Matt Cavallaro

Bryd

• APAC revenue: Lead growth for Bryd, a Slack-first Salesforce and AI consultancy, across expansion with key customers and new strategic deals, which I run through to close.
• Salesforce ecosystem: Manage relationships with Salesforce and Slack account teams across the region, turning them into a shared source of pipeline.
• Anthropic partnership: Own the relationship with Anthropic and the joint go-to-market motion for AI in APAC.

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, building executive relationships and pipeline across the sector.
• Executive access: Reached the president of Western Governors University (300,000+ students) directly, progressing to CIO and CTO on a student retention deployment that reached negotiation.
• Partner-led coverage: Worked 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 K-12 school 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: Leveraged a strong AWS field relationship to build access and relationships at TAFE NSW during its exit from on-premise infrastructure at Villawood, under NSW Government cloud-first direction.
• National coverage under pressure: Worked the entire Australian education territory alongside the education leader while three seats sat vacant and another rep was on extended leave, helping execute key deals and handling the administrative load. Represented the ANZ education team at Salesforce's Education Summit in 2025.
• Market building: Established a Salesforce partnership with the HEDx higher education platform, described internally as the strongest education partnership the team had held.

Salesforce

• Opened the independent and Catholic K-12 market: buying in that segment 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, built out a solution with a partner that was the missing link, 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: exceeded multi-year (TCV) targets in consecutive years at 200%+, with 107% in the best full financial year.

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 new market segments: 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; using hyperscaler field relationships to open doors; 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).