Build a Revenue Engine That Scales
GTM Advisory + Consultancy for B2B SaaS CEOs & Revenue Leaders ($1M–$100M ARR).I diagnose, design, and help your team implement changes that remove revenue obstacles and create reliable, repeatable growth. I'm a proven B2B revenue leader and operator with $2B in enterprise sales and 20+ years experience at startup, product-market fit, and scale stages. With me as your partner, you’ll get strategic clarity, disciplined frameworks, and practical playbooks that your team can own and scale.
My Services
For Founder CEOs
You’re a B2B SaaS CEO with $1-10M in ARR but feel like“Everything depends on me”
“My sales team is inconsistent”
“We lose bigger deals”
“I need more time for strategic stuff”You want some experienced help to de-risk revenue and create a reliable GTM engine that scales.I help you transition from founder-led sales to team-led GTM and drive repeatable, reliable growth and revenue.I offer two models:
| GTM Advisory | Fractional CRO |
|---|---|
| I help you diagnose problems, clarify direction, set strategic priorities, and drive change while you and your team implement the solutions. | I provide GTM Advisory services but also (a) collaborate with your team and (b) take a more active role in helping you and your team implement solutions. |
For CROs/VPs of Sales
You’re a CRO/VPS with $10-$100M ARR but feel like“Our forecasts are unreliable”
“Our selling is undisciplined”
“We lose bigger deals”
“I’m stretched too thin to make change”You want some experienced help to implement surgical, strategic changes to level up your GTMI'm an experienced partner who can help you enact more change to drive repeatable, reliable growth and revenue.I offer two models:
| GTM Training | GTM Consultancy |
|---|---|
| I increase your team's skills and capabilities with training that embeds strategic selling into your team's day-to-day execution. | I help you diagnose problems, create solutions, and drive transformation by taking an active role in helping you and your team implement solutions. |
Founder Advisory
How It Works
I advise and partner with you while you and your team implement changes.Structure
- Weekly or bi-weekly meetings
- 24/7 asynchronous support
- Monthly fee w/3-month minimum
Fractional CRO
How It Works
I advise and partner with you while also taking a more active role in helping your team implement changesStructure
- Weekly or bi-weekly CEO meetings
- Operations, coaching, customer meetings w/team
- 24/7 asynchronous support
- Monthly fee w/3-month minimum
Value Delivered
I have really deep GTM operating experience from $0-25M+ across Sales, Marketing, and Customer Success. Here are some common initiatives I work on with founder CEOs and their teams. I have structured offerings, but am also happy to tailor my services for your specific needs.
People
- Team structure
- Hiring strategy & process
- Sales, Marketing & CS hiring
- Onboarding
- Upskilling
- Coaching
Process & Playbooks
- ICP & personas
- Messaging
- Competitive strategy
- Sales process
- Sales methodology
- Demand gen
- Prospecting (OB & IB)
- Pipeline generation
- Discovery
- Champion development
- Business cases
- Exec selling
- Demos & trials
- POVs & POCs
- Pricing & packaging
- Proposals & contracts
- Negotiation
- Qualification
- Deal reviews
- Forecasting
- Quota setting
- Comp plans
- Customer onboarding
- Customer success
- Customer marketing
- Retention & renewal
- Board meetings
Technology
- Tech stack setup & mgmt
- CRM setup & mgmt
- AI-powered initiatives
- Tech & services procurement
GTM Training
How It Works
I train your team to level-up their execution of critical B2B skills.Structure
- 1/2 or 1-day intensives for fast skill uplift OR
- Multi-week training & practical application
- AI tools to operationalize skills into habits
- Fees based on program, participants, and duration
GTM Advisory
How It Works
I advise and partner with you and your team while also getting my hands dirty helping you implement changesStructure
- Weekly or bi-weekly CRO or VP Sales meetings
- Operations, coaching, customer meetings w/team
- 24/7 asynchronous support
- Monthly fee based on scope w/3-month minimum
Value Delivered
I have really deep GTM operating experience from $10-300M+ across Sales, Marketing, and Customer Success. I'm a force multiplier for a CRO/VP of Sales. I can collaborate with them but operate without a lot of oversight. Here are some common initiatives I work on. I have structured offerings, but am also happy to tailor my services for your specific needs.
