Closer$140M closed. Every deal built by hand.
Total revenue closed — not managed, not influenced. Closed.
Enterprise Deals Closed
Win Rate (7-Year Average)
Avg. Enterprise Sales Cycle
Years Carrying 8-Figure Quota
Deal Case Studies
The architecture
behind the number.
Series B SaaS — Enterprise Pivot
State of Play
Pipeline stalled at $0 enterprise ARR
A 60-person PLG company with strong SMB traction but zero enterprise motion. The team had never sold above $50K ACV. Leadership believed the product wasn't ready.
Enterprise ARR
The Intervention
Rebuilt the ICP, rewrote the motion
Identified three verticals where compliance requirements made the product non-optional. Rebuilt the pitch around risk mitigation, not features. Trained the AE team on multi-threaded enterprise engagement.
To first enterprise close
The Outcome
$4.2M enterprise ARR in 11 months
Three anchor logos in financial services and healthcare. Average ACV of $340K. The company closed its Series C six months later citing enterprise traction as the primary catalyst.
Enterprise ARR, 11 months
Founder-Led Sales — First $10M ARR
State of Play
Founder closing everything, team closing nothing
Brilliant technical founder, $2M ARR entirely on personal relationships. Hired three AEs who couldn't replicate the magic. Churn creeping above 18%. Board nervous.
Annual churn rate
The Intervention
Extracted the method, built the machine
Shadowed every founder call for six weeks. Documented the underlying logic — the questions, the silences, the reframes. Translated it into a repeatable playbook. Rebuilt compensation to reward discovery quality, not activity volume.
To playbook completion
The Outcome
Team hit $10M ARR without the founder in a single call
All three AEs exceeded quota in Q3. Churn dropped to 6%. The founder took a three-week vacation — the first in four years — while the pipeline grew.
Team-driven, zero founder involvement
Every deal above started with one conversation.
Book the ConversationSocial Proof
The people
who were in the room.
Companies where deals were built
He didn't come in with a playbook. He came in with a scalpel. Three months later our AEs were closing deals I didn't think were closable.
Rachel Okonkwo
VP of Sales · Meridian Cloud
Pipeline velocity increase
The keynote at SaaStr changed the room. Not motivational speaker energy — the kind of clarity that makes you want to go back to your desk and rebuild everything.
David Park
Founder & CEO · Stackform
Attendee satisfaction score
I've hired a lot of fractional operators. None of them understood the difference between a sales process and a buying process. He does.
Sienna Marchetti
Chief Revenue Officer · Arclight Health
ARR added in 14 months
Philosophy
Selling is not a personality trait.
It is an architecture of trust, built across
months of precise listening, deliberate silence,
and interventions timed to the millisecond.
The deal is not won in the pitch.
It is won in the preparation no one sees.
Fifteen years. Three continents. One discipline. Started carrying quota at 24, hit President's Club at 26, built and sold two sales organizations before 35. Now works with a select number of founders and revenue leaders who want the craft, not the hype.
Keynote appearances include SaaStr Annual, Pavilion Summit, and Revenue Collective. Guest faculty at Stanford GSB Executive Education.
The Closer
Fractional CRO · Deal Architect
The Conversation Starts Here
The next deal
starts here.
One conversation. No pitch deck. No qualification form.
If the fit is there, we'll both know in thirty minutes.
Calendar link · No form fields · 30 minutes
Response time
Selective intake
Generic pitches