TODD YANCEY
Building Enduring Revenue • Founder-Led Sales → Repeatable GTM
Atherton, CA • +1 (650) 572-5000 • todd@yancey.com • toddyancey.com • linkedin.com/in/toddyancey
Executive Profile
Venture-backed operator and player-coach who turns founder-led selling into a repeatable enterprise revenue engine. Deep experience across Seed through Series B SaaS — partnering with founders and boards to convert product innovation into predictable ARR, define ICP through customer discovery, build the first repeatable playbook, and personally carry a bag on the founding deals.
Operationally rigorous across pipeline coverage, forecast discipline, pricing, and revenue operations. Builder of full-funnel motions spanning direct, channel, partner, and hyperscaler marketplace ecosystems. Trusted strategic partner to executive leadership and investors — aligning revenue modeling, board narratives, and operating cadence with Rule of 40 and burn-multiple discipline.
What I Do — Embedded Operator, Player-Coach, Builder
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, 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 AI tooling, LLM infrastructure.
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+.
Operating Foundation
CRM workflows, forecast cadence, dashboards, the first repeatable playbook, board-ready revenue metrics — the next hire inherits a system, not a hero story.
Track Record
- $100M+ personally closed in B2B SaaS across AI, cloud infrastructure, cybersecurity, and FinTech; $1B+ delivered by GTM teams built and led across a 25-year career.
- Closed the largest deal in Aisera company history while leading the Alliance & Channel Ecosystem (ACE) program.
- Microsoft Partner of the Year — Business Transformation earned through joint GTM execution.
- Founder / CRO, Investor Services — scaled venture-backed FinTech / WealthTech platform from concept to 2M+ accounts and $15B+ in assets (Acorns, Charles Schwab, LendingClub, Wealthfront).
- CoS / CRO, FluidCloud — building hyperscaler marketplace motion for an Infrastructure-as-Code platform spanning AWS, Azure, GCP, OCI, and Nutanix.
- #1 worldwide business unit at 555% of plan at IBM, directing strategic ISV and OEM sales for AI, analytics, and data platforms.
- Fortune 1000 customers include Amazon, Microsoft, IBM, Oracle, Bank of America, Wells Fargo, Cisco, Intel, Dell, Boeing, Disney, Walmart, Sony, HP, Lockheed Martin, Eli Lilly, Cigna, McKesson — plus 50+ Fortune 1000 customers and partners across 15+ industries.
Experience
Chief Revenue Officer & Chief of Staff
FLUIDCLOUDVenture-backed enterprise SaaS platform delivering Infrastructure-as-Code (IaC) across AWS, Azure, GCP, OCI, VMware, and Nutanix.
- Own revenue and GTM execution across Sales, Marketing, Business Development, Finance, HR, and Legal.
- Lead channel and hyperscaler marketplace GTM strategy across AWS, Azure, GCP, OCI, and Nutanix ecosystems.
- Established KPI-driven revenue operating cadence to improve forecast accuracy, pipeline velocity, and cross-functional execution.
- Built the founding ICP, MEDDIC qualification discipline, and the first repeatable sales playbook the company hires against.
Investor & Strategic Advisor
LOCALPAYReal-time Pay-by-Bank platform serving community and regional banks.
- Built strategic banking and payments partnerships with ABA, America’s Credit Unions, FIS, Fiserv, ICBA, and Jack Henry.
- Advised on ICP, pricing, packaging, and partner-led GTM for a regulated FinTech payments platform.
Vice President, Global Alliances & Partner Ecosystem
AISERAVenture-backed agentic AI and generative AI service management platform.
- Led global alliances and partner GTM strategy; built and scaled the Alliance & Channel Ecosystem (ACE) program across hyperscalers, GSIs, ISVs, MSPs, and strategic technology partners.
- Earned Microsoft Partner of the Year — Business Transformation.
- Built marketplace and reseller partnerships with Microsoft, Carahsoft, and Ingram Micro.
- Closed complex strategic enterprise agreements with Alcon, Arcfield, GDIT, Grant Thornton, Nokia, SAIC, and Unisys.
- Closed the largest single deal in Aisera’s company history.
