San Francisco Bay Area
Revenue strategy & Execution for $10M–$200M B2B/B2C tech companies I help companies that have achieved Product Market Fit (PMF) Build & Execute predictable Revenue systems that Scale - from Boardroom Strategy to frontline Execution. Most CROs are either Strategists or Operators. I have spent 25 years mastering being BOTH. from: Engineering → Sales → Sales Leadership → GTM Strategy → Revenue Leadership → Business Leadership Product-Market-Fit gets you in the game. Predictable revenue is what lets you control it. My focus is a specific inflection point: the moment a company with proven product-market fit decides to build or rebuild a real enterprise revenue motion (without breaking what made them work). The commercial organization hasn't kept up with the product. Enterprise deals stall, NRR is soft, pricing leaves value on the table, and the board wants predictability that doesn't yet exist. That's the moment I'm built for. At Cloudinary, I architected the global revenue motion from $20M to $150M ARR - bootstrapped, 40% annual growth, profitable, $2B valuation. At Hygraph, I inherited 66% NRR and rebuilt the commercial model to 110%. At Shapr3D, I built the outbound engine from scratch; it now generates approximately 90% of enterprise pipeline & revenue. The pattern is the same across every engagement: sharpen ICP and segmentation, build pricing architecture that captures enterprise value, design a CS motion around expansion rather than just retention, activate partner ecosystems for durable pipeline, install forecasting discipline that gives boards real visibility, and establish a team that executes. A diversified revenue portfolio; doubling down on what works; continuous innovation to sustain growth; balanced approach to revenue and margins; and disciplined expansion are a few key factors behind my success. I also stay close to the field. I have personally closed hundreds of enterprise deals and carried executive sponsor relationships with Fortune 500 accounts across manufacturing, supply chain, finance, technology, and logistics. Strategy doesn't survive contact with the market unless the CRO is willing to test it themselves.
Building enterprise revenue on top of a PLG foundation - 150% Revenue Growth. AI-Enabled 3D Modeling Platform * Built the outbound revenue engine from zero; now generating ~90% of enterprise revenue * Designed enterprise segmentation and ICP strategy for global expansion * Rebuilt sales coverage model and account ownership structure, leveraging AI-enabled workflows * Redesigned pricing & packaging to capture enterprise value while preserving the PLG motion * Implemented forecasting discipline, pipeline magmt, and board-level revenue operating cadence Scope • Global commercial organization across Sales, Marketing, Channels, and Customer Success • Enterprise customers across engineering, manufacturing, and product development orgs • Direct partnership with CEO & executive leadership on enterprise revenue strategy & operation
Full commercial rebuild during platform rewrite - NRR from 66% to 110%. AI-Powered Headless CMS * Rebuilt NRR from 66% to 110% by redesigning the CS operating model and expansion practices * Shifted GTM toward enterprise, closing multiple six-figure agreements and improving overall ACV * Built a global partner ecosystem contributing 30% of total revenue * Rebuilt demand generation architecture, increasing inbound conversion rates by 10X * Improved win rates to 40%+ through refined ICP segmentation and sales execution discipline Scope • Global commercial organization including: Sales, Marketing, Channels, and Customer Success • Direct partnership with CEO & board to identify the best revenue strategy & operating model for the comapny
$20M to $150M ARR - bootstrapped, profitable, 40% annual growth, $2B valuation. AI-Native Media Management & Delivery APIs Platform * Architected global enterprise segmentation enabling structured Global 2000 expansion * Converted developer-led PLG traction into strategic enterprise accounts as a repeatable system * Built partner ecosystem across AWS, Salesforce, and Azure contributing 30%+ of total revenue * Built enterprise account expansion framework supporting multi year agreements and multi division penetration within strategic accounts. * Designed pricing & packaging architecture aligned with enterprise monetization across multi-products * Institutionalized forecasting, pipeline, and RevOps practices enabling board-level predictability * Maintained direct executive relationships with strategic enterprise customers. Scope • Global revenue organization of more than 150 professionals across North America, EMEA, & APAC. • Responsibility across Enterprise Sales, Strategic Accounts, Customer Success, Partnerships, Demand Generation, and Revenue Operations.
$1M to $10M ARR — first enterprise sales and CS model. Acquired by PE. SaaS Data Management & Integration platform * Increased NRR from 65% to 104% * Built Global Sales & Customer Success teams with formal hiring, onboarding, and performance systems * Established pipeline governance & forecasting discipline, improving revenue predictability. * Partnered with executive leadership and board through private equity acquisition (Acquired by Xenon Ventures, Private Equity)
$400M enterprise portfolio transformation to recurring SaaS model Enterprise cybersecurity & cloud networking platform * Architected transformation of product portfolio from a $200M to a $400M recurring SaaS operating model * Built & launched a dedicated SaaS cybersecurity business unit with full P&L ownership * Rebuilt the global partner ecosystem into a performance-driven channel contributing 50%+ of revenue growth * Influenced ~500 stakeholders across a 1,500-person global matrix organization Scope * Architect & Execute the GTM strategy for company’s products transformation to SaaS * Enterprise portfolio spanning cybersecurity, cloud infrastructure, and big data analytics solutions * Global cross functional mandate spanning Sales, Product, Marketing, Finance, and Partner ecosystems * Designed Global pricing & packaging architecture aligned to enterprise monetization & recurring revenue growth * Direct partnership with executive leadership on pricing strategy, portfolio architecture, and enterprise go to market operating model (NASDQ: BLOX, Acquired by Vista Equity)