #saas #revenuegrowth #therevenueratio
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120 Comments -
Lara Borenovic
Cyberr® • 17K followers
Sales mid-managers are at the biggest risk in 2026. ICs will still sell. VPs and Directors will own the numbers - and get blamed when they’re missed. So if you’re in the middle, and you’re not adding real value - why do they need you? The role has changed fast. You have to really know your people: who’s blocked, distracted, or quietly burning out. You have to understand your tools: how they connect, how they fail, how AI can actually fix problems. If you can’t navigate the systems your team uses every day, you can’t lead them. You have to understand how sales works as a system: pipeline, conversions, inbound and outbound flow. And you have to communicate clearly. No buzzwords, no corporate tone. Just clarity. The middle layer in sales is under pressure. If you’re not enabling, simplifying, or lifting the team - you’re optional.
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9 Comments -
Set 2 Close | B Corp™
30K followers
RevOps works when process, platform, and coaching line up. Starting point Manual workflows, limited CS visibility, and an underused HubSpot portal without clear practices. Finance data in Maxio wasn’t connected, so reporting lagged.  What we built Automated lead assignment, renewal and follow-up tasks, cleaner pipelines, customized dashboards, and lead scoring. Maxio was integrated for finance; Endpoint Usage data was connected for CS insights.  Results in 8 months • +30% ARR • +20% rep efficiency and productivity • +31% system utilization • CRM adoption from 64% to 95%  “On the first call, Set 2 Close showed us they were experts. That’s what we wanted.” — Niko Bielovich, COO, Airlock Digital  Read the full case: https://hubs.la/Q03CCZpN0 #RevOps #HubSpot #CRM #B2BSaaS #Cybersecurity
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Mark Stagi
pclub.io • 17K followers
One Simple Fix For Broken Sales → CS Handoffs We’ve all been there. A new customer shows up on the CS team’s radar like a mystery box. No context, no clarity, no idea why they bought or what they actually care about. - The result? - Repeated discovery - Awkward kickoff calls - Slower time-to-value - A CS team playing catch-up from day one It’s a terrible experience for the customer and sets the relationship off on the wrong foot Here’s one simple way to improve this: Leverage your Conversational Intelligence tool to generate automatic deal summaries with smart prompts. Instead of relying on reps to manually summarize every account (we know how that goes…), you can use AI to extract the actual voice of the customer directly from sales calls. Here’s how simple this can be: Ask your CI tool for some key questions and let the AI build out a deep overview of the sales engagement: 🧠 Prompt 1: “Summarize the top 3 business problems this customer is trying to solve.” 💡 Prompt 2: “What outcomes does the buyer care about most?” 📅 Prompt 3: “Highlight key stakeholders and any timing/urgency mentioned in this deal.” 🧭 Prompt 4: “List any risks, objections, or concerns raised during the sales process.” Then drop those summaries directly into your CRM and have a quick internal huddle with the AE to review. They aren’t on the hook to remember every detail and can add some key additional context for you. After that you are ready to create a much stronger kickoff with the customer. No more guessing. No more generic kickoffs. Just real context, straight from the customer’s own words.
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Katherine Volard
Hyperline • 3K followers
If RevOps want to be recognised as strategic, "optimisation" isn’t enough. It's easy to get deep into improving systems and processes, but when the link between your work and business impact isn't clearly communicated, it gets lost on leadership. You have to go beyond HOW it works and speak to WHY it matters. “Process optimisation” doesn’t land the same way as: 👉 “We saved 50+ hours a month across the team” 👉 “This change unlocked €30k in new pipeline” 👉 “We increased efficiency by 20%” 👉 “Freed up time for the team to focus on higher-value work” Time. Revenue. Impact. That’s what gets attention. That’s what drives buy-in. Improving a process is great but connecting it to business results is what makes it meaningful.
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6 Comments
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