Meet the Team with Paul McGroary - Senior Sales Consultant – Corporate & Development Sales EMEA

In the latest edition of our “Meet the Team” series, we spoke with Paul McGroary, Senior Sales Consultant - Corporate & Development Sales EMEA. In this conversation, Paul shares his career journey, what attracted him to Xperate’s ambitious growth plans, and how he’s approaching his role as the business expands into new markets beyond the legal sector. He also reflects on the goals he’s excited to work towards in 2026, the challenges that come with building something new, and how life outside work has changed since becoming a dad earlier this year.

Tell us a bit about yourself and your career background.

My background is a bit of a mix, which I think has shaped how I approach my role today. I studied Computer Science at undergraduate level and then went on to complete a Master’s in Accounting and Finance. That combination gave me a solid technical skillset alongside a strong understanding of commercial and finance.

My first role after university was at a London bank. It was a good experience, but I quickly realised it wasn’t where I wanted to build my career long term. After completing my Master’s, I moved into sales, and that was the point where everything really clicked. I’ve never looked back since.

My first full-time sales role took me to the Middle East, where I worked in Dubai. It was a fantastic experience and a great place to develop commercially, working across different cultures and markets. After returning to the UK, I moved into a data analytics business, followed by roles in software vendor sales, which gave me broad exposure to complex products and longer sales cycles, before moving into consulting, including my most recent position with a Saudi engineering company.

Earlier this year, I became a dad for the first time, which prompted a move back to the UK and a desire to slow things down slightly - while still working in a role that’s challenging, engaging and forward-thinking. Joining Xperate felt like the right next step at exactly the right time.

Why did you want to join Xperate, and what does your role involve day to day?

After the birth of my son earlier this year, I started looking for my next role and took the time to properly research businesses that were growing and doing something interesting. Xperate really stood out. The more I learned about the company and the more conversations I had with Simon Hill and the wider team, the more impressed I became.

For a business at this stage of its journey, what Xperate has built is hugely impressive. The growth so far, combined with the ambition for where the company is heading, was incredibly appealing. It’s also my first time working within a professional services business, and the scale and pace at which Xperate is growing go beyond what I expected. The vision from Simon, Mark Garnish and Bharat Gidde is very clear, and their track record in both technology and legal tech gave me real confidence in the direction of travel.

From a sales perspective, the quality of the solutions and the strength of the team make a huge difference. It puts me in a position where I can do my job properly and focus on finding the right opportunities rather than forcing a fit.

Day to day, my role sits within Corporate and Development Sales, with a primary focus outside the legal sector. I’m currently building out a targeted sales plan focused on industries adjacent to legal and professional services, particularly accounting, property and fintech. There’s a real opportunity to explore, test different markets and see where Xperate can help, including at a local level.

That means a lot of conversations with potential clients and prospects. I’m spending time on calls and meetings, scoping out requirements, and working closely with pre-sales and technical teams to make sure opportunities are well understood. I’ll also be attending events and conferences to help build Xperate’s presence across other professional services and technology sectors.

How do you approach building relationships with clients across the EMEA region?

For me, it starts with having honest, open conversations. I want to really understand what’s going on in a business and what challenges people are dealing with.

That often means taking the time to listen properly. It can take a while to unlock the key information, but listening is critical. By asking the right questions and allowing space for more in-depth conversations, you can usually get to the root cause of the issue rather than just treating the symptoms.

Trust plays a huge role in that process. Being genuine, transparent and consistent is how trust and confidence are built over time. If people feel they can be honest about their challenges, it becomes much easier to work out whether Xperate can help - and if so, how. Ultimately, it’s about understanding the real problem and making sure the solution genuinely addresses it.

What goals are you excited to work towards in 2026?

2026 feels like a blank sheet of paper in the best possible way. Being in a new role, there’s a lot of opportunity to shape what success looks like, and that’s something I find really exciting.

I’m particularly looking forward to developing the regional side of the role. Much of my background has been in large enterprise organisations, so working at a slightly smaller scale and having more direct influence over growth and direction is a refreshing change.

Outside of work, I’ve also set myself a goal to improve my health and exercise more next year. With a new role and a young family, balance is important, and I’m keen to make sure I’m looking after that side of things too.

What challenges may you face in your role, and how could you overcome them?

There are always challenges in any role, and this one is no different. One of the most obvious is that, outside the legal sector, not everyone will be familiar with Xperate yet.

That makes getting the first conversation the key hurdle. Once people understand who we are and what we do, the value tends to speak for itself, but getting that initial foot in the door can take time. The way to overcome that is through persistence, clear communication and focusing on the right conversations rather than trying to speak to everyone at once.

What motivates you to achieve success?

Having a young family at home is a huge motivator for me. I want to build something I’m proud of and make the most of the opportunity I’ve been given.

I’m also driven by problem-solving. I genuinely enjoy helping people and clients work through challenges, especially when it involves interesting projects and innovative ideas. The chance to work on “cool stuff” with smart people is a big part of what motivates me.

Being part of Xperate’s growth is another key driver. There’s a real family feel to the company, and I value being part of that. I also want to repay the trust and opportunity that Simon and Mark have given me by contributing to the business in a meaningful way.

How do you unwind outside of work?

A lot of my time outside work is spent with my son, Felix, who was born in April. Becoming a dad has been a huge change, and I’m really focused on making memories and being present with my family.

I also have a slightly unusual hobby - ice cream making. I even completed a three-day ice cream manufacturing course, and one of my long-term fever dreams is to open an ice cream parlour one day. Cookies and cream is my favourite flavour, closely followed by a proper, classic vanilla.

Alongside that, I’m really into photography. Over the last few years, I’ve developed a habit of becoming a bit of a “tourist photographer” wherever I go, which gives me a great excuse to slow down, explore new places and see things from a different perspective.

Connect with Paul on LinkedIn here.