Fractional GTM · Developer-First Startups

You built the product.
Now you need to sell it.

I work as an embedded fractional GTM leader for early-stage developer-first startups. Designing the 0 to 1 sales motion, identifying areas for growth & diagnosing bottlenecks, and handing off a scalable process that makes growth predictable.

Book a discovery call See the offers
Choose your engagement
Fractional Advisory
$15k / month
Ongoing embedded partnership. ICP, messaging, sales process, pipeline — built alongside you.
3-Week GTM Workshop
Fixed engagement
3-week structured workshop. Walk away with positioning, ICP, playbook, and a 90-day action plan ready to execute.
The problem

Technical founders are exceptional builders.
Sales is a different muscle.

01
You need to build a repeatable motion before first AE hire.
You're growing solely through personal relationships and warm intros.
02
Pricing and procurement isn't designed for Enterprise buyers.
Your PLG model breaks the moment a procurement team is involved.
03
You don't know the type of profile to hire for.
BDR, SDR, SA, Sales Eng, AE, RevOps. The wrong hire burns 6 months of cash.
The offers

Two ways to work together

Option A · Ongoing
Fractional GTM Advisory
$15,000 / month · 3-month minimum
I embed with your team as a fractional GTM leader — part strategist, part operator. You get senior-level execution without a full-time hire.
  • ICP definition & customer segmentation
  • Sales narrative & positioning for enterprise buyers
  • Qualification → discovery → pilot → close playbook
  • PLG-to-enterprise bridge & expansion triggers
  • Pricing architecture & tier design
  • First GTM hire definition & comp structures
  • Partnership strategy (cloud platforms, dev ecosystems)
  • Weekly async Loom + monthly working sessions
Option B · One-Time
3-Week GTM Workshop
Fixed engagement · Contact for pricing
A structured, remote or in-person workshop with your founding team spread across 3 weeks. Each week builds on the last — you leave with a fully developed GTM strategy and a 90-day action plan ready to execute.
  • Week 1: Market positioning, ICP deep-dive & competitive landscape
  • Week 2: Sales motion design, messaging frameworks & pricing review
  • Week 3: Playbook build, tech stack recommendations & 90-day action plan
  • Pre-work audit of current pipeline & messaging
  • All deliverables handed off in working format
  • 30-day follow-up call included
What you walk away with

Systems ready for hand off, not slide decks

01 / Positioning
GTM Narrative & Market Category
Sharpen how you describe the category you're creating — for enterprise buyers, investors, and press.
02 / ICP
Ideal Customer Profile & Segmentation
A precise definition of who to target, how to tier them, and what signals matter most for qualification.
03 / Process
Sales Playbook (Qual → Close)
A repeatable qualification-to-close process: discovery framework, MSA templates, proposal structure.
04 / Messaging
Outbound Messaging Frameworks
Vertical-specific and persona-specific messaging for technical buyers vs. economic buyers.
05 / Stack
Sales Tech Stack Selection
Lean CRM and tooling recommendations matched to your stage — implemented, not just recommended.
06 / Org
First GTM Hire Plan
Who to hire first, what the JD looks like, how to structure comp and quota for infrastructure businesses.
Right fit

Built for founders who are selling before there's a sales team.

Embedded GTM work for companies at the inflection point where founder led sales stops scaling.

Good fit ✓
  • Developer-led or API-first product
  • Founder is currently closing all deals personally
  • $5k–$50k ACV enterprise deals in pipeline
  • PLG motion exists but enterprise is the next chapter
  • Seed funded, participated in an accelerator, or bootstrapped & profitable
  • Team of 2–15, pre-first sales hire
Not a fit ✗
  • Consumer apps or B2C products
  • Series B+ with an existing GTM team
  • Looking for a full-time VP of Sales hire
About

I help founders learn to sell before they hire a sales team.

Most developer-first founders are exceptional at product and terrible at sales. Because nobody ever showed them what enterprise selling actually looks like.

I've spent a decade in Cloud & SaaS sales in roles at Amazon, and at hypergrowth startups. I've sat across from procurement, legal, and CTOs at Fortune 500s on behalf of companies your size.

I've been the first AE hire at a startup. I was an early player at 2 SaaS startups acquired for $200M+ in enterprise value. I know these environments, and I've built process from scratch. I know what types of early mistakes compound, and what long-term moves unlock and accelerate growth.

10yr
Enterprise Sales at FAANG and startups
$10M+
Enterprise Cloud Contracts Closed
$200M+
Combined Exit Value, of former employers as early sales hire
2
$1M deals closed in 5 months for YC '23 startup client
30 minutes. No pitch.
Just a diagnosis.
Tell me where you're stuck. I'll tell you honestly if I can help.
Book a discovery call →