Business problem
Revenue planning, account priorities, marketing handoffs, and sales coaching needed to work from a common GTM process.
My role
I owned the GTM buildout, including the planning models, territory and lead-scoring approach, outbound engine, sales methodology, and coaching.
What I built
- Forecasting and pacing models, sales planning, and quota setting.
- Territory planning and lead scoring to guide account prioritization and coverage.
- An outbound engine connected to the broader marketing and sales process.
- Sales methodology, coaching, and playbooks for consistent prospect interactions.
What changed
- Marketing and sales used shared account priorities and coordinated workflows.
- Established repeatable planning, pacing, and forecasting routines.
- Gave the team models, coaching methods, and playbooks it could continue to use.