Three-time founding sales hire. Nine years closing SMB and mid-market SaaS, and the same nine years building the CRM architecture, forecasting models and automation underneath the number.
Give me the product, an ICP hypothesis and an empty CRM. At Consio I generated $200K ARR in six months from a standing start. At respond.io I was the first AE, hit 140–200% of monthly quota, and wrote the playbook the next nine reps ran on.
The job past closing: ICP, pricing, process, CRM architecture and the automation layer underneath. I built respond.io's first repeatable motion on top of an existing product-led base and moved the company off founder-led selling entirely.
Hired and scaled 9 AEs, 9 SDRs and 2 partnership managers. Grew sales' contribution to company revenue by 600% in under 12 months while holding 35%+ win rates and sales cycles under 45 days. The playbook I wrote is still in use.
The common thread is building the thing before it exists. Every role I've taken since 2021 has been a first or a founding seat: no playbook, no CRM, no benchmark to hit. Most sellers stop at the quota. I keep going until the motion runs without me.
Every founding seat I've taken came with the same problem: the pipeline was real but nothing underneath it was. These are the systems I built to fix that, and what they returned.
An early-stage AI phone platform selling to Shopify stores. The cold email campaign produced handraisers, but only one in ten became a booked meeting, and every call was prepped by hand. Email and phone were being run as if they were the same motion, on the same generic messaging.
Handraiser-to-meeting conversion went from 10% to 50%: half of everyone who replied with interest ended up on a call. $200K ARR closed in the first six months while the engines ran underneath.
Everything the company knew about its customers lived in call recordings nobody re-listened to. HubSpot went stale because updating it was somebody's fifth priority. Product feedback never reached product. Sales, CS, partnerships and onboarding each held a fragment and none of them held the whole picture.
10+ hours a week returned across sales, CS, partnerships and onboarding, and a company that stopped losing what it had already learned.
Every new account created a small pile of manual work: find out whether the company already existed in HubSpot, check for an open deal, create whatever was missing, associate the right owner, and open a line of communication with the user. Done by hand it was slow, and it was skipped often enough that the CRM drifted out of sync with reality within weeks.
New Account Created (Owners Associated) — the live workflow. Click to open full size.
Every signup arrives in HubSpot as a correctly associated company and deal, with the customer already in a Slack channel, before anyone on the team has looked at it.
A conversational platform growing on free trials, with the founder still closing most of the revenue. Trial users signalled intent daily and nobody read it. No forecast worth the name, no defined process, no way to coach reps where deals were actually lost, and no commercial package for the larger accounts already showing up.
Scaled to $3M+ ARR with 35%+ win rates and cycles under 45 days, selling to accounts including British Airways and UAE telcos. Sales' contribution to company revenue grew 600% in under 12 months, the team reached 21 people, and the playbook I wrote is still in use.
A solution provider building custom grant management systems for NGOs and charities. Deals came through partner referrals and co-sell arrangements, but there was no system recording which partner produced what, no pipeline visibility, and no basis for forecasting a quarter.
$200K+ USD generated through partnership-driven new business, with the pipeline visible and forecastable for the first time.
If you're hiring a first seller, a founding GTM lead, or someone to build the system and then run the team on it, I'd like to hear about it.