Jason Chapman
COO @ GTM Fabric
Experienced executive leader and former management consultant specializing in B2B GTM strategy, operations, and transformation programs. Proven track record of accelerating growth through compelling vision, customer-centric engagement, and behavior change at the front lines.
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Skilled at leading large teams to achieve ambitious revenue targets. Business skills: Corporate Portfolio Strategy | Business Unit Strategy | Corporate Finance | Budgeting & Financial Planning | M&A & PMI | Experience Management | Marketing & Branding | Pricing & Packaging | Sales | Sales Operations & Technology | Enablement & Coaching | Customer Success | Ecosystem & Channel | Innovation & Product Development | Performance Improvement | Transformation & Change Management Industry focus: Technology (ERP, HCM, CRM, RevTech, hardware manufacturers, managed service providers) | Telecom (fixed/mobile network operators, equipment manufacturers) | Media (digital publishers, K-12 education) | Private equity | Healthcare (medical device manufacturers, analytical instruments, clinical research organizations) | Infrastructure (engineering and construction services)
GTM Index
- GTM FABRICJOB
- Chief Operating Officer &…1Y 1M
Chief Operating Officer & Co-Founder
GTM Fabric
- TALKEETNA CONSULTINGJOB
- Independent Consultant1Y 9M
Independent Consultant
Talkeetna Consulting
- HARTE-HANKS DIRECT MARKETINGJOB
- Global Head of Sales & Mktg5M
Global Head of Sales & Marketing
Harte-Hanks Direct Marketing
* Served as interim Global Head of Sales & Marketing to accelerate growth of CX / BPO business units. * Responsible for Field Sales, Inside Sales, Demand Generation / BDRs, Partnerships, and RevOps.
- INFORJOB
- SVP, Commercial Strategy a…1Y 7M
SVP, Commercial Strategy and Operations
Infor
* Architected GTM transformation program to build repeatable capabilities to support profitable growth, incl. whitespace/propensity modeling, integrated play factories, standard segmentation, territory planning, and performance-oriented compensation model. * Embedded new productivity tools (Salesforce CRM, Outreach, Clari, Mutual Action Plans, Conversational Intelligence) and cross-functional processes (MEDDPICC, Customer Engagement Model, Managerial Rhythm, Performance Management) across a 1,000+ person field organization. * Led digital / inside sales teams in North America and EMEA (exceeded $xxxM quota targets) * Managed 250-person global sales support team, including RevOps & Tech, Ecos…
- SKILLSOFTJOB
- SVP, Global GTM Operations9M
SVP, Global GTM Operations
Skillsoft
* Restructured sales org based on new customer segmentation, team-based coverage, and unified operating model across three legacy companies. * Instituted performance-based compensation model, deal qualification methodology, and standardized sales process. * Managed 90-person global sales support team, including Sales Ops & Tech, Sales Development, Enablement, Pre-sales & VE, Solution Strategy, Pricing & Packaging, and Transformation PMO.
- SAPJOB
- Global Head of Demand Mana…1Y
Global Head of Demand Management, Solution Area Sales
SAP
* Served as Interim COO to support global org transformation, incl. definition of KPIs / targets, roles, compensation. * Led roll-out of Buying Center engagement model to penetrate net new accounts based on fast time-to-value solutions. * Drove "Demand Management Re-Imagined" program with global marketing, sales, and process teams, focused on improving pipeline creation/qualification/nurturing and optimizing operating model for volume and velocity.
- COO1Y
COO / Head of GTM Operations, North America
SAP
* Architected “Supply Chain of Selling” process model for high-touch and digital/virtual engagements, detailing key activities, templates and tools, customer deliverables, qualification criteria, and role-based accountability by stage. * Built cross-practice content production factory to create integrated asset packs (pitch decks, customizable demos, BOMs, and reference architectures for 9 E2E processes / 11 industries) and industry-specific X+O pitch decks. * Led day-to-day operations for 750+ person team providing regional support for cloud and on-premise software sales via 5 advisory groups (Industry, Value Engineering, Solution, Innovation, and Executive).
- VP Corporate Strategy, Ame…1Y 11M
VP Corporate Strategy, Americas and APJ
SAP
* Defined 2020 go-to-market priorities, initiatives, and KPIs for $15B regional business on behalf of GCO Co-President. * Incubated new customer success program, including 114 pilots to improve product usage, CSAT, and renewal rates. * Accelerated app-based ecosystem, recruited new partners, and mentored startups for HCM platform.
- QUALTRICSJOB
- Global Head of Sales Strat…6M
Global Head of Sales Strategy
Qualtrics
* Defined strategic vision and prioritized GTM initiatives in partnership with Regions, Product, Marketing, Sales Ops, Ecosystem, and Services teams (e.g., operating model, enterprise sales process, value-based tools and content). * Spearheaded messaging, field execution, and commercialization for 15 new solutions to address COVID-19 crisis. * Managed 160-person global sales support team, including Pre-sales, Value Engineering, and Enablement.
- BAIN & COMPANYJOB
- Principal7Y 4M
Principal
Bain & Company
* Authored Bain’s POV on “Future of Networks” and optimized multi-$B capex investment for U.S. fixed operator. * Prioritized growth adjacencies, product requirements, and execution roadmap for mid-market SaaS vendor. * Reduced product and process complexity to enable high-volume sales model for enterprise HW manufacturer. * Led diligence, post-merger integration, and go-to-market redesign for global analytical instruments manufacturer. * Evaluated potential merger-of-equals and developed pitch book for enterprise infrastructure SW company.
