International Sales Director
Commercial leadership for organisations selling where trust has to be earned before anything can be sold.
Why I consistently hit the numbers
I make myself available. I spend a great deal of time on site. I travel. I turn up in person, and I make sure the touch points add value and complement the agenda.
Organisations and people want to trust the person advising them — and that's the clear differentiator. It isn't just about selling a product. For me, understanding the why far outweighs the features in a tool.
I listen. I take the time to understand what the problem actually is, rather than the one I was briefed on. I read the room — the dynamics of the team, the person across the table, who is really deciding and what they are worried about. And then I solve it. Being able to network, to know when to press and when not to, are all significant factors in closing business and retaining custom.
In theory, none of that is difficult. In practice, many miss the mark.
Biography
Jonathan Legge is International Sales Director at Oxygen Forensics, where he holds commercial accountability for every market outside the Americas — a fourteen-person team spanning sales, inside sales, solution architecture, marketing and communications, carrying a $14M target, reporting directly to the CEO.
The shape of his career is unusual, and deliberately so. Most people who sell into law enforcement have either a commercial background or an operational one. Jonathan built both, and he sequenced them carefully.
He began in enterprise sales at Safenames in 2010, managing brand protection for global names including Roche and Prada, closing the largest deal in the company's history and then being promoted to launch its international office — hiring and leading the founding team of six.
In 2014, rather than walking away from a strong salary and commission on an untested instinct, he joined Thames Valley Police as a volunteer warranted officer while continuing to work commercially. He covered the night-time economy, weekends and bank holidays, holding the force at minimum resilience. Promoted to Special Sergeant, he took on the development, performance reviews, officer safety training and personnel matters of a team of Special Constables, and certified new recruits as operationally competent. His commitment through training was recognised with a Best Endeavour award, presented by the Chief Constable. Alongside this he joined Xero in 2015 and was named Sales Executive of the Year in his first year.
After two successful years at Xero, he fully committed to policing, taking a significant pay cut to join the public sector.
The full-time years were spent in frontline and operational policing — organised crime, intelligence and priority force tasking, plain clothes and undercover deployments, trained for the initial phase of pursuit. In 2021 he recorded the highest arrest rate and the highest stop and search rate across the entire force, sustained across a full year. He designed and delivered the intelligence briefings and event plans that directed operational deployment, and worked the control room managing high-risk incidents live: threat and risk assessment across multiple simultaneous jobs, deploying resources to active emergencies. He was awarded the High Sheriff's Commendation for leadership during a multi-fatality incident.
The policing chapter closed at its highest point. In September 2022 he served on the Gold Command planning team for Operation London Bridge — the State Funeral of Her Majesty Queen Elizabeth II — working route planning, resource planning and deployment, and multi-agency collaboration across police, military and security services.
He returned to commercial work full time that year, joining OpenText as a senior account executive covering public safety and enterprise across EMEA. He delivered 413% of quota in FY23 and 188% of a $2.5M quota the following year, while growing Middle East revenue 20% year on year. In 2025 he moved to Oxygen Forensics to lead EMEA, closing $3.3M against a $2M quota in his first year with the business — including a $1.2M government deal that December, its largest recent transaction. He was appointed International Sales Director in 2026.
Selling digital forensics to a national police force is not a product conversation. The people across the table have run investigations, handled evidence, and carried the consequences of getting it wrong. Jonathan has done all three. That shared ground opens doors and shortens cycles in markets where credibility cannot be manufactured and vendors who lack it never get past procurement.
Career record
Oxygen Forensics · Dubai
All markets outside the Americas. Leads fourteen people across five functions against a $14M target, advises the CEO on international strategy, and shapes product roadmap and feature prioritisation.
Oxygen Forensics · Dubai
Closed $3.3M against a $2M quota in FY25 — 165% attainment in a first year with the business — including a $1.2M government transaction that December. Opened GCC and Middle East markets where the company had no prior footprint.
OpenText · Public Safety & Enterprise
413% of quota in FY23 and 188% of a $2.5M quota in FY24. Sold into police forces, military units and major law firms across a multi-country territory.
Thames Valley Police · United Kingdom
Full-time frontline and operational policing — organised crime, intelligence, priority force tasking, plain clothes and undercover. Highest arrest rate and stop and search rate across the entire force in 2021. High Sheriff's Commendation for leadership during a multi-fatality incident.
Gold Command planning team · Operation London BridgeXero · United Kingdom
121% of quota and Sales Executive of the Year in 2015. Held 92% retention across 280+ partner accounts. Concurrent with volunteer warranted service.
Thames Valley Police · Volunteer warranted officer
Frontline support through the night-time economy, weekends and bank holidays to hold the force at minimum resilience. As Sergeant, led a team of Special Constables — development, performance reviews, officer safety training, personnel matters and recruit certification. Served concurrently with a full commercial career.
Safenames · EMEA
Managed 45 enterprise accounts including Fortune 500 clients. Closed the largest deal in company history, then launched the international sales office and hired its founding team of six.
Clients, partners & key accounts
In every commercial role, Jonathan has carried the accounts an organisation cannot afford to lose. At Safenames that was a portfolio of 45 enterprise relationships including Fortune 500 clients and global brands — Roche, Prada, Paddy Power. At OpenText it was the region's most strategically significant buyers: national police forces, military units and major law firms. At Oxygen Forensics it is ministerial and C-level relationships across the GCC, APAC and Europe, alongside the partner and distributor network that reaches markets direct sales cannot open alone.
These are the accounts that generate the majority of the revenue, and they are managed as relationships rather than renewals — long-term account planning, consistent senior engagement, and value delivered between purchase cycles rather than only at them.
Much of what closes in this market is decided outside the meeting.
Over dinner, at an event, in the conversation after the demonstration. Being genuinely credible in those rooms — with principals, ministers, high-net-worth stakeholders and the people whose introduction changes everything — is not a soft skill. It is the access, and it is why the pipeline exists at all.
Ministerial and C-level relationships held over years rather than activated at quarter end. In these markets the relationship precedes the requirement, and there is no shortcut to it.
Channel partners selected for the buyers they already reach, not the logos they carry — then onboarded, enabled and held to the same standard as direct. In restricted markets a partner is often the only route in.
Events, briefings and entertainment designed properly move a relationship from supplier to trusted adviser, and surface what no discovery call ever will.
92% retention across 280+ partner accounts at Xero, multi-year revenue security at OpenText. Keeping an account is rarely celebrated and almost always cheaper than replacing it.
How he operates
Runs pipeline to SCOTSMAN discipline. A forecast is only useful if it is believed, and it is only believed if unqualified opportunity has been taken out of it.
Sales, pre-sales, inside sales, marketing and communications aligned behind a single commercial plan rather than operating in parallel and meeting at the forecast.
Roadmap input is a commercial lever, not a courtesy. Feature prioritisation shaped by what buyers actually blocked on, fed back from the field to the people building the product.
New territories entered in order of opportunity size and regulatory complexity, not in order of who asked first. The same instinct that put him in a volunteer uniform for three years before he left a commercial salary behind.
Beyond the role
Jonathan is the founder of The Conscious Shift, a coaching practice working with men on confidence, mindset and performance, drawing on NLP and performance psychology. The same discipline shapes how he develops commercial teams.
He is an active men's mental health advocate and Movember fundraiser, organising and competing in endurance events each year. He holds a Duke of Edinburgh Gold Award, reached Everest Base Camp in 2011, and competes in Hyrox.
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