# Craig W. Irwin — The Operator-Builder CRO

> Personal brand and writing site for Craig W. Irwin. Founding CRO at Calliope AI. Six-time revenue leader at the intersection of AI and cybersecurity. Builds AI-native revenue systems for the technical-buyer sale. Operating band: $10M to $75M ARR.

Craig W. Irwin is a CRO, former CTO, and CISSP-certified revenue leader with a track record concentrated in the $10M to $75M ARR scaling phase across cybersecurity, AI platforms, enterprise SaaS, and technical services. He writes about AI-native revenue operations, the $10M to $75M ARR transition, and what changes when the CRO builds with AI models directly.

## Pages

- [Home](https://craigwirwin.com): Overview of positioning, track record grid, strategic impact table, and testimonials.
- [Writing](https://craigwirwin.com/writing): Long-form essays on AI-native GTM, the $10M to $75M ARR scaling phase, and CRO mandate completion.
- [Work](https://craigwirwin.com/work): Case studies and revenue impact records across six companies.
- [Tools](https://craigwirwin.com/tools): Interactive planning tools and the multi-agent BDR system output gallery.
- [About](https://craigwirwin.com/about): Biography, credentials, and engagement model.
- [Contact](https://craigwirwin.com/contact): Reach Craig for conversations about AI-native revenue motion.

## Essays

- [What changes when the CRO builds with the model](https://craigwirwin.com/writing/cro-builds-with-model): What the revenue operating model looks like when the CRO has built with AI agents directly, not just adopted vendor tools.
- [Tenure is the wrong question. Mandate completion is the right one.](https://craigwirwin.com/writing/tenure-mandate): Why the 18-22 month SaaS CRO average is structural, and why mandate completion is the metric that actually predicts performance.
- [The hardest stretch in B2B SaaS: $10M to $75M ARR](https://craigwirwin.com/writing/scaling-phase): The transition from founder-led motion to repeatable scale, the sequence that works, and what the AI era changes about the economics.

## Track Record

- Calliope AI: Founding CRO. $0 to first enterprise customers. Proprietary multi-agent BDR framework on Claude API enabling 3-person team to run motion typically requiring 12+ headcount.
- Equus Software: $45M to $55M ARR. $10M new ARR in 15 months. 22% ARR growth. 50-person global team. Zero regrettable attrition.
- PKWARE: $60M to $75M ARR. Post-acquisition GTM integration. 91% forecast accuracy. 50% sales cycle reduction.
- Broadwing: 52% revenue growth. 32% ACV increase. Three post-acquisition integrations. AI/ML service line launch.
- Tehama: $0 to $27M ARR over five years. Enterprise SaaS category creation. NDR 145%. $50M valuation.
- Pythian/Blackbird: $0 to $45M ARR. ASP from $5K to $45K. LTV:CAC 10:1.

## Systems

The multi-agent BDR framework is a seven-agent production system on Claude API integrated with Clay, Apollo, Perplexity, Gong, Clari, and 6sense. Each agent owns one component of the top-of-funnel motion: account discovery and enrichment, ICP qualification and scoring, contact research and persona mapping, personalized outreach and sequence drafting, signal monitoring, industry scanning, and champion tracking. Pre-rendered sample outputs for JPMorgan Chase, UnitedHealth Group, Disney, and Microsoft are available at /tools.