“I’m Mike Lees, Chief Revenue Officer at Gearset, and I lead our sales, alliances, and customer success teams. I’ve spent the last 25 years in B2B SaaS, previously wearing hats as a founder of a software company and an investor in tech. When I joined Gearset, it felt like the perfect culmination of everything I’ve learned throughout my career.”
What encouraged you to join Gearset?
“What really sealed the deal was the product. Gearset is product-led in the truest sense. Of all the companies I’ve worked for, it’s the best I’ve seen at maintaining a tight grip on product-market fit. That makes the approach to sales really different, because our role becomes about educating rather than persuading. We’re not convincing people to buy something they don’t need; we’re helping them discover a solution that genuinely makes a difference.
Add to that the culture: high expectations paired with genuine support, and a real absence of ego. It was a no-brainer.”
How would you describe the culture of the sales team?
“It’s a smart, inquisitive group of people. Our team operates more like consultants than traditional sales reps. We work hard to understand what the customer’s real problem is, and how our solution can solve that.
There’s also a strong sense of personal accountability. Everyone takes ownership of their own targets, but just as importantly, we lift each other up. Success here isn’t about hitting your number if the team’s falling short. We win or lose together.
While Sales is always target driven, we don’t take ourselves too seriously. We like to have fun, celebrate wins, and build strong relationships, both inside and outside the team.”
How do you like your teams to work?
“For me, great sales performance comes down to two things: process and culture.
I’m a big advocate of frameworks like MEDDIC and Sandler. They help us understand how complex organizations buy software and adapt our approach accordingly. Every customer is different, so we take a structured but flexible approach to each deal.
On the cultural side, I draw a lot from models like Lencioni’s five dysfunctions of a team. That means being open, honest, and accountable. We’ve built a low-blame, high-feedback environment where people feel safe to share challenges, fail fast, and learn quickly. It’s the kind of culture that helps you grow — not just as a salesperson, but as a teammate and a person.”
What excites you most about where Gearset is heading?
“Gearset has had a phenomenal run in the SMB and mid-market space, and that momentum isn’t slowing down. What really excites me now is building on that success and pushing into the enterprise space.
That means new challenges, bigger deals, more complex buying cycles, and evolving how we sell. We’re expanding our alliances function, refining our processes, and setting ourselves up to dominate at the enterprise level. It’s a chance to build something new on top of a foundation that’s already strong.”
Why should someone join Gearset?
“I genuinely believe Gearset is one of the best software companies in the world. The numbers speak for themselves, but it’s when you step inside the business that it really clicks.
You’ll be learning from exceptional people in an environment that balances ambition with respect for your life outside of work, and we’re transparent with results, so you’ll always be able to see the difference you’re making. If you’re someone who likes tough challenges and is willing to put in the effort, the growth and learning opportunities are massive.
More than anything, this is a place where individuals matter. Your ideas, your creativity, and your work ethic can have a real impact and not just within the sales team, but across the business.”
Tell us something we probably don’t know about you.
“My route into sales leadership wasn’t exactly traditional. I started out as an accountant — something I don’t shout about too often! From there, I moved into investing, then founded my own company, and eventually came up through the marketing ranks into sales.
That variety of experience taught me to approach problems creatively. It’s also why I love hiring people from diverse backgrounds — you don’t need a textbook sales CV to succeed here. What matters is curiosity, integrity, and a willingness to learn. If you’re coming from a different background, you can apply to join our talent community and be the first to be notified of future opportunities.
Another thing folks probably don’t know is that I now live in Scotland, and I reckon it’s where I’ll be for the long haul. Though I’m still in the office most weeks and sometimes bring my dog, Nala, with me too.”
Which Gearset Slack channel do you hang out in most?
“I’m probably most active in the dad jokes channel (my kids roll their eyes on a daily basis) and the Formula 1 chat. I’ve been a car guy since I was a kid, and F1 is a big passion of mine.”
Want to join the team?
Take a look at our open roles and see how you can shape your own career with us.