Founder & Chief Revenue Officer
INVESTOR SERVICESVenture-backed, zero-trust, API-driven FinTech / WealthTech SaaS platform.
- Scaled platform from concept to 2M+ accounts and $15B+ in assets under custody for Acorns, Charles Schwab, LendingClub, and Wealthfront.
- Owned Sales, Marketing, Product, and Operations end-to-end; designed the commercial model, pricing, and enterprise contracting framework with Tier 1 FinTech customers.
- Built the executive operating cadence, board-ready revenue reporting, and forecasting discipline that supported institutional fundraising and customer expansion.
Vice President, Strategic Sales (ISVs & OEMs)
SAP- Led global sales, marketing, and technology partnerships with HP, Oracle, and Trizetto across AI, analytics, data platforms, mobile, and IoT.
- Owned ISV and OEM GTM motion across ERP, analytics, and platform technologies.
Strategic Sales (ISVs & OEMs)
IBM- Directed joint sales, marketing, services, and technology partnerships for AI, analytics, data, and statistical platforms.
- Achieved #1 business unit worldwide at 555% of plan.
- Closed strategic enterprise agreements with Oracle, HP, BMC, Concur, Epicor, Jack Henry, and Symantec.
Vice President, North America and APAC
VOVICI (ACQUIRED BY VERINT)- Led regional sales and marketing teams for a SaaS customer engagement platform.
- Managed 12 sales reps and 4 sales engineers; delivered 230%+ revenue growth.
- Closed enterprise agreements with Best Buy, Cisco, Dell, Disney, GM, Intel, Oracle, Sony, State Farm, and Walmart.
Senior Vice President, Worldwide Sales
INSTANTIS (ACQUIRED BY ORACLE)SVP Sales from day one at a pre-product, pre-revenue, pre-customer company.
- Personally closed the founding enterprise deals, then built the repeatable sales process that scaled the company to acquisition by Oracle.
- Built and scaled a global enterprise sales organization of 12 sales reps, 8 sales engineers, and 6 consultants.
- Delivered 100+ net-new enterprise customers and $42M+ in revenue.
- Led Fortune and Global 2000 deployments including Abbott, Anthem, Cigna, Credit Suisse, DuPont, Eli Lilly, Ingram Micro, Lockheed Martin, McKesson, Verizon, Wells Fargo, and Xerox.
Vice President, Sales
VERSATA- Built national and regional sales execution across direct and partner channels; recruited and led 20 reps, 12 SEs, and 35 consultants.
- Achieved top global revenue rankings 1999–2001; grew revenue from $379K to $20M+.
- Closed enterprise accounts including ADP, Allianz, Bank of America, Boeing, GE, Sears, United Defense, and Weyerhaeuser.
General Manager, Developer Tools
FUJITSU SOFTWARE- Led North America and Europe product, sales, marketing, support, and BD for enterprise developer tools across Microsoft, UNIX, and mainframe platforms.
- Established strategic partnerships with Microsoft, Intel, and Oracle; drove 300%+ year-over-year revenue growth.
Worldwide Global Alliances & Partners
MICRO FOCUS- Led global sales and marketing across ISV, VAR, and GSI channels; drove revenue growth through partner-led GTM.
- Established strategic partnerships with American Software, CA, D&B Software, Informix, Microsoft, Novell, Oracle, PeopleSoft, Sterling Software, and Sybase.
- Earned Circle of Excellence awards in 1991, 1993, and 1994.
- Redesigned UNIX pricing and licensing to a per-user model, delivering 650%+ revenue and profit growth.
Education
Massachusetts Institute of Technology (MIT)
Executive Program — FinTech: Future Commerce · 2016–2017
Stanford University
Executive Business Program · 2008–2009
Vanguard University of Southern California
Bachelor of Science — Business and Communication
Customers & Partners
Represented
Accounts
Generated
Revenue Teams
Let’s talk.
If now is the moment, I’d be glad to spend 30 minutes. No pitch. No follow-up sequence. Just thirty minutes of great conversation.
Book a 30-min call →todd@yancey.com • +1 (650) 572-5000 • toddyancey.com