The challenge
A Series B residential marketplace with more than 50 employees faced stalled revenue and an underperforming sales function.
Leadership lacked the KPIs, pipeline tracking, and forecasting needed to understand performance and manage growth. The company needed to rebuild its sales organization while continuing to operate.
The assignment connected people, processes, training, and reporting into a functioning revenue operation.
The work
Team development
Hired, onboarded, and led a 35-person distributed sales team.
Sales enablement
Designed and delivered training and enablement programs for more than 40 people.
Performance visibility
Established KPIs, pipeline tracking, forecasting models, and reporting.
Management discipline
Built coaching, accountability, and performance management into team operations.
Operating efficiency
Managed a $1.3M expense budget and restructured operations to save $500K without cutting output.
The outcome
Monthly recurring revenue increased from $322K to $1.29M in eight months. The team generated $15.2M in new recurring revenue in its first year and retained 94% of its salespeople year over year.
The business gained the infrastructure to forecast, measure, and manage its sales operation alongside that growth. Leadership had a consistent way to understand results, develop people, and address performance gaps.