GTM Strategy · RevOps · Sales Leadership

I build revenue engines from zero — and make them repeatable.

Two decades selling into law firms, enterprises, and channel partners. First GTM hire who stands up the CRM, the outbound motion, the pricing workflow, and the AI automations — then hands you a playbook your team can run.

First GTM hire 2023 President's Club AmLaw & enterprise sales AI-powered RevOps MEDDICC · Sandler · Challenger
Book an intro call → See the playbooks
309%of annual quota ($1.85M on $600K)
664%best month to quota
1,100%account growth — Sutter Health, $10K → $110K/mo
$500Kpipeline built from a blank CRM in six months
#1 of 27payments sales, President's Club 2023
What I do

Three ways I help companies grow revenue

For seed-to-growth-stage AI, legal-tech, and B2B SaaS teams that need a go-to-market motion built — or rebuilt — by someone who has carried the bag and owned the systems.

GTM Strategy

Decide who to sell to, what to say, and which channels earn the right to scale.

  • ICP, segmentation & account tiering
  • Positioning, messaging & the 90-second demo narrative
  • Channel mix: outbound, events, partners, inbound
  • Pricing & packaging, incl. usage-based models
  • Partner & integration programs

Revenue Operations

Turn a blank or stagnant CRM into the single source of truth for pipeline.

  • HubSpot / Salesforce build-outs & clean-ups
  • Pipeline stages, lifecycle model & segments
  • Enrichment & data pipelines (Clay, Apollo, RB2B)
  • Quote-to-cash on Stripe, Metronome & SalesBricks
  • AI agents for syncs, reporting, meeting prep & recaps

Sales Leadership

Hire, coach, and run the team — or be the player-coach until you can.

  • Fractional Head of Sales / player-coach
  • MEDDICC deal qualification & forecast cadence
  • SDR / AE coaching: cold calling & objection handling
  • Executive & enterprise deal strategy
  • Comp plans, quotas & hiring profiles
Sales Playbooks

Battle-tested playbooks, not theory

Each one has been run in the field with real quota on the line. Tap a playbook to see the plays.

01

Zero-to-One GTM Build

From first hire to a functioning revenue engine in 90 days.

+
  1. Interview founders & first customers; write the ICP and disqualifiers
  2. Stand up the CRM: pipeline stages, lifecycle model, required fields
  3. Build the target account list and enrich it
  4. Launch outbound sequences + a repeatable demo narrative
  5. Ship the exec dashboard and weekly pipeline review cadence
Run at Deliberately.ai: $500K pipeline and 81 opportunities from a standing start.
02

Outbound Engine

Multi-channel prospecting that books meetings without a big SDR team.

+
  1. Tier accounts by fit and intent signals (RB2B, web visits, events)
  2. Waterfall enrichment in Clay + Apollo to verified contacts
  3. Persona-specific sequences: email, LinkedIn, phone
  4. Call scripts & objection-handling library for reps and SDRs
  5. Weekly reply/meeting-rate review; kill or double down
6,550 logged sales emails, 576 meetings, and 2,353 tasks run solo.
03

Conference & Event Pipeline

Turn trade shows into pipeline, not just swag.

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  1. Pick events by ICP density, not by brand name
  2. Pre-event: enrich attendee lists, book meetings before arrival
  3. Booth design, one-pagers & a 90-second demo station
  4. Badge-scan to CRM same day, segmented by conversation quality
  5. Post-event sequences within 48 hours
ABA Family Law CLE, AAML, AFCC, CLA Family Law Summit; ran Aderant Momentum 2025 on under two weeks' notice.
04

Enterprise & AmLaw Land-and-Expand

Selling into firms where partners, IT, and finance all have a vote.

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  1. Map the buying committee: partners, CTO, CISO, ops, paralegals
  2. MEDDICC qualification with a named champion and economic buyer
  3. Security & procurement pre-work before the RFP drops
  4. Land a scoped project, prove value, expand by practice group
  5. Quarterly business reviews tied to the client's metrics
Won the Sutter Health RFP and grew it 1,100% to the firm's third-largest client.
05

CRM Rescue & RevOps Architecture

Fix the data so the forecast means something.

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  1. Audit fields, stages, owners, and stale deals
  2. Define stage exit criteria and required properties
  3. Rebuild segments, lists, and task cadences
  4. Connect the stack: chat, enrichment, engagement, billing
  5. Automate hygiene and reporting with AI agents
Built HubSpot from a blank portal: 43 segments, automations, and exec reporting; grew the database 68%.
06

Partner & Channel Playbook

Borrow someone else's distribution.

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  1. Pick partners whose customers are your ICP
  2. Define the referral vs. integration motion and incentives
  3. Co-marketing: joint webinars, event presence, enablement
  4. Partner-sourced deal registration in the CRM
  5. Quarterly partner scorecards
Built referral & integration partnerships with Aderant, Elite, Surepoint, SimpleX BI, and DroneDeploy.
07

Pricing & Quote-to-Cash

Make it easy to buy — and easy to bill.

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  1. Package tiers around the buyer's value metric
  2. Self-serve and sales-assisted purchase paths
  3. Subscription and usage-based billing workflows
  4. Sync billing events back to the CRM
Built the purchase motion in SalesBricks, then rebuilt it on Stripe + Metronome for usage-based pricing.
08

AI-Augmented Sales Team

Give every rep a research analyst and an ops assistant.

