RecordPoint names Christian Lucarelli Chief Revenue Officer

RecordPoint has appointed Christian Lucarelli Chief Revenue Officer, overseeing the company's global revenue functions.

Lucarelli joined RecordPoint in January as Vice President of Global Partner Sales and Strategy. In that role, he created the company's Global Partner Program, a channel-led model spanning reseller, referral and co-sell tracks across Australia, New Zealand, North America and the UK.

As Chief Revenue Officer, he will lead direct sales, channel, partnerships and revenue operations. He will remain based in Melbourne as RecordPoint reshapes its revenue leadership team.

The appointment comes as businesses face growing pressure to manage the data underpinning their use of artificial intelligence. Organisations adopting AI at scale are increasingly focused on whether their data is discoverable, classified and properly governed, both to improve performance and reduce regulatory risk.

Anthony Woodward, Chief Executive Officer and Co-Founder of RecordPoint, said the promotion reflects Lucarelli's impact inside the business.

"Christian has spent his career building the kind of go-to-market engine most software companies take a decade to figure out," Woodward said.

"In six months he has stood up a global partner program from scratch, recruited the right partners into it and given them a commercial model that works. Handing him the full revenue remit is the logical next step."

Woodward said demand for stronger data governance is also shifting budget priorities inside regulated organisations.

"Every regulated organisation deploying AI is arriving at the same conclusion, which is that you cannot govern AI without first governing your data. That has moved us from a compliance line item to a strategic budget priority, and we need a revenue leader who can meet that demand at pace."

Career path

Lucarelli brings nearly a decade of enterprise software experience from Nintex, where he most recently served as Vice President and Head of Global Partner Strategy. There, he led the global partner program after more than five years as Vice President for Asia Pacific and a period running its Europe, Middle East and Africa business from London.

Before Nintex, he held senior roles at AvePoint, IBM and Siemens. His background centres on partner networks, regional expansion and enterprise software sales.

Lucarelli said RecordPoint's market position is shaped by a problem many AI projects have struggled to overcome.

"What drew me to RecordPoint was the timing," Lucarelli said. "The market has spent three years running AI pilots that stalled, and the common thread in almost every case was data that nobody could account for. That is a problem RecordPoint has been solving for regulated organisations for fifteen years, well before it became a boardroom conversation."

He said his immediate priority is to align the company's route to market with demand in sectors facing tighter compliance obligations.

"My focus now is making sure our go-to-market matches the size of that opportunity. That means scaling the partner ecosystem we have built, deepening our position in financial services, government and critical infrastructure, and growing our footprint in North America and the UK."

Lucarelli also outlined how RecordPoint sees the role of channel partners in selling and delivering its software.

"Regulated customers are not buying point software. They want a partner who can advise on strategy, build the frameworks and deliver the implementation. We supply the platform and our partners own the relationship. That division of labour is what makes the model work, and it is how we intend to scale."

Broader changes

The appointment is part of a wider reshuffle in RecordPoint's commercial organisation. Jesse Edwards has also been promoted to Commercial Strategy and APAC Sales Director after joining the company as APAC Sales Director in 2021. Before RecordPoint, Edwards spent a decade at TechnologyOne.

The leadership changes follow a period of growth for the Sydney-headquartered company, particularly in government. More than 80 per cent of Victorian government departments use RecordPoint's technology to manage and control information.

RecordPoint has also expanded its product portfolio through the acquisition of Australian AI startup Redactive, which focuses on sensitive data discovery and classification. Alongside the deal, the company introduced RexCommand, a freemium tool designed to detect unsanctioned AI use inside organisations.

Founded in 2009, RecordPoint sells software for information governance and data control to customers in regulated sectors including financial services, government and critical infrastructure.