TMG is a GTM consultancy focused on recurring revenue B2B SaaS for early to mid-stage startups. We provide project-based GTM deliverables as well as fractional CRO, SVP of Revenue, and VP of Sales services. Committed to driving growth through optimized customer acquisition, customer retention, and streamlined operations. 

Responsibilities:
Drive customer acquisition and revenue generation through prospecting, building pipeline, and closing deals.

Provide GTM Strategy and GTM Leadership to recurring revenue B2B SaaS early to mid-stage start-ups.

Facilitate transition from founder-led sales to stage-specific scalable sales motion.

Lead weekly forecast and pipeline meetings. Design, refine, and clean up early-stage CRM processes.

Implement and manage appropriate outbound customer/prospect outreach.

Build sales playbooks, design sales processes, identify buyer personas, and develop ideal customer profiles.

Chief Revenue Officer (CRO)

Finicast, Inc.

Finicast is an early-stage B2B SaaS business planning platform. 

Accomplishments:
Led sales, sales development, and revenue operations. 

Designed and enabled GTM motion.

Increased pipeline opportunities by 12X and revenue by 4X.

Developed data-driven GTM strategy. 

Aligned executive and GTM teams on the customer journey.

Designed and launched sales process.

Vice President of Sales

Winning by Design

Advised founders, CEOs and GTM leaders to architect, build, and scale sales, marketing, and customer success efforts using Sales as a Science (SaaS) methodology and our recurring revenue business operating model.

Leveraged data-driven frameworks and GTM diagnostic assessments to positively impact revenue growth and facilitate company-wide improvements in strategy, process, execution, and technology.

Assessed, designed, and implemented SaaS sales compensation plans.

Winning by Design's roots came from working with high-growth SaaS companies, and we applied those best practices more broadly to help B2B recurring revenue companies and global enterprise organizations deliver long-term customer impact.

Strategic Revenue and Customer Success Leader

Anaplan

Anaplan (NYSE: PLAN). Led sales strategy and GTM execution projects that scaled sales and revenue operations, enabling revenue growth from $100M to $350M over three years.

Facilitated sales velocity improvement including significantly increasing average selling price, number of deals closed and win rates, while reducing sales cycle time.

Designed and implemented global sales field-facing solutions for account planning, territory planning and opportunity management. Designed and implemented account executive and front-line sales manager playbook.

Enabled globally 180+ account executives and front-line sales managers in territory planning, account planning and opportunity management solutions.

Developed analytics for customer segmentation and GTM strategy. Developed customer segmentation-based GTM operating model definitions.

Senior Director, Revenue and Sales Operations

Led our internal sales transformation. Launched GTM initiative program management office to help realize Anaplan's aggressive growth and revenue targets.

Senior Director, Business Transformation

Pramata Corporation

SaaS B2B enterprise solution. Pramata analyzes structured and unstructured contract data and transforms that data into actionable insight. From this process Pramata delivers meaningful and accessible intelligence to sales, sales operations, legal and finance teams.

Led global customer success team. Co-led design and launch of customer success function. Hired, trained and coached customer success engagement managers to deliver high quality execution for enterprise customers.

Created company-wide culture of customer success. Built scalable customer success processes to enable greater customer value delivery. Launched annual internal customer success effectiveness survey.

Designed and managed cadence of weekly team meetings that drove customer success execution and improved customer success awareness across company. 

Redefined customer engagement “Health Check” approach into repeatable components that translated to increased engagement scope, greater adoption and higher customer satisfaction.

Supported successful enterprise sales efforts. Drove new business growth through execution excellence, reference-ability and relationship development. Identified upsell and cross-sell opportunities.

Introduced and oversaw successful delivery of largest and most complex Pramata customer implementation to date.

Senior Director, Customer Success and Customer Operations

Developed version 1.0 of Pramata’s SaaS B2B customer success onboarding methodology. Standardized steps for SaaS customer onboarding. Implemented SaaS onboarding best practices for effective adoption and training.

Aligned roles and operational responsibilities across customer success, engagement management, solution design and customer manager positions.

Facilitated development of engagement manager / customer success director 90-day on-boarding plan.

Strategic Advisor, Customer Operations

Hewlett Packard Enterprise

Managed development of unified sales and delivery motion across HP Cloud related business units.
Facilitated creation of single lead-to-cash process between HP Services and Converged Cloud businesses.

GTM Strategy, HP Cloud

Led post-funding planning and launch of the operating model transformation (OMT) program, which included over 300 people, 37 capabilities and 19 functional and cross-functional workstreams.

Co-designed program structure and cadence that confirmed scope, validated requirements, documented process flows and finalized technical specifications for new attribute-based product model, new data model, new BMI quoting engine, new SAP order management system and new software entitlement engine.

Co-led program to develop/configure OMT solution, prepare data, load data and conduct unit and system integration tests. Co-led user acceptance test effort that tested over 2000 UAT test cases.

Senior Director, Operating Model Transformation, HP Software

The Moss Group

The Moss Group is a GTM strategy execution consultancy. We helped companies transform, deliver technology-enabled change, execute, and build strong, high-performing organizations. 

Closed new business and renewed existing consulting business from 2002 to 2013.  Defined brand, developed thought leadership, and cultivated long-term commercial relationships with both enterprise and emerging-growth clients.

Head of Sales / Strategic Advisor / Founder

McKesson

Provided program management and change leadership support for customer contract process redesign transformation. Designed, launched and executed successful Emptoris contract management pilot with McKesson’s Legal and Deal Development departments. 

During a national health crisis, created internal planning and accountability systems that governed successful delivery of 500,000 swine flu vaccines daily to distribution points nationwide. 

Facilitated senior executive and project team alignment using a business readiness scorecard for the rollout of SAP R/3 to multiple distribution centers. 

Managed diverse and dispersed team to migrate 5000+ pharmacy customers from legacy system to web based alternative. 

Facilitated development of Distribution Network strategy to provide high customer service and reduce operating expenses. 

Facilitated sales information requirements definition to determine how profitability could be enhanced by more effective use of information.

Strategic Advisor / Senior GTM Program Leader

Adecco

Developed new business unit strategic framework and strategic plan in order to successfully secure executive team approval of future internal funding for business unit. 

Managed leadership team to create and implement organizational building blocks for new business unit. 

Designed and implemented performance management solution. 

Developed 20+ sets of key result areas for specific roles. Delivered performance management communication and training to over 225 employees. 

Designed and facilitated 360 Reviews for business unit president and four direct reports.

$200M Career Transition and Human Capital Consulting. Conducted high-level strategic review of internal team’s capabilities to support global customers and global business requirements. Designed and implemented company-wide performance management approach. Managed effort to assess talent across LHH. Participated in the development of custom competencies. Delivered recommendations on how to build a more developmentally focused culture.

GTM Executive | Revenue Leader | Startup CRO | Driving Growth & Recurring Customer Impact in SaaS | AI GTM Practitioner

Seasoned Revenue & GTM Executive specializing in B2B SaaS, FinTech, SalesTech, and Growth Tech sectors. Proven track record of driving growth, optimizing customer acquisition, customer retention, and delivering impact.

Successfully led teams at both early-stage startups and established enterprises.  Consistently achieved and exceeded revenue targets.

20+ years of revenue, operations, transformation, and consulting experience. Certified expert in architecting Sales as a Science recurring revenue business operating models.

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