25 years of building enterprise revenue.
Operator-turned-fractional CRO. $100M+ personally closed. $1B+ delivered by teams I've built and led. Based in Atherton, California — working with founders across the Bay Area and remote.
My career has been a single long thread: building B2B SaaS revenue engines for enterprise software companies, starting as an individual contributor closing the first deals and growing into Chief Revenue Officer roles where I owned the full motion from ICP definition through 20+ rep teams.
The arc has covered most of the categories that matter in enterprise: AI and agentic GTM tooling (Aisera, FluidCloud), FinTech and WealthTech (Investor Services, with Acorns, Charles Schwab, LendingClub, and Wealthfront on the customer list), cloud infrastructure and Infrastructure-as-Code across all major hyperscalers, cybersecurity, dev tools, and the broader ISV/OEM partnership ecosystem at SAP, IBM, Oracle (via Instantis), and Micro Focus.
What I've learned across these companies is that the patterns are remarkably consistent. The transition from founder-led selling to a repeatable revenue engine is almost identical whether the product is a security platform, an AI agent, or a FinTech custody service. The buyers are different. The motion is the same.
Chief of Staff & Chief Revenue Officer, FluidCloud.
FluidCloud is an enterprise SaaS platform delivering Infrastructure-as-Code across AWS, Azure, GCP, OCI, VMware, and Nutanix for cloud deployment, migration, and modernization. I own revenue and GTM execution across Sales, Marketing, Business Development, Finance, HR, and Legal — aligning pipeline strategy, ARR forecasting, and operating discipline to accelerate enterprise growth.
While at FluidCloud, I take 1–2 selective fractional CRO engagements at a time with technical founders at Seed–Series B where the work fits my background and schedule.
Selected milestones.
- VP Global Alliances & Partners, Aisera — led the partnership that earned Microsoft Partner of the Year — Business Transformation. Built the Alliances and Channel Ecosystem (ACE) program.
- Founder & CRO, Investor Services — scaled platform from concept to 2M+ accounts and $15B+ in assets under custody. Tier 1 FinTech customers including Acorns, Charles Schwab, LendingClub, Wealthfront.
- VP Strategic Sales (ISVs & OEMs), SAP — led global ISV and OEM partnerships with HP, Oracle, Trizetto.
- Strategic Sales (ISVs & OEMs), IBM — achieved #1 business unit worldwide at 555% of plan.
- SVP Worldwide Sales, Instantis (acquired by Oracle) — built global enterprise sales org, delivered 100+ net-new customers and $42M+ revenue.
- VP Sales, Versata — grew revenue from $379K to $20M+; top global revenue rankings 1999–2001.
Background.
- Massachusetts Institute of Technology (MIT) — Finance, Executive Program (2016–2017)
- Stanford University — Business, Executive Program (2008–2009)
- Vanguard University — Bachelor of Science in Business and Communication
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 →
Let's talk.
If your stage and sector fit and you're ready to graduate from founder-led selling, I'd be glad to spend thirty minutes.
Book a 30-min call →