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  1. Automated pre-call briefs from CRM, email, and the web
  2. Call recaps, follow-up drafts, and CRM updates after every meeting
  3. Daily pipeline and inbound reports pushed to the team
  4. Data syncs and hygiene checks running on a schedule
Claude-powered agents ran data syncs, pipeline and inbound reporting, meeting prep, and recaps.
Tech Stack

The tools I've built, run, and sold with

I've architected these stacks hands-on, not just used them. Highlighted tools are ones I've implemented from scratch.

CRM & Systems of Record

Pipeline, lifecycle, reporting.

HubSpotSalesforceIntercom

Data & Enrichment

Lists, signals, verified contacts.

ClayApolloLinkedIn Sales NavigatorRB2B

Sales Engagement

Sequences, cadences, calls.

OutreachSalesloftSalesFlowHubSpot Sequences

Conversation & Deal Intel

Coaching and forecast accuracy.

GongMEDDICC

Pricing & Billing

Quote-to-cash, usage-based.

StripeMetronomeSalesBricksLawPay

AI & Automation

Agents doing the ops work.

ClaudeClaude CoworkAI agentsWorkflow automation

Legal-Tech Ecosystem

Platforms I've sold, integrated, or partnered with.

AderantEliteSurepointRelativityMyCaseCASEpeerDocketwise

Methodologies

How deals get run.

MEDDICCSandlerChallenger SaleStrategic Negotiation

Collateral & Content

Slicks, booths, landing pages.

One & two-page slicksTrade-show boothsLanding pagesDemo narratives

How a modern revenue stack connects

SignalsRB2B · Sales Nav · Events
→
EnrichClay · Apollo
→
EngageSequences · LinkedIn · Phone
→
PipelineHubSpot / Salesforce
→
Close & BillSalesBricks · Stripe · Metronome
→
Report & ImproveClaude agents · Dashboards
Experience

20+ years across Legal, AI, Payments, eDiscovery & Channel

Director of Sales — First GTM Hire

Deliberately.ai · Legal AI
2026

Built GTM from zero: HubSpot from a blank portal, the full RevOps stack, outbound, demos, events, and collateral. $500K pipeline, 81 opportunities, CRM database grown 68%.

Lead, Business Development Manager — US Legal

Convera (formerly Western Union Business) · International Payments
2024 – 2026

Developed relationships with Latham & Watkins, Morrison & Foerster, and Gibson Dunn; built partnerships with Aderant, Surepoint, Elite, and SimpleX BI; partnered with RevOps on a legal-vertical Salesforce rollout.

Senior Account Executive

8am (formerly AffiniPay) · MyCase, LawPay, CASEpeer, Docketwise
2022 – 2024

2023 President's Club and Award of Excellence. #1 of 27 in payments (119%), #2 of 27 in software ($383K ARR). Record 257% of first-month ramp quota. Founded the Outreach Content Committee.

Regional Sales Manager

Athennian · Legal Entity Management
2021 – 2022

#2 rep in Q3 2022 ($252K TCV). Built the outbound cadence strategy and coached the SDR team.

Sales Manager & Enterprise Sales Executive

Aerial Intelligence Group
2020 – 2021

Led four regional sales executives; negotiated the DroneDeploy partnership and referral program.

Enterprise / SLED Account Executive

TPx Communications
2019 – 2020

200% of quota in month two.

Enterprise Account Executive

CS DISCO · eDiscovery
2018 – 2019

Seven new demos a week with AmLaw firms and enterprises; helped launch Salesforce workflows for the West team.

Enterprise Sales Executive

Relayware · Partner Relationship Management
2017 – 2018

Advised channel leaders at BlueJeans, Polycom, UpGuard and others. First deal on day 37; 124% and 109% quarters.

Enterprise & Corporate Discovery Consultant

Evolve Discovery · eDiscovery
2015 – 2016

309% of quota in 2016 ($1.85M). Won the Sutter Health RFP and grew it 1,100%.

Firms & enterprises I've sold to and worked with

Latham & WatkinsMorrison & FoersterGibson DunnJones DaySutter HealthStoel RivesCoblentz PatchGordon ReesSeverson & Werson

Partners & ecosystems

AderantEliteSurepointSimpleX BIDroneDeployRelativity

Training

Sandler Selling System · MEDDICC Academy · Strategic Negotiation (The Lowery Group) · The Challenger Sale · B.S. Business Administration, San Diego State University

Ways to work together

Pick the engagement that fits your stage

Sprint

GTM & RevOps Audit

A deep look at your ICP, funnel, CRM, and stack, with a prioritized 90-day plan you can run with or without me.

2–3 weeks
Build

Stack & Playbook Build-out

I stand up the CRM, enrichment, sequencing, and AI automations, then document the playbook and train your team.

6–12 weeks
Fractional

Fractional Head of Sales

Ongoing sales leadership: pipeline reviews, forecasting, deal strategy, coaching, and hiring your first reps.

Monthly retainer
Let's talk

Need a revenue engine built — or rebuilt?

Tell me where you are and where you need to be. I'll reply within one business day.

connor@connornpeck.com LinkedIn ↗