Founder-led sales got you here. It won’t get you there.
I help B2B SaaS founders build a reliable sales system before they burn 9 months on the wrong hires.
People I Help
B2B SaaS/AI founders with $1-10M in ARR doing complex deals to midmarket and enterprise companies. Think >$50K deal size and >3 months sales cycle with multiple buyers. They’re either looking to make their first sales hires or first sales leader.
Problems I Solve
Founders don’t have time to build a repeatable sales system while they’re still closing every deal themselves. And hiring a full-time VP Sales often fails at this stage, because there’s no system yet for that person to walk into. Founders want a partner who builds the process alongside them without pulling them out of the deals that are keeping the company alive. Some of the reasons why people engage me:
Everything revenue-related still runs through you
Sales performance is inconsistent rep-to-rep, no shared process or playbook
You’re losing bigger, more complex deals than your current motion can handle
You need time back for product, fundraising, or strategy
You missed 1-2 quarters, or the first hires didn’t work out
You’re getting ready to hire your first sellers and/or sales leader
Services I Offer
Introducing B2B Ignite, designed to help turn founder-led sales into scalable sales.
Advisory
Time
1-4 hours/week
Structure
Weekly or biweekly meetings
Content/tool creation
24/7 async support
Deliverables
Diagnosis, strategy, and coaching
Playbooks, comp plans, rubrics
I build, your team implements
Minimum Commitment
3 months
Fractional
Time
1-1.5 days/week
Structure
Everything in Advisory,
I’ll work directly w/your team on deals, tools & process
Deliverables
Everything in Advisory
I’ll work directly with your team to implement it
Minimum Commitment
3 months
What I Work On
We’ll start with an assessment of your GTM capabilities and then tailor a custom program that fits your needs.
People
Team structure, hiring, onboarding, coaching
Process
ICP and personas, messaging, sales process, pricing, pipeline generation, enterprise selling skills, forecasting, comp plans, board prep
Tech
CRM setup, tech stack, AI-powered initiatives
What Changes
You can operationalize your sales process instead of running deals on instinct
ICP, pricing, sales process, playbooks, comp, hiring rubric exist and get used
You delegate specific deal stages and the deals still close
Your team runs discovery, qualification, and proposals off a shared playbook
You shift from doing every deal yourself to coaching the system
What They Say
"DMo is a GTM Swiss Army Knife. He helped us across functions to build and operationalize our playbook to sell more effectively and run more predictably."
Andre McGregor
CEO, ForceMetrics
"Besides investing, introducing DMo was the best thing Costanoa has done for us. He gets our business, works fast, and implements things that work."
Duncan Gilchrist
Founder, Delphina
"DMo makes a difference in our portfolio companies. He brings the right level of speed, experience, and founder collaboration. Great partner."
Jim Wilson
Operating Partner, Costanoa Ventures
Answers to FAQs
Q: Why not just hire a VP of Sales instead?
A: Hiring a VP of Sales before you’re ready is the most common failure mode in startups. Most VP Sales hires fail at this stage because there’s nothing to run. Ignite builds it first, so the hire inherits a process instead of a blank page. It de-risks the hire, it doesn’t replace it.
Q: Why can’t I just rely on my board and free advisors?
A: You likely already get GTM opinions from your board and people in your network. Are they operating GTM day-to-day with you, or weighing in from the boardroom once a month? This is hands-on and weekly, and in Fractional, working your team directly, not a monthly check-in.
Q: Should I start with Advisory or Fractional?
A: It depends. Is the gap mostly in your own thinking and decisions, or does your team need someone working alongside them day to day? Advisory fits when you and your team can execute once you have the plan. Fractional fits when your team needs me in the room, coaching reps, running deal reviews, building tools and processes directly.