- CAMBRIDGE STRATEGIC MANAGEMENT GROUPJOB
- Mgr3Y
Manager
Cambridge Strategic Management Group
* Authored $500M co-marketing strategy, including OEM negotiation playbook, for U.S. 4G network operator. * Created $2B account plan for CMO of global network equipment provider’s largest sales group.
- Job: GTM Fabric — Chief Operating Officer & Co-Founder · 2025-09 – present · 11 mo
- Job: Talkeetna Consulting — Independent Consultant · 2024-01 – 2025-10 · 1y 9mo
- Job: Harte-Hanks Direct Marketing — Global Head of Sales & Marketing · 2024-09 – 2025-02 · 5 mo — * Served as interim Global Head of Sales & Marketing to accelerate growth of CX / BPO business units. * Responsible for Field Sales, Inside Sales, Demand Generation / BDRs, Partnerships, and RevOps.
- Job: Infor — SVP, Commercial Strategy and Operations · 2022-06 – 2024-01 · 1y 7mo — * Architected GTM transformation program to build repeatable capabilities to support profitable growth, incl. whitespace/propensity modeling, integrated play factories, standard segmentation, territory planning, and performance-oriented compensation model. * Embedded new productivity tools (Salesforce CRM, Outreach, Clari, Mutual Action Plans, Conversational Intelligence) and cross-functional processes (MEDDPICC, Customer Engagement Model, Managerial Rhythm, Performance Management) across a 1,000+ person field organization. * Led digital / inside sales teams in North America and EMEA (exceeded $xxxM quota targets) * Managed 250-person global sales support team, including RevOps & Tech, Ecos…
- Job: Skillsoft — SVP, Global GTM Operations · 2021-09 – 2022-06 · 9 mo — * Restructured sales org based on new customer segmentation, team-based coverage, and unified operating model across three legacy companies. * Instituted performance-based compensation model, deal qualification methodology, and standardized sales process. * Managed 90-person global sales support team, including Sales Ops & Tech, Sales Development, Enablement, Pre-sales & VE, Solution Strategy, Pricing & Packaging, and Transformation PMO.
- Job: SAP — Global Head of Demand Management, Solution Area Sales · 2020-08 – 2021-08 · 1y — * Served as Interim COO to support global org transformation, incl. definition of KPIs / targets, roles, compensation. * Led roll-out of Buying Center engagement model to penetrate net new accounts based on fast time-to-value solutions. * Drove "Demand Management Re-Imagined" program with global marketing, sales, and process teams, focused on improving pipeline creation/qualification/nurturing and optimizing operating model for volume and velocity.
- Job: Qualtrics — Global Head of Sales Strategy · 2020-02 – 2020-08 · 6 mo — * Defined strategic vision and prioritized GTM initiatives in partnership with Regions, Product, Marketing, Sales Ops, Ecosystem, and Services teams (e.g., operating model, enterprise sales process, value-based tools and content). * Spearheaded messaging, field execution, and commercialization for 15 new solutions to address COVID-19 crisis. * Managed 160-person global sales support team, including Pre-sales, Value Engineering, and Enablement.
- Job: SAP — COO / Head of GTM Operations, North America (Head of GTM Engineering) · 2019-02 – 2020-02 · 1y — * Architected “Supply Chain of Selling” process model for high-touch and digital/virtual engagements, detailing key activities, templates and tools, customer deliverables, qualification criteria, and role-based accountability by stage. * Built cross-practice content production factory to create integrated asset packs (pitch decks, customizable demos, BOMs, and reference architectures for 9 E2E processes / 11 industries) and industry-specific X+O pitch decks. * Led day-to-day operations for 750+ person team providing regional support for cloud and on-premise software sales via 5 advisory groups (Industry, Value Engineering, Solution, Innovation, and Executive).
- Job: SAP — VP Corporate Strategy, Americas and APJ · 2017-03 – 2019-02 · 1y 11mo — * Defined 2020 go-to-market priorities, initiatives, and KPIs for $15B regional business on behalf of GCO Co-President. * Incubated new customer success program, including 114 pilots to improve product usage, CSAT, and renewal rates. * Accelerated app-based ecosystem, recruited new partners, and mentored startups for HCM platform.
- Job: Bain & Company — Principal · 2009-10 – 2017-02 · 7y 4mo — * Authored Bain’s POV on “Future of Networks” and optimized multi-$B capex investment for U.S. fixed operator. * Prioritized growth adjacencies, product requirements, and execution roadmap for mid-market SaaS vendor. * Reduced product and process complexity to enable high-volume sales model for enterprise HW manufacturer. * Led diligence, post-merger integration, and go-to-market redesign for global analytical instruments manufacturer. * Evaluated potential merger-of-equals and developed pitch book for enterprise infrastructure SW company.
- Job: Cambridge Strategic Management Group — Manager · 2004-06 – 2007-06 · 3y — * Authored $500M co-marketing strategy, including OEM negotiation playbook, for U.S. 4G network operator. * Created $2B account plan for CMO of global network equipment provider’s largest sales group.
- School: Massachusetts Institute of Technology - Sloan School of Management — MBA, Strategy, Marketing and Technology
- School: Williams College — BA, Computer Science, Japanese
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