📊 GTM Execution Proof

Real-World Performance Data

4+ Months • Significant Pipeline Growth • 6+ Plays Operationalized

🎯 The Headline

I don't just manage pipeline—I build systems that generate it. Over 4 months, I achieved significant pipeline growth (4.6x growth), built an SDR program from scratch, and operationalized 6+ repeatable GTM plays. This is proof of system building, not just execution.

📈 Key Metrics

Significant
Active Pipeline
4.6x
Pipeline Growth
500+
Touches/Week
6+
Plays Operationalized
18+
New Leads Generated
10+
Hours SDR Shadowing

📅 The Journey

Month 1
Foundation Building
  • Pipeline: Building foundation
  • SDR Program: Hired first SDR, built playbook
  • Systems: Installing infrastructure
  • Experiments: Validated Twitter DMs, competitive displacement
Month 2
System Installation
  • Pipeline: Growing
  • SDR Program: Significant shadowing time, systems live
  • Systems: Auto-logging, dashboards, processes installed
  • Experiments: Webinar system built with strong engagement rates
Month 3
Momentum Building
  • Pipeline: Advancing
  • SDR Program: Strong touch and connect rates
  • Systems: Operationalized, scaling
  • Experiments: Plays systemized, delegated
Month 4
Systemization & Scale
  • Pipeline: Systemized and scaled
  • SDR Program: 450+ touches/week, plays delegated
  • Systems: 6 plays operationalized
  • Experiments: Reddit Air Strike, SE Engagement, Closed-Lost Campaign

🏗️ Building From Scratch

SDR Program Build-Out

First SDR Hire:

  • Secured first SDR hire
  • Created SDR Onboarding Playbook (V3)
  • Target: 3 SQLs in first 30 days
  • Result: Built program from zero, not inherited

System Installation:

  • Investment: ~10 hours shadowing and setup (including 4 hours in one day)
  • Systems Live: Dialer ↔ Salesforce auto-logging validated
  • Processes Installed: Golden-hour blocks, 1-3 contacts/account targeting, LinkedIn verification, Unqualified cleanup
  • Artifacts Created: SDR Playbook (V3), voicemail cadence, discovery rubric (beyond BANT)

🛠️ GTM Plays Operationalized

1. "Reddit Air Strike" Play

Secret shopper experiment → 3 problem-aware leads → Systemized with scripts → Delegated to SDR → Result: One-off experiment → Repeatable GTM motion

2. "SE Proactive Engagement" Play

Created for Sales Engineer → Empower technical teams to generate leads → Result: Distributed GTM execution, not just centralized

3. "Webinar Conversion Sprint"

5-touch sequence → Meeting factory → 8-12 meetings goal → Result: Multi-channel system, not just email blast

4. "OT Security Campaign"

Multi-touch sequence → 30% open rate → Operationalized

5. "Competitive Displacement"

Competitive Exit Strategy → Playbook acquired → Adapted for SDR engine

6. "Closed-Lost Re-engagement"

KuppingerCole report → Strategic campaign → Data integrity fix

💼 Deal Management Examples

Enterprise Partner Opportunity
  • Challenge: Complex pricing request (per-user vs. per-server)
  • Action: Created unified quote with two distinct service options (tiered pricing)
  • Result: Immediate technical validation meeting booked
  • Outcome: Moved to "partner-to-win" position
Healthcare Enterprise Prospect
  • Challenge: POC delayed until later date (deal stall)
  • Action: Executed "Value-Add Pivot" → Created and sent strategic evaluation checklist
  • Result: Deal kept warm, evaluation reframed, re-engagement secured
  • Outcome: Prevented deal from going dark
Federal Enterprise Account (P0 Priority)
  • Challenge: Scheduling conflicts, critical compliance conversation needed
  • Action: Persistent professional follow-up, multiple time slots offered
  • Result: Meeting rescheduled, momentum maintained
  • Outcome: P0 opportunity kept active, executive visibility maintained

💬 Interview Talking Points

🛠️ For GTM Engineer Roles
"I didn't just execute—I built the system from scratch. I hired the first SDR and invested significant time in shadowing and setup. I created the playbook, installed auto-logging, built discovery rubrics, and created dashboards. Within months, that system was generating 450+ touches per week and I had operationalized 6 different plays. That's how I think: build the infrastructure, then scale. That's the same approach I'd use to build agentic workflows."
💼 For Revenue Architect Roles
"This isn't just execution—this is strategic system building. I grew the pipeline significantly over 4 months, but more importantly, I built the infrastructure: SDR program, playbook library, data hygiene processes, multi-channel systems. That's how I think about Data Modernization: take raw activity, structure it into systems, operationalize it at scale."
🎯 For Both
"I think in systems, not tactics. Over 4 months, I didn't just hit numbers—I built infrastructure. SDR program from scratch, playbook library, data hygiene processes, multi-channel systems, discovery rubrics, dashboards. That's the difference between activity and architecture."

📊 Pipeline Composition

Significant
Qualification (22%)
Significant
Negotiation (14%)
Significant
PoC (6%)
Significant
Other/No Stage (50%)

Total: 25 opportunities | Significant pipeline

🎯 Key Numbers to Memorize

  • Significant Active Pipeline (25 opportunities)
  • 500+ Personal Touches/Week (348 emails, 154 calls)
  • 18+ New Leads Generated (Reddit + X/Twitter)
  • 4 Meetings Booked in 72 hours
  • 6 GTM Plays Operationalized
  • 26.3% Click Rate (Top-performing Compliance/Audit campaign)
  • 4.6x Pipeline Growth
  • 10+ Hours SDR Shadowing & System Installation
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