Founder-Led Sales to Repeatable GTM
Fractional CRO for technical founders at Seed–Series B. I narrow ICP, build pipeline from zero, and personally close the founding enterprise deals — then coach the team you hire next.
Book a 30-min call →$100M+
Personally Closed
$1B+
Team Revenue
25+
Years B2B SaaS
Most Seed–Series B startups don't fail on product.
They fail because founder-led selling stalls before a repeatable revenue engine is in place.
ICP is fuzzy. Messaging hasn't converted. Pricing is a guess. The next $250K of ARR depends on the CEO's calendar.
Hiring an SDR doesn't fix it. Hiring a $400K VP Sales too early breaks it.
The technical product is great. The technical founder is brilliant. The revenue motion is improvised. And the company stalls.
Embedded operator. Player-coach. Builder.
Six areas of focused work — every engagement, every founder.
Product-Market Fit & ICP
Customer discovery sprints, ICP refinement, win/loss analysis, positioning and messaging that converts pain into urgency, pricing and packaging hypotheses.
Pipeline From Zero
Trigger-event targeting, modern outbound stack, agentic workflows for outreach and qualification, multi-threaded prospecting into CIO, CTO, Security, and Procurement.
Full-Cycle Closing
Founders' first deals: discovery, demos, POCs, security review, procurement, negotiation. MEDDIC discipline. Mutual action plans. Champion development.
Technical Fluency
Credible with engineering CIOs and CTOs. Across AWS, Azure, GCP, OCI. AI governance, agentic GTM tooling, Infrastructure-as-Code.
Leadership & Team Coaching
Hiring scorecards, AE/CSM onboarding, deal-review cadence, 1:1 coaching, founder-to-CEO transition support. Built teams from first AE to 20+ across direct, partner, and channel.
Operating Foundation
CRM workflows, forecast cadence, dashboards, board-ready revenue metrics — so the next hire inherits a system, not a hero story.
25 years of building B2B SaaS revenue.
- $100M+ personally closed in B2B SaaS across AI, cloud infrastructure, cybersecurity, and FinTech.
- $1B+ in revenue delivered by GTM teams I've built and led across direct, channel, and partner motions.
- Microsoft Partner of the Year — Business Transformation, leading global alliances and channel ecosystem at Aisera.
- Founder / CRO, Investor Services: scaled platform from concept to 2M+ accounts and $15B+ in assets (Acorns, Charles Schwab, LendingClub, Wealthfront).
- CoS / CRO, FluidCloud: building hyperscaler marketplace motion for an IaC platform spanning AWS, Azure, GCP, OCI, VMware, Nutanix.
- Fortune 1000 customers include Amazon, Microsoft, IBM, Oracle, Bank of America, Wells Fargo, Cisco, Intel, Dell, Boeing, Disney, Walmart, Sony, HP, Lockheed Martin — plus 50+ Fortune 1000 customers and partners across 15+ industries.
50+
Fortune 1000
Customers & Partners
15+
Industries
Represented
100+
Strategic Enterprise
Accounts
$1B+
Revenue Impact
Generated
25+
Years Building
Revenue Teams
Who I work with.
You're a fit if:
- You're a Seed through Series B technical founder, zero to $10M ARR
- Enterprise B2B with CIO, CTO, Security, or Procurement buyers
- AI, cloud infrastructure, cybersecurity, FinTech, dev tools, data
- You're still personally closing the founding deals
- You know a $400K VP Sales hire is six months too early
I'm probably not a fit if:
- You're a PLG or SMB-only motion with no enterprise tier
- You've already passed $10M ARR with a full GTM team
- You need a part-time consultant who advises but doesn't execute
- You're looking for someone to attend strategy meetings, not close deals
Questions founders usually ask first.
What does a typical engagement look like?
2–5 days/week, 3–6 month minimum, fractional and equity-aligned. I sit beside you as an embedded operator — defining ICP, building the first repeatable playbook, personally carrying a bag on the founding deals, and coaching the team you hire next.
How is this different from advising?
I do the work, not just diagnose it. I personally run discovery calls, sit in the demos, walk procurement through redlines, and write the security review responses. The founder watches, participates where it matters, and reclaims calendar capacity to focus on product.
What sectors do you have deepest experience in?
AI and agentic GTM tooling, cloud infrastructure (AWS, Azure, GCP, OCI), cybersecurity, FinTech, dev tools, and Infrastructure-as-Code. Fortune 1000 customer history spans 15+ industries from financial services to defense.
What about pricing?
Engagements are structured to fit the stage — typically a base monthly retainer plus equity participation, calibrated to your funding runway and ARR target. Happy to discuss specifics on a discovery call.
How quickly can we start?
Typically within 2–3 weeks of a discovery call, depending on capacity. The first 30 days are customer discovery; weeks 5–12 are pipeline buildout and active selling.
Writing worth your time.
The thinking behind the work — frameworks and field notes from 25+ years building enterprise revenue.
Framework
The Seven C’s of Selling
A deal-dynamics model for enterprise sales — the seven forces that decide whether a complex deal closes, and when. Read →
Essay
Founders Don’t Fail on Product
Why most Seed–Series B startups stall on the chasm between founder-led selling and a repeatable revenue motion. Read →
Crossing the chasm?
If you're a Seed through Series B founder navigating the gap between founder-led selling and a repeatable revenue engine, I'd be glad to spend thirty minutes.
Book a 30-min call →