Real Companies. Real Results.

Seed-stage AI startup. Zero revenue. Great product (AI agents that resolve customer service tickets using LLMs and RAG), but no GTM strategy, no positioning, no sales motion. Founders needed someone who could understand the AI agent technology, position it against 'AI-washing' competitors, build a repeatable sales process, and get to $1M ARR fast (18-month runway).

Built entire GTM from scratch as VP of Sales. Phase 1: Positioned product (agents vs chatbots), defined ICP (mid-market retailers), quantified value prop (resolve 40% of tickets with zero human touch). Phase 2: Sales motion with 30-day pilots, custom demo integrations (I coded them myself - JS/Python/APIs), business case ($200K+ annual savings), value-based pricing ($50K starting). Phase 3: Hired team of 3 (2 AEs + 1 CS), built playbook, ramped them in 30 days. Result: $1M ARR in 18 months, 95% pilot-to-paid conversion, <60 day sales cycle. Company acquired by Bluecore October 2024. Stayed through acquisition, promoted to VP of GTM leading 15-person org. Doubled revenue from $1M→$2M in 6 months by integrating into Bluecore's GTM, expanding team 3→15, broadening ICP, increasing ACV $50K→$80K.

Sales closed deals with unrealistic expectations. Implementations were disasters. No pre-sales function.

Founded SC org from zero as Director of Pre-sales Solutions Consulting. Externally hired and ramped 5 SCs in first 6 months. Installed new pitch, demo, and business case frameworks across entire sales org.

Enterprise sales needed to scale. Deals took forever. Win rates inconsistent.

Closed all top 10 largest bookings in company history as IC (#1 Rep 3 years: 323%, 512%, 176% of quota). Promoted to Director leading team of 6 Enterprise reps with $6.00M team quota (89% and 86% attainment).