15. Callum Matthews-Mackay, Head of Sales at Onetrace - Selling Compliance Software to Fire Safety's Hardest-to-Reach Buyers

Inside The Pipeline: B2B Sales and GTM · Jul 28, 2026 · 37m

Callum Matthews-Mackay leads sales at Onetrace, the compliance software fire protection subcontractors use to prove installations were done right, turning what used to be a paperwork scramble into a one click report. Before Onetrace, he spent over a decade selling into industries nobody else wanted to touch: corporate partnerships at Macmillan Cancer Support (Nestlé, Morrisons, a four year Pizza Express deal, over £1m in new business), the £700bn interior design trade at eporta, and hospitality partnerships with Best Western, Macdonald Hotels and Searcy's at Bridebook. In this episode, Callum…