Business problem
The team needed a repeatable way to prioritize accounts, coordinate outreach, and share prospect feedback across an asynchronous organization.
My role
I owned the GTM overhaul and the internal systems supporting it, from revenue planning and account scoring through sales execution, coaching, prospect feedback, and communication design.
What I built
- Forecasting, pacing, planning, quotas, territory design, outbound processes, and sales methodology.
- Full MQL and territory planning using firmographic and technographic ICP scoring, engagement scoring, and predicted contract value modeling.
- Coordinated sales and marketing outreach and multithreading around prospect fit, engagement, and timing.
- Internal communication processes for an asynchronous team, including voice-of-the-prospect readouts.
- Technology workflows for feedback and feature requests, plus an AI sales assistant.
- Coaching, playbooks, and repeatable planning models that the team could continue to use.
What changed
- Account planning included ICP validation, assigned coverage, engagement signals, and predicted contract value.
- Connected sales and marketing activity so prospect contact and multithreading followed the same priorities and timing.
- Improved consistency across prospect interactions, coaching, planning, and internal communication.
- The team could reuse the planning models, coaching playbooks, feedback workflows, and communication routines.