Product Leadership · B2B SaaS

I build product organisations that ship what matters and scale what works.

Dan Dalton — fourteen years in B2B SaaS, from seed-stage startups to a $2.5B platform. Director of Product Management at Sage. Speaker, coach and advisor. Newcastle upon Tyne, UK.

150
Largest product organisation led
$160M
ARR portfolio owned, scaled from $60M
129
% net revenue retention at portfolio peak
14
Years leading product in B2B SaaS

Point of view

Product needs builders, not bureaucrats.

Product management drifted into process. Frameworks multiplied, ceremonies hardened, and the craft got buried under an operating model nobody could point at a customer. The discipline was never the ritual — it was shipping something measurable and being honest about what it did.

So I build teams around pragmatism and curiosity rather than methodology: hire for mindset, not a checklist of frameworks; prototype fast enough that opinions turn into evidence; then hold the results to a standard the roadmap can't argue with.

↑ The thesis line is yours, taken from your talks. The two paragraphs are my reconstruction of the argument from the Product World EU session and the Mind the Product podcast — rewrite them in your voice, then delete the draft class.

Experience

SageDec 2024 — Present

Director of Product Management

Cloud accounting, payroll and HR for small and mid-market businesses.

  • Lead an organisation of 150, with a direct team of 10 product managers.
  • Established the onboarding framework for e-invoicing across all 185k French Sage customers.
  • Built the product-led growth approach for AR Automation — free trial and in-product upgrade.
FlockMar 2023 — Dec 2024

Head of Product & Design

Insurtech — telematics-based commercial insurance.

  • Cut operational costs by £700k in year one by shipping automatic crash detection.
  • Raised telematics hardware install rate 30% in six months through self-serve onboarding and automation.
  • Owned product management, design and product marketing — introducing design and product marketing as new company capabilities.
  • Oversaw the full stack: policy management, trading, customer operations and customer-facing SaaS platforms.
PentoMay 2022 — Mar 2023

Head of Product & Design — acquired by HiBob

Payroll automation for UK employers. Reported to the CEO.

  • Defined the investment strategy in complex payroll capability that led to acquisition by strategic partner HiBob.
  • Halved new-customer onboarding time using OCR and automation, lifting sales conversion 10%.
  • Increased new feature adoption 300% by rebuilding go-to-market processes and tooling.
PendoJun 2020 — Mar 2022

Director of Product Management

Product analytics platform. Member of the product executive team, reporting to the CEO of a $2.5B organisation.

  • Owned the qualitative portfolio — five products — through growth from $60M to $160M ARR at 129% net revenue retention.
  • Grew Pendo Feedback revenue 400% in two years.
  • Consolidated qualitative products into a single Voice-of-Customer business unit and took P&L and gross margin ownership.
  • Took Pendo Roadmaps from concept to launch, and led the conception and launch of Pendo's AI product line.
Dalton LabsNov 2020 — Present

Founder & Director — alongside the above

Independent product strategy advisory for seed to Series B SaaS companies — advising investors, founders and product leaders on scaling product and organisation.

Earlier

  • Head of Product & UXSaleCycleDec 2017 — Jun 2020
  • Product Management ConsultantCapitaNov 2016 — Dec 2017
  • Product ManagerTurnitinFeb 2016 — Nov 2016
  • Product OwnerHewlett PackardNov 2010 — Feb 2016

Recognition

“Recognized for translating strategic vision into tangible business outcomes, Dan has led high-performing product organizations that deliver what matters and scale effectively.”

Product-Led Alliance — Product-Led Rising Star, 2025
  • #1 Product Folks to Watch, 2024Zeda.io — product management leaders
  • One to Watch, 2022/23Product-Led Alliance
  • Best Public Sector ProjectUKUX

Speaking

International conference speaker, podcast guest and instructor — on rapid experimentation, product-led growth, and why the craft matters more than the framework.

Focus

  • Product strategy
  • Organisation design
  • Product-led growth
  • Coaching & development
  • SaaS product lifecycle
  • User research
  • Data analysis
  • Product marketing
  • Commercial & strategic acumen

Certifications

  • NN/g UX Fundamentals
  • Certified Scrum Product Owner
  • Pendo Super Certified
  • AI for Product Management
  • Product Analytics
  • Product-Led
  • Lean Six Sigma Green Belt
  • ITIL Foundation

Get in touch

Currently at Sage, and advising seed to Series B SaaS companies through Dalton Labs. Open to conversations about product leadership, advisory work and speaking.

dandaltonpm@gmail.com