In this episode of Leaders with Ambition, host Nicky Acuna Ocana welcomes Connor Kinnear, Chief Marketing Officer at Passle.
Connor shares his journey from his early days selling door-to-door in the US to leading marketing and sales at a fast-growing legal tech company, offering insights on resilience, creativity, and the power of authentic networking.
Connor discusses his transition from sales to marketing, the challenges and rewards of building products and teams from scratch, and the importance of adaptability and learning from mistakes. He also reflects on the evolving role of technology and AI in professional services marketing, and the legacy he hopes to leave in the industry.
What You’ll Learn in This Episode
Early life and education
Connor’s upbringing in Belfast, his formative experiences selling aerial photographs door-to-door in the US, and how these shaped his approach to business and resilience..
Career foundations
The move from sales to marketing, including lessons learned at Diageo and IBM, and the importance of persistence and following up to secure opportunities.
Breaking into legal marketing
How Connor built his career in B2B marketing, the value of creativity and structure, and his journey launching new products at Payzone and Passle.
Leadership style
Connor’s philosophy on team building, celebrating success, and creating a culture where work is enjoyable and everyone is empowered to contribute.
Mentorship and networking
The role of authentic networking both internal and external in Connor’s career, and his commitment to building trust and long-term relationships.
Intentional career growth
How Connor sought out new challenges, adapted to change, and focused on learning and collaboration to drive business results.
Coping with pressure
His honest take on stress, burnout, and imposter syndrome, and the strategies he uses to stay resilient—including keeping perspective and prioritizing health and family.
Continuous learning
Connor’s passion for learning, upskilling (especially around AI), and his approach to professional growth and adapting to new technologies.
Words of wisdom
Advice for ambitious professionals: treat people with dignity, commit to your promises, and remember that work is important—but family, friends, and health come first.
Key Takeaways
Resilience matters
Hard work, persistence, and learning from mistakes are essential for career advancement.
Own your own journey
Proactively seek opportunities and don’t be afraid to follow up or pivot.
Networking is about authenticity
Building genuine relationships and trust leads to long-term success.
Culture is critical
A positive, supportive environment attracts and retains the best people.
Continuous learning
Embracing new skills, technologies, and perspectives keeps teams and leaders ahead of the curve.
Adaptibility and creativity
Quick decision-making and creative thinking are vital in fast-moving industries.
Balance and perspective
Work hard when needed, but prioritise health, family, and perspective.
Key Quotes
“Sales is a learned skill - hard work and process matter more than the gift of the gab.”
“Don’t rush your career. Take time to travel, learn, and build experiences.”
“If you’re not showing value, you won’t gain trust or respect.”
“Networking is about being authentic and making work fun.”
“Treat people with dignity, not just because you’re getting money off them.”
“It’s just work - family, friends, and health come first.”
About Connor Kinnear
Connor is Chief Marketing Officer at Passle, where he leads strategy across marketing and sales. Known for his resilience, creativity, and authentic approach to networking, Connor is passionate about building strong teams, embracing technology, and making work enjoyable for everyone.
About Nicky Acuna Ocana
With over 25 years of experience leading high-performing recruitment teams, Nicky Acuna Ocana is a dynamic leader in the recruitment industry. As Regional Managing Director for the US, UK, and Europe at Ambition, she oversees a team of specialist recruiters dedicated to connecting top talent with professional services firms.
Her teams focus on niche areas: the US division specialises in Legal Marketing & Business Development recruitment, while the UK & Europe team excels in placing professionals within Business Services functions within Legal, Practice and Consultancy.
Passionate about Allyship, Belonging and Inclusion (ABI) and talent retention, Nicky is a sought-after keynote speaker. She frequently presents at industry conferences, sharing insights on recruitment trends, hiring strategies, retention best practices, and ABI in the workplace.
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