Developed a GTM Growth Strategy and Sales and marketing motions for an AI Video Analytics & GovCon Subcontractor. Initially they were a pre-revenue startup with only two founders and one unpaid team member. The organization operated in a hybrid model, blending AI video analytics, IT services, and GovCon subcontracting, and was looking to establish its presence in both the federal and commercial markets. Despite a promising vision, they lacked foundational go-to-market infrastructure, team capacity, and a scalable growth strategy.
Over the first 12 months, I worked closely with the CEO to deliver across multiple workstreams to accelerate growth and scale the business, including:
Team Scaling: Guided the CEO through hiring external agencies and internal talent to build marketing and sales teams, including onboarding and working with the Heads for Sales and Marketing to define operational responsibilities.
GTM Strategy Design: Built a comprehensive go-to-market playbook across relationship-based growth channels (partner networks, client upsell paths) and outbound channels (targeted ABM, event-based networking, and cold outreach campaigns).
Demand Generation & Thought Leadership: Developed and operationalized campaigns around webinars, lead magnets, blogs, SEO/backlinking, and paid ad strategies, along with consistent text and video-based LinkedIn thought leadership.
Sales Enablement: Produced tailored sales materials, playbooks, and enablement assets to support internal sales efforts and partner-led selling motions.
Leadership Amplification: Mentored the head of sales and head of marketing on strategic priorities, execution frameworks, and metrics-driven performance reviews to increase team impact.
Grew revenue from $0 to $500K ARR in the first 6 months of engagement. Built a $5M pipeline and projected to close $2M ARR by end of Year.
Scaled the team from 3 people to 10 including 6 FTE, including the 2 founders business ops staff, and 5 contributing advisors. Established a repeatable growth engine supported by inbound and outbound programs, partner networks, and an optimized sales and marketing function
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