01
GTM Strategy & Operating Model
Your coverage model doesn't match your TAM. Territory, quota, and comp are designed in silos. The annual planning cycle takes four months and nobody trusts the output. I redesign the operating model so strategy connects to execution across every LOB, region, and segment.
What gets fixed:
Annual planning cycle governance — compressed from 16 weeks to 10. Coverage model redesigned to align capacity to actual market opportunity. Sales Performance Framework tying seller KPIs to company objectives. Cross-functional alignment across CRO, CFO, CHRO, and Product leadership.
Built and institutionalized a global GTM planning process aligning Sales, Finance, HR, and Product across all regions and lines of business, supporting growth from $40B to $67B in annual revenue. Absorbed 15+ acquired sales organizations into a single operating model, migrating CRM architecture, territory logic, credit rules, and compensation structures each time.
02
Revenue Operations & Annual Planning
Your territories live in one system, quotas in a spreadsheet, and Finance has a different number than Sales. Planning takes a quarter, and by the time it's done the assumptions are stale. I build unified planning infrastructure — territory, quota, capacity, and Finance in one connected architecture.
What gets fixed:
Territory design and segmentation across product, geo, and motion. Bottoms-up capacity modeling with validated ramp curves. Quota calibration aligning top-down targets to bottoms-up reality. Unified Sales-Finance planning architecture eliminating data silos.
Compressed a 16-week planning cycle to 10 weeks through unified planning architecture, across 10,000+ sellers.
03
Incentive Compensation & Sales Performance
Your comp plans vary by region with no governing principles. Exceptions are the norm, not the exception. SPIFs are funded by gut feel. And your best sellers are leaving because they don't trust the quota is fair. I build comp governance that standardizes plans, eliminates exceptions, and ties incentives to outcomes the business actually needs.
What gets fixed:
Comp plan standardization across business segments. Exception governance reducing escalation volume. SPIF and pool funding analysis identifying excess spend. Dispute root-cause analysis and resolution SLA design.
Standardized comp principles across all regions and lines of business, driving 75% reduction in plan exceptions. Designed the compensation architecture that moved Oracle's sales organization from license-first to cloud-first.
04
AI-Powered GTM Transformation
You've bought AI tools. The pilots haven't reached production. 88% don't. The problem isn't the AI — it's the data foundation and operating model underneath it. I deploy AI across the GTM stack as a practitioner, not a strategist — territory intelligence, predictive capacity, embedded sales plays, and planning automation that actually ships.
What gets fixed:
GTM AI readiness assessment identifying what's blocking production deployment. Sales planning application design with embedded AI targeting. Data management platform architecture with enrichment automation. Vendor stack evaluation across the modern GTM intelligence layer — ChatGPT, Claude, Seismic, D&B, ZoomInfo, HG Insights, DataBook, Pitchbook, Crunchbase, and Gong.
Designed and shipped a Sales Planning Application reaching 20,000+ weekly active users. Built the GTM data platform moving the match rate from 70% to 97.6% across 3.2M accounts and 38.5M contacts, the foundation that made AI-assisted planning trustworthy.
05
Operational Efficiency & Cost Rationalization
You're spending more on GTM than you need to — but you can't see where. Territory overlap, overstaffed segments, underperforming vendor contracts, and manual processes that should have been automated two years ago. I run the diagnostics and build the execution path to measurable savings.
What gets fixed:
Coverage cost analysis with territory consolidation modeling. Capacity planning identifying overstaffing and white-space gaps. Vendor portfolio audit and renegotiation. Process automation assessment for manual GTM workflows.
Delivered 20%+ coverage cost reductions across a global sales organization. Consolidated a fragmented vendor portfolio into five best-in-class partners, reducing spend while expanding international coverage.