Denver, Colorado, United States
I build revenue systems like software: clear ICP, signals, scoring, routing, activation, and feedback loops. My path into GTM wasn't typical. I closed 100,000+ customers face to face and ran multi-state sales operations before shifting into AI-native GTM engineering. That gives me behavioral context from the field and system design judgment most GTM teams lack. I've designed and shipped end-to-end revenue engines across SaaS, B2B services, biotech/pharma, and retail/event environments. I built and owned a $1.2M annualized revenue channel at Denver International Airport in 7 months and led thousands of activations across multiple states. On the systems side, I design outbound and lifecycle automations, scoring and routing infrastructure, and AI-native workflows where LLMs are wired into the GTM engine for enrichment, summarization, fit tagging, and prioritization. My work focuses on turning enrichment into execution: clean data, usable signals, clear prioritization, accountable assignment, and tracked follow-up. I sit between Sales, RevOps, and Engineering so GTM motions are systemized instead of relying on founder heroics or manual tagging. Now at Apollo.io, I bring that builder perspective to Solutions Consulting, helping customers architect GTM systems that turn Apollo's platform into measurable revenue outcomes.
Senior Solutions Consultant at Apollo.io, partnering with AEs across the full sales cycle to lead technical discovery, demo, validation, and competitive positioning on strategic deals. Own the technical narrative from first call through close: scope customer use cases, run tailored product demos, design POCs and data tests, handle objections, and translate complex GTM requirements into clear, buyer-ready solutions. Design, build, and ship AI systems adopted across the GTM org, including a portable skill library that powers data-duel prep, SFDC evidence reconciliation, demo intelligence, inbox triage, and a full GTM execution layer integrating Command of the Message, MEDDPICC, and the Apollo Sales Process. Architect a six-layer cognitive pipeline covering epistemic control, state extraction, constraint reasoning, bounded action routing, and message composition that other skills compose on top of, and operationalize it through MCP integrations with Gmail, Slack, Calendar, Drive, Notion, and Salesforce. Partner with AEs and cross-functional stakeholders to convert frontier AI capability into pipeline and revenue impact.
I build and scale revenue systems at JHD Group for SaaS, B2B services, and B2C/D2C consumer brands. The work covers outbound GTM engines, RevOps infrastructure, sales enablement, AI-powered sales coaching, and product development when it supports revenue. Selected engagements: AcademicLabs (biotech SaaS): Built the US outbound engine for CRO/CDMO/pharma, integrating Clay, Instantly, Sales Navigator, and HubSpot with behavioral AI messaging. Drove pipeline converting into $5.5K–$110K+ contracts. Performance Waste Solutions (B2B services): Designed multi-site outbound and RevOps infrastructure with Clay, Instantly, Sales Navigator, and CRM. Automated CRM workflows, and turned operational signals into pipeline. B2B Property Services Provider (under NDA) | Designed the outbound GTM and RevOps motion for multi-site portfolios, integrating Clay, Instantly, Sales Navigator, and CRM routing into a repeatable list-build → sequence workflow the team can run. Denver International Airport ($1.2M retail): Negotiated, launched, and scaled a $1.2M direct-to-consumer channel in 7 months, then expanded to full-terminal coverage with AtomicChild kiosks. AtomicChild (soft goods): Designed and launched seven sellout products (totes, coolers, outdoor soft goods), owned sourcing and supply chain, and built field sales operations across multiple states to support D2C growth. Bjorn Honey ($7M retail): Overhauled sales and operations for a $3.5M DIA channel, installing data-driven strategies, rep scorecards, and retention systems aligned with field execution. Plus other B2B, B2C, and D2C engagements. Highlights: • $1.2M in annualized DIA revenue in 7 months • 100,000+ customers across 3,500+ activations • 7+ consumer products from concept to sellout, $1M+ in revenue, with REI onboarding • Built GTM/RevOps engines for SaaS and B2B services, making founder-led selling repeatable • Co-built Argus AI, a field sales auditor that scores reps and delivers tailored coaching
Ran 1,000+ live activations across Colorado and Florida (Vail, Steamboat, Estes Park, Sarasota, Naples, Denver), selling to 100,000+ customers face to face. Hired and trained distributed, multi-state event sales teams using structured playbooks, performance tracking, and daily-close targets to protect conversion. Created the GRRIPS™ sales framework from those field interactions and later used it as the core model for AI-delivered, script-aligned sales coaching. Invented and launched the EcoCloth™, a hemp-based microfiber cleaning product to replace paper towels and sponges. Took it from prototype to manufacturing, branding, and multi-channel retail, then expanded the line with 10+ additional consumer SKUs. Built and scaled the supply chain from garage production to U.S. cut-and-sew, then to overseas sourcing. Managed vendor selection, importing, QC, and pricing strategy directly. Secured retail and media traction: sold direct to Richard Branson’s Necker Island, featured in SkyMall inflight magazine, regional press, and advanced through multiple Shark Tank applicant rounds as a finalist candidate (not aired).
Oversaw day-to-day operations at a licensed emergency shelter for at-risk youth. Served as senior shift lead and facility keyholder with full accountability for safety, structure, reporting, and compliance with state standards. Led crisis response using CPI-certified de-escalation, incident documentation, and when necessary, physical intervention. Stabilized high-risk situations involving self-harm attempts, violent incidents, and group conflicts while staying calm, procedural, and empathetic. Provided direct care to youth experiencing trauma, substance use, suicide risk, teen pregnancy, and severe behavioral disruption. Became a reliable stabilizer during emergency intake and short-notice placements. Designed and ran therapeutic routines that built emotional regulation, predictable behavior, and daily stability for kids with complex trauma. Stayed present in high-stress environments that required both firmness and emotional intelligence. Trained and mentored new staff on trauma-informed care, crisis readiness, safety protocols, and documentation. Raised team performance by modeling calm leadership and consistent procedure under pressure. Coordinated with clinical and case management teams to maintain continuity of care. Administered medications accurately and ensured interventions were documented so treatment plans stayed aligned across disciplines.