Kyle E.

GTM AI Strategist | AI-Ready B2B SaaS revenue & ecosystem teams | People, Process & Data FIRST | RevOps, AI, Partner Ecosystems & Attribution

United Kingdom10.4k followers

Carabiner Group, a part of SBI Growth

ex-Microsoft

ex-Accelerite

I'm Kyle. Your GTM AI
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I get B2B SaaS revenue and ecosystem teams In that order - because AI is the last thing you fix, not the first. Everyone's bolting AI onto revenue orgs that are already → Messy data→ Undefined process→ Teams that can't agree what "qualified" means→ Then they're shocked when the AI just makes the mess faster, louder and more expensivePlugging AI into broken RevOps is like driving a Lamborghini with no Tremendous horsepower. Going I bolt the wheels on first. People, process, data. Then I work with CROs, COOs, and RevOps and partner leaders whose numbers look fine from a distance - then fall apart the second you follow the That mess is where I do my best work: AI readiness, partner attribution, and RevOps that actually The receipts:→ Rebuilt a 5,000-partner programme. Engagement 32% to 80%. → 20 years in partner ecosystems and RevOps, through three PRM migrations. → I run my own businesses on AI agents I built - the machine in production, not slides about it. → Built internal agents that kill common friction across the GTM cycle. → Written AI GTM reports for private equity firms and RevOps agencies. → Run AI 101 