Matt Cavallaro

monō ai

• Pipeline from zero: Built and executed a national territory plan across ANZ higher education and public-benefit accounts with no existing installed base, closing early enterprise deals on a path to $1M USD ARR within twelve months.
• Executive access: Reached the president of Western Governors University (300,000+ students) directly, progressing to CIO and CTO on a student retention deployment now in negotiation.
• Partner-led coverage: Working with a partner to solve use cases at UTS shared across the sector and with an external architecture consultant shaping UNSW's future state.
• Technical value proof: Engineered CLI-based, clickable prototypes in place of static architecture slides, demonstrating live application behaviour, API orchestration and workflow visibility to technical decision-makers.

Salesforce

• Higher education portfolio: UNSW, UTS and University of New England alongside TAFE NSW, the largest ANZ Catholic diocese and state-wide K-12 systems across the east coast.
• New logo performance: 94% attainment in a newly expanded territory, 200%+ against multi-year targets, 140% new logo attainment.
• Winning against an incumbent: Won an early tender at University of New England for their AI lab against an entrenched Microsoft footprint; built and sustained the Vice-Chancellor relationship, the only AE on the ANZ team to do so.
• Hybrid-to-cloud pursuit: Partnered with the AWS field team on TAFE NSW's exit from on-premise infrastructure at Villawood, aligning platform value to the migration business case under NSW Government cloud-first direction.
• National coverage under pressure: Covered the entire Australian education territory when the team turned over, identifying and closing a $200K expansion at QUT inside a compressed window by trading capability the customer needed against seats and licences we wanted.
• Market building: Established a Salesforce partnership with the HEDx higher education platform, described internally as the strongest education partnership the team had held; selected to represent the ANZ education team at Salesforce's Education Summit in Chicago.

Salesforce

• Built a market with no installed base: K-12 buying in ANZ was organised around student information systems, which Salesforce did not offer. Convened independent and Catholic school groups with the Association of Independent Schools NSW into a recurring forum, brought in a partner who built the missing layer, and the resulting tenders were written around that architecture, generating $3M+ pipeline, $700K ACV and $2M TCV, with deals still closing four and five years on.
• Deal range: Transactional through transformational deals, including land use cases from $50k to above $250K ACV and $750K-$1mil TCV.
• Reference customer: Closed Christian Education Ministries, which expanded across Education Cloud, Slack, Data Cloud, Agentforce and Marketing Cloud over 17 schools to become Salesforce's leading K-12 education reference customer, and a direct influence on subsequent Catholic and Anglican school system tenders.
• Sustained attainment: 100% median quota attainment across five years against a team median below 50%, exceeding multi-year targets three times with consecutive years above 200%, in a territory where no AE had previously cleared 50%.

Crimson Education

Knox Grammar School, Wahroonga Preparatory Campus

Knox Grammar School

Knox Grammar School

Higher education

National coverage experience across universities, TAFE and K-12 systems.

Self-generated pipeline

Repeatable methodology for opening markets with no installed base: relationship mapping, convening buying communities, pre-tender requirement shaping, partner-led coverage.

Hybrid-to-cloud transition

On-premise legacy estates and migration drivers in the sector; joint pursuit with hyperscaler field teams; security, sovereignty and IRAP accreditation as evaluation criteria.

Enterprise deal craft

Multi-threaded engagement across Vice-Chancellors, CIOs, Chief Digital Officers and procurement; negotiating pricing and commercial terms on value and ROI; forecast accuracy across long, multi-stage cycles.

University procurement

RFP and RFT response and pre-tender influence, probity, panel arrangements, ICT and Master ICT Agreements, security and privacy assessment.

Technical fluency

Cloud architecture, API orchestration, CLI prototyping, AI workflow governance; translating technical architecture into business value for technical and executive audiences.

Deakin University

MEd, Leadership and Administration

2016

Boston University

MA, Secondary English

2003

Northeastern University

BA, Psychology & English Literature, cum laude

2002 — Baseball scholarship; Athletes in Service to America (AmeriCorps).