In the spotlight: Jonathan Elkin - Sales Director

As a leader in affiliate compliance and marketing technology, the people behind the scenes truly set us apart. In this series, we'll introduce you to the professionals who drive innovation, ensure quality, and shape the future of our company.

Join us as we uncover the stories and passions of our Director of sales, Jonathan Elkin.

Introduction

What’s your name and role, and how long have you been with Rightlander.com? 

Jonathan Elkin, Sales Director, joined in July 2020

Please share a bit about your professional background before joining the company. 

I've been involved in the online brand protection industry since 2009, holding various commercial roles in the UK and the US. 

I spent three years in London with Melbourne IT Digital Brand Services, helping enterprises manage and protect their domain names while safeguarding their brands from trademark infringement and cybersecurity threats. Following this, I relocated to Washington, D.C., and Denver, CO, joining CSC after their acquisition of Melbourne IT's Digital Brand Services division.

Upon my return to the UK, I took on the role of EMEA General Manager at BrandVerity, where I began plying my trade in affiliate marketing compliance, specifically in PPC and credit card monitoring. During my five years there, I helped set up and run the UK office, double EMEA’s ARR contribution, and scale the team to double digits before the company was acquired by Partnerize in 2020. 

Following the birth of my first child, I joined the wonderful team at Rightlander. Together, we continue to push the boundaries of affiliate marketing by helping clients navigate the complexities of website, social media and PPC marketing compliance, while providing deeper insights into their affiliate traffic to uncover new marketing opportunities.

Professional Journey

How did you start your career, and what led you to your current position at Rightlander.com?

After university and backpacking, I spent my first 18 months in London cold-calling into C-level executives on behalf of a management consulting firm, Corporate Executive Board, now part of Gartner.  After unsuccessfully applying for a promotion to lead a BDR team, my Sales Director, who I was generating leads for, selflessly introduced me to Melbourne IT, where I was hired as a Business Development Manager for the UK.  Despite a dressing down from the company's group CEO after my first six months due to underperformance, I went on to lead the sale of the company's largest-ever deal, exceeding my annual target and never looking back!

What led me to Rightlander?  At CSC, we were losing out to our main competitor due to our inability to monitor PPC advertising.  With the support of CSC's Product lead, I initiated an RFI to find a reseller partner, which turned out to be BrandVerity.  After joining BrandVerity, I learned about Rightlander while competing for new business, and I was always impressed by their technology and the loyalty of their clients.  Over time, I built a good rapport with Ian, Rightlander’s Founder, which ultimately led to me joining the company in July 2020 after BrandVerity’s acquisition by Partnerize.

What have been some key milestones in your career?

To date, the first half of my career focused on being a leading individual contributor, regardless of how new the product, territory, or industry vertical. In the second half, I've taken great pride in witnessing individuals I helped to hire and coach become top sellers and contribute meaningfully to the company's growth. The culmination of this hard work has been strategic exits for my last two employers, and I’m excited by Rightlander’s prospects in the near future!

Can you highlight a significant achievement or project at Rightlander.com that you’re proud of?

Developing a repeatable sales engine that drives consistent revenue growth, allowing Rightlander to scale sustainably and maintain a bootstrapped approach.

Day-to-Day Role

What does a typical day look like for you in your role?

I support my team, collaborate with management, contribute to product development, develop revenue partnerships, advance sales processes, and help close new enterprise deals.

Company Vision and Goals

What is your vision for the future of Rightlander.com?

Our goal is to maintain our position as an industry leader in delivering innovative marketing compliance and intelligence solutions, supported by six years of proprietary data. We aim to empower affiliate marketing teams to save time and enhance their effectiveness through unique, timely insights. Stay tuned for more updates!

What are the key initiatives or goals you’re currently focused on?

As always, exceed revenue targets for the second half of 2024!  On a tactical level, maintain early momentum with Rightlander's new Trackback solution to unlock new target verticals and enhance our value proposition.

How do you see Rightlander.com evolving over the next few years?

Continue building on our established brand reputation by protecting and optimising the affiliate programs of top global brands in e-commerce, travel, and financial services. Meanwhile, continue to fulfil our customer promise with cutting-edge technology and exceptional service that helps them to achieve their goals.

Personal Insights

What do you enjoy doing in your free time? Do you have any hobbies or interests?

Free time?  On the rare occasion, I'm not with my young family, you'll find me busting a gut at CrossFit or trying to improve my performance at fantasy sports!

Can you share a fun fact or something unexpected about yourself?

Yes, I can! But only if you agree to a meeting to discuss how Rightlander can assist with your affiliate monitoring and program optimisation needs!

Advice and Inspiration

What motivates you to keep pushing forward in your career?

The future and well-being of my family.

Who or what inspires you in your professional and personal life?

I’m inspired by the drive to fulfil my potential. Both professionally and personally, I draw motivation from those who have achieved great things through hard work, collaboration and creative thinking, as well as from the challenges that push me to learn and improve.