Karl O'Brien

GTM Lead @ Positive Carbon | Food Waste Intelligence

Positive Carbonex-Siftex-Gradguide

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I’m a SaaS sales and GTM professional with 7+ years of experience building pipeline, winning new business and growing revenue across EMEA and global

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I’ve progressed from SDR to Enterprise Account Executive and now GTM Lead, working across AI fraud prevention, AdTech, employee benefits and sustainability Throughout my career, I’ve worked with businesses at different stages of growth - from joining Sift as one of the early employees in its first EMEA office, to helping Publift scale its SaaS offering upmarket, joining Kota as one of the founding members of its GTM team, and now leading GTM at Positive My experience spans the full sales and GTM lifecycle: territory planning, outbound pipeline generation, enterprise prospecting, discovery, multi-stakeholder sales processes, commercial negotiation and closing. Today, my role has expanded to include building and refining GTM motions, sharpening ICP and positioning, testing new channels and verticals, and developing land-and-expand strategies that drive growth across both new and existing I’m at my best in ambitious, high-growth environments where I can combine hands-on selling with building and developing the processes, messaging and commercial strategy that help teams scale.