An early-stage AI startup with a product and no way to sell it. No pipeline, no process, no team, and nobody who had ever built a sales motion from zero. They did not need advice, they needed someone to take the revenue side off the founders' plate and build the engine, then keep it alive when the product pivoted out from under it. Twice.
What We Did
- Owned go-to-market end to end as Fractional VP of Sales from day one
- Defined and validated the ICP, positioning, and messaging before a single rep dialed
- Built the outbound playbook and the entire motion from zero
- Hired, trained, and managed the SDR team
- Relaunched the whole go-to-market through the pivot, twice, without losing momentum
Result
An outbound engine that existed where there had been nothing, rebuilt from scratch through two pivots. The founders got a real motion and a trained team instead of guessing at sales between everything else they were carrying.
Results
- Owned go-to-market end to end as Fractional VP of Sales from day one
- Defined and validated the ICP, positioning, and messaging before a single rep dialed
- Built the outbound playbook and the entire motion from zero
- Hired, trained, and managed the SDR team
- Relaunched the whole go-to-market through the pivot, twice, without losing momentum