Skills Training
- Pain-based Prospecting
- Disciplined Discovery
- Disciplined Qualification
- Developing Champions
- Board-Ready Business Cases
- Executive Selling
- Disciplined POVs/POCs
- Disciplined Negotiation
- Disciplined Hiring
Process & Playbooks
- ICP & personas
- Messaging
- Competitive strategy
- Sales process
- Sales methodology
- Demand gen
- Prospecting (OB & IB)
- Pipeline generation
- Discovery
- Champion development
- Business cases
- Exec selling
- Demos & trials
- POVs & POCs
- Pricing & packaging
- Proposals & contracts
- Negotiation
- Qualification
- Deal reviews
- Forecasting
- Quota setting
- Comp plans
- Customer onboarding
- Customer success
- Customer marketing
- Retention & renewal
- Board meetings
Technology
- Tech stack setup & mgmt
- CRM setup & mgmt
- AI-powered initiatives
- Tech & services procurement
About
My ExperienceI’m a 20+ year veteran of the B2B software game, where my teams and I have closed more than $2B in revenue and driven three acquisitions and an IPO. I’ve built and led Sales, Marketing, and Customer Success orgs from zero to hundreds of millions across startup, product-market fit, and scale. As a Harvard MBA, Marine infantry officer, and rapper/comedian, I bring serious business judgment, disciplined execution, and a little fun to everything I do.What I DoI work as a trusted GTM advisor and consultant to founders and revenue leaders — diagnosing root causes of GTM performance gaps, designing strategic roadmaps, and partnering with leadership to embed the right systems and discipline in their organizations. I don’t just give recommendations. I help you operationalize them.I wrote a book called "The Heart of the Sale: How To Close More Deals With Disciplined Discovery." DD is one of my specialties, but it’s part of a broader system I use to strengthen sales execution, leadership, and overall GTM performance.The DMo Difference1. I'm a pragmatic and successful, in-the-trenches operator, not just another “career consultant” - with recent, proven success at $0-10M, $10-50M, and $50-300M+ from founder sales to global CRO.2. There are many "sales" consultants out there, but startup, scale, and GTM challenges are rarely limited to one function. I have problem-solving and playbook breadth across Sales, Marketing, Customer Success, Product Management, Executive Strategy, Human Resources, Financing, and more.3. I am both a hands-on operator and executive collaborator. I can model behaviors for the front-line, managers, and directors AND advise/support VP- and C-Level execs.
Testimonials
Bill Powers
CEO
Cambridge Mobile Telematics
“David is one of the most complete GTM leaders I’ve ever worked with. He scaled revenue, teams, and processes with a level of discipline and clarity that transformed our business. When the stakes were highest, David consistently delivered.”
Matt Fiorentino
VP of Marketing
Cambridge Mobile Telematics
“David is a natural teacher and go-to-market leader. He elevates his teams’ game, improving their messaging, demand gen, product marketing, and sales alignment. His passion and GTM expertise give his teams an unfair competitive advantage.”
Ted Gramer
CEO
TrueMotion
“David built the Go-To-Market engine that took us from zero to market leadership. He’s strategic, analytical, and unflinchingly committed to execution. Any founder or CRO would be lucky to have him in their corner.”
Laura Richardson
VP of Customer Success
Cambridge Mobile Telematics
“David changed how our entire company thought about customer outcomes. He pushed CS to be more strategic, more data-driven, and more aligned with revenue — and it made us dramatically better. He’s the kind of leader who elevates every function he touches.”
Sean Burns
VP of Sales
Cambridge Mobile Telematics
“David is the best sales leader I’ve worked for. He taught me how to build a high-performing enterprise sales motion from the ground up, and his playbooks still guide our team today. He develops people as well as he develops pipelines.”
Rafi Finegold
SVP of Product
Cambridge Mobile Telematics
“David was the strongest GTM partner for Product leaders like me. He deeply understands customer problems, translates them into crisp requirements, and drives alignment across product, sales, and marketing. Simply put: he helps products win in the market.”
For B2B SaaS founders and GTM revenue leaders
Get one high-impact idea every other week for GTM strategy, execution, leadership, and systems.
Are you frustrated by deals that evaporate, drag on forever, or close for less money than they should?
The Heart of the Sale gives you the skills to close deals faster, more reliably, and for more money.In this no-fluff, practical guide, I’ll show you how to master the one skill that sets elite enterprise sellers apart: Disciplined Discovery.
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For B2B SaaS founders and GTM revenue leaders
Get one high-impact idea every other week for GTM strategy, execution, leadership, and systems.