Fractional CRO · Advisor · GTM operator for VCs
Hands-on sales leadership for technical founders, from your first deal to a team that scales.
About
I've seen two rocket ships from the inside: Salesforce, starting under 1,000 employees, and Box, from about 40 employees to an IPO, where I helped take revenue from $3M to $150M.
Since then I've built revenue from zero to $10M at Lever (acquired by Employ for $550M), helped build the revenue org at SignalFx as VP of Sales (acquired by Splunk for $1.05B), and built Flatfile from zero to $5M. Today I work with a small number of companies at a time so I can be fully in the seat with each one.
01Diagnose the real issue
Without a sales background, it's hard to tell. Guess wrong and you lose a year. Within 30 days, I give you a straight answer and a plan to fix it.
Activity, pipeline, and how they run real calls.
Hiring the right AEs, setting clear KPIs, and strong coaching.
Who's your ICP, product positioning, and why deals stall.
02Plan the work to scale
Startup shortcuts sometimes work, until you try to scale. We move fast and build it right from the start.
Hire a "rockstar" AE and let them figure it out.
Every hire is a coin flip.
Hire to a defined profile, onboard to one playbook.
Treat the CRM as an afterthought.
All the deal context lives in the founder's head.
Clear stages and a weekly forecast from deal one.
Sink-or-swim onboarding.
Long ramps and constant turnover.
Structured training and call coaching.
03How I work
04The result
Before we started working together, a venture-backed B2B software company was booking anywhere from $20K to $75K in new ARR a month. Some months looked great. Others missed badly, and nobody could say which kind of month was coming.
Six months later, the team was booking more than $100K in new ARR every month, with the forecast landing within 5% of actual. The founder can plan hiring, spend, and the next raise around a number they trust.
What changed
Clear entry and exit criteria, so every deal's stage meant the same thing to everyone.
New questions built around finding real pain, not pitching features.
Defined success criteria and timelines up front, so trials ended in decisions.
Forecast calls that tested each deal's evidence, not the rep's optimism.
Founders I've worked with
Justin completely changed how I think about sales. At first, I was a bit intimidated by selling, but Justin broke it down into a clear, approachable process. He didn't just give advice, he rolled up his sleeves, coached me through real deals, and helped me build a repeatable sales motion that I'm using with AE's today. Thanks to his guidance, we closed our first major customers and have a real path to scale. I can't recommend him highly enough!
Jon FestejoCEO & Co-Founder, SalesbricksWorking with Justin has sharpened our entire approach - from how we position value to how we negotiate terms. He also played a key role in helping us successfully transition from a B2C motion to introducing a B2B sales process, giving us structure and confidence to go upmarket. We're now closing deals with far more consistency, and it's translated in stronger outcomes across the board.
Paulo GonzalezCEO & Co-Founder, Wellnite"Justin has been a game-changer for our launch, accelerating our progress in way we didn't think possible. He's a trusted, strategic partner who brings clarity and momentum at every step."
Rocky PaapCEO, Feeynx.ai"I feel really lucky to have learned from Justin, and I couldn't recommend him more. He sees 10 steps ahead and is able to help us prepare for what's next."
Jordan LeonardCOO & Co-Founder, LEOPARD.FYI"Justin helps me with many GTM decisions. From taking calls with potential customers, interviewing AE candidates, and strategizing on pricing....he does it all!"
Amal Dar AzizCEO & Co-Founder, Maven, Inc."Justin is an exceptional GTM advisor who brings a rare ability to navigate both transactional, product-led growth motions and complex, enterprise deals. His guidance is consistently insightful, actionable, and grounded in real experience."
Burak AksarFounder, Spiky.ai"I've been working with Justin for many years, and I continue to learn something new every time we connect. He's a pro when it comes to enterprise sales."
Nariman ShariatFounder, RolloutIQ"We're not a traditional SaaS company, but Justin's knowledge and expertise in selling solutions and focusing on customer success is 100% relatable. He's a solid foundation of expert advice for any situation we encounter."
Ved RasicFounder & CEO, LeadDeltaWays to work together
However we work together, you get someone who has been on the front lines: carried the number, built the team, and scaled it.
20–25 hrs / week
I join your team and own the revenue function. You get a proven sales leader who has built and scaled teams before.
Weekly working session
Scaling sales takes advice from someone who has done it. Each week we work through your real deals, hires, and decisions.
Portfolio wide
One hands-on operator across your portfolio, embedded with the companies that need it most.
Every engagement starts as a pilot
By day 90 you have a playbook, a working pipeline, a forecast you trust, and a trained team. All of it is yours to keep.
Why fractional
Most early teams aren't ready for one yet.
Built for the stage you're at.
Big salary, equity, and a 6-month search.
A fraction of the cost, starting in weeks.
Expect a playbook and team in place.
I build both with you.
