B2B Startups & Mid-Market Teams

Go-to-Market Leadership, Engineering, and Execution for B2B Companies

Whether you're a founder trying to get out of every deal or a mid-market team that's outgrown its revenue infrastructure — we bring the strategy and technical execution to build what comes next.

Plan My Sales Transition
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Max Client YoY Growth
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B2B Companies Served
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Days Avg to Results

Every Growth Stage Has a Different GTM Problem

The strategy that got you here won't get you there. Find your stage below.

01
Stage 1 6–12 months
$2–5M ARR

Founder, you're still the best salesperson at your company. That has to change.

You closed the first couple million yourself — through relationships, hustle, and deep product knowledge. But you're stuck in every deal, and the business can't grow past what you can personally touch. Maybe you haven't made your first sales or marketing hire yet and need a plan before you do. Or maybe you've already hired a rep or two, but they're not ramping, not closing, and you're still the one carrying the number. Either way, you need to professionalize your GTM without losing the founder instincts that got you here.

Common Pain Points

  • No documented sales process, playbooks, or onboarding plan
  • Every deal still runs through the founder
  • First sales or marketing hire isn't producing results (or you're afraid to make one)
  • Pipeline is inconsistent — feast or famine
  • CRM is a graveyard of bad data
  • No clear plan for who to hire, when, or in what order

Who You'll Work With

Jess Schultz, Fractional CRO/CMO

GTM audit, sales process design, ICP refinement, pipeline architecture, hiring plan and recruiting support, first hire onboarding and enablement, founder coaching to transition the sales motion to a team.

02
Stage 2 6–12+ months
$5–10M ARR

Your revenue engine is held together with duct tape — or you've simply outgrown it.

You've made hires. Revenue is growing. But the infrastructure you put in place to get from $2M to $5M wasn't built for where you are now. Your tech stack isn't working together, your data is unreliable, and your team is spending more time on manual work than selling. You don't need more headcount — you need RevOps infrastructure, automation, and systems that scale with you.

Common Pain Points

  • HubSpot (or your CRM) is underperforming and full of junk data
  • Marketing and sales aren't aligned on pipeline
  • No reliable forecasting or reporting
  • Manual processes that should have been automated two stages ago
  • Reps are ramping too slowly
  • The GTM playbook that worked at $3M is breaking at $7M

Who You'll Work With

Jess + Kevin, or either solo

Jess (Strategy): Revenue strategy, team alignment, pipeline design, go-to-market playbook refinement
Kevin (GTM Engineering): RevOps buildout, HubSpot optimization, sales and marketing automation, data infrastructure, reporting and attribution
03
Stage 3 6–12+ months
$10–20M ARR

Your core motion works. Now you're looking to expand.

You've built a repeatable sales motion in your first segment. Now the opportunity — or the board — is pushing you into a new vertical, a new ICP, a new geography, or upmarket into enterprise. Your existing GTM infrastructure wasn't built for multi-motion selling, and expanding without the right strategy and systems risks diluting what's already working.

Common Pain Points

  • New market or ICP requires different messaging, process, and signals
  • Existing tech stack can't support multiple sales motions
  • No account-based infrastructure for enterprise expansion
  • Outbound into new segments isn't converting
  • Need signal-based targeting to prioritize the right accounts
  • Unclear how to staff and structure a second GTM motion

Who You'll Work With

Jess + Kevin, or either solo

Jess (Strategy): Expansion GTM strategy, new ICP definition, positioning and messaging for new segments, team structure design
Kevin (GTM Engineering): Multi-motion RevOps architecture, ABM Intel signal-based targeting, scaled outbound infrastructure, new pipeline automation

A Proven Three-Phase Approach

We're not here to create dependency. Every engagement is designed to build internal capability — the team, processes, and systems your people own long after we're gone. That's not a nice-to-have. It's the whole point.

Audit 2–4 weeks
01

GTM Audit

Every engagement starts with a deep-dive assessment of your current GTM strategy, team, technology, operations, and enablement. We identify what's working, what's broken, and where the highest-leverage opportunities are.

Build 3–12 months
02

Execution

Hands-on implementation of strategy, process design, team building, and pipeline acceleration. We don't hand you a plan and walk away — we're in the trenches with you, building the infrastructure your business needs.

Handoff 4–8 weeks
03

Graduation & Offboarding

Structured handoff to ensure your team can sustain and build on the momentum we've created together. Documentation, training, knowledge transfer, and a transition plan so nothing falls apart when we step back.

Three Ways to Work Together

Most effective together. Combine fractional executive leadership with GTM engineering for full-stack strategy + execution. This is how most $5–20M engagements work.

Ready to Build a Revenue Engine That Doesn't Depend on You?

Most founders see measurable results within 90 days.

Plan My Sales Transition