Work

Transforming how B2B technology companies build, lead, and scale revenue.

A selection of leadership engagements and GTM transformations across cybersecurity, AI platforms, enterprise SaaS, and technical services. Some details are generalized for confidentiality.

$0 to $75M ARR scaled
$10M to $35M ARR improvements delivered
20 to 50% Sales cycle reduction
30 to 150% ACV increases

Revenue impact

Company / Role Type Revenue Key result
Calliope AI Founding CRO AI Security $0 to first enterprise customers 10+ design partners across cross-border commerce, healthcare technology, and global media. $140K ACV validated. 40% pilot conversion.
Equus Software Head of Global Sales HR Tech $45M to $55M ARR $10M new ARR. 22% ARR growth in 15 months. 15% ACV increase. 20% faster sales cycles. Clients included Bank of America, Deloitte, KPMG, 3M, IBM, Disney, and Toyota. Built team to 50 across 5 global offices with zero attrition.
Broadwing CRO Systems Integrator 52% revenue growth, 32% ACV increase Clients included HPE, Snap, Mizuho Securities, Google, and federal agencies. Built scalable data-driven sales organization. Launched AI/ML consulting offerings.
PKWARE VP Global Sales Cybersecurity $60M to $75M ARR 50% faster sales cycles. 30% deal size increase. 91% forecast accuracy. Post-M&A integration of two technologies. Clients included Fiserv, JPMC, Visa, Wells Fargo, and United HealthCare.
Pythian VP Global Strategy and Sales MSP / SI $12M to $45M ARR ASP from $5K to $45K (275% deal size growth). $6M in direct bookings as top sales leader. Counseled 20+ Fortune 500 clients. Built 5 new products. LTV:CAC 10:1. Acquired by Mill Point Capital (PE).
Tehama Co-founder, VP Global Strategy, Product and Sales Cybersecurity SaaS $0 to $27M ARR Enterprise SaaS category creation. ACV from $50K to $300K+ (145% increase). $50M valuation. 5-person team delivering what typically requires 30+. Clients included ARM, Upwork, Booking.com, and federal agencies. NDR 145%. Backed by OMERS Ventures and BDC Capital.
Apica VP Sales and COO North America Performance SaaS $0 to $10M ARR in 18 months 180% deal size increase. NDR 130%. LTV:CAC 8:1. Launched 3 GTM strategies. Channel: AWS, Rackspace, GCP, Azure. Swedish-founded. Backed by Industrifonden, Nordic Venture Capital, and SEB Foundation.
AI Security · Founding CRO

Building GTM from zero for a secure AI development platform

The situation

A secure AI workbench platform had strong product-market signal but no commercial organization: no sales team, no pricing model, no enterprise pipeline. The founding team needed a CRO who could build the entire GTM function while navigating the complexity of selling AI infrastructure to security-conscious enterprises.

The transformation

Joined as founding CRO and built the go-to-market motion from scratch. Designed and executed a developer-led plus enterprise sales motion targeting CISOs, CTOs, and platform engineering teams. Secured 10+ enterprise design partners across SaaS, cybersecurity, and fintech. Validated a $140K ACV enterprise pricing model. Deployed AI-powered revenue operations, using agent-assisted execution across pipeline intelligence, competitive analysis, and forecasting.

The impact

40% conversion rate from design partner to paid pilot. Enterprise pricing model validated. GTM motion established that bridges the developer community and enterprise buying committee, which is the hardest GTM problem in AI infrastructure today. Platform addresses enterprise AI governance and risk management requirements aligned with NIST AI RMF 100-1, enabling customers to adopt AI while maintaining security, compliance, and operational control.

Global sales leadership · Data protection

Global sales transformation at an enterprise data security company

The situation

An established data security company with a strong product suite needed to accelerate global revenue growth. The existing sales organization lacked the structure, processes, and coaching framework to capitalize on expanding market demand for data protection across cloud, on-premise, and hybrid environments.

The transformation

Stepped in as VP of Global Sales reporting to the CRO. Rebuilt the sales motion around a structured methodology that aligned the team's technical strength with enterprise buyer expectations. Established coaching and development programs for a global team spanning multiple geographies and industries. Drove execution of sales plans across the full PK Protect product suite, covering data discovery, classification, encryption, and protection across every data type and repository.

The impact

Capitalized on worldwide revenue opportunities through a restructured approach to enterprise sales. Developed team capabilities that turned cybersecurity technology expertise into consistent, performance-focused selling, establishing a repeatable motion that scaled across industries and geographies.

Cybersecurity · Pre-launch startup

Interview assurance platform: GTM from zero

The situation

A pre-launch platform tackling hiring fraud (deepfake interviews, proxy candidates, and synthetic identity attacks) needed a complete go-to-market foundation before approaching investors and early customers. The category didn't exist yet.

The transformation

Product positioning and messaging architecture centered on a real-time scoring system. An ROI framework quantifying the cost of fraudulent hires ($17K–$240K each, plus 23 hours of senior staff time per incident). Investor pitch deck structure with recommended narrative flow. Pre-launch confidentiality strategy and controlled distribution plan. Competitive landscape analysis positioning against background check vendors, video platforms, and emerging deepfake detection tools.

The impact

A complete go-to-market toolkit ready for investor conversations and early customer pilots, with clear category positioning in a space that Gartner predicts will affect 1 in 4 candidates by 2028.

AI Platform · Content strategy

Secure AI workbench: editorial engine for enterprise buyers

The situation

A multi-model AI orchestration platform with strong product but limited market visibility needed a content strategy that could reach every stakeholder in an enterprise buying committee, from data scientists to CFOs to CISOs.

The transformation

A six-part editorial calendar with each post targeting a specific decision-maker: technical computing depth for engineers, integration reality checks for IT leaders, platform democratization for VPs, TCO analysis for CFOs, zero-trust architecture for security teams, and UX-driven adoption for end users. Plus a customer success story series and thought leadership blog sequence covering compliance, governance, and multi-model orchestration.

The impact

3-4 months of high-quality content pipeline with clear stakeholder mapping, cross-referenced posts building a comprehensive platform narrative, and each piece designed to generate pipeline, not just impressions.

Revenue Operations · Framework design

PLG to partner-led: motion transition architecture

The situation

B2B SaaS companies scaling from product-led growth into sales-led and partner-led motions routinely destroy value by layering motions simultaneously, misaligning compensation, or building infrastructure before understanding how revenue actually flows.

The transformation

A research-backed framework for sequencing GTM motion transitions, distilled into five principles: trigger transitions on data signals (not revenue milestones), redesign comp systems before cultural friction destroys momentum, layer motions sequentially with 12-24 month dedicated windows, allocate cross-functional "glue" resources, and create behavior-based engagement models. Each principle backed by evidence from companies like Toast, Close CRM, and data from Pavilion and ICONIQ Growth.

The impact

A reusable decision framework for GTM leaders evaluating motion transitions, with clear sequencing logic and quantified benchmarks for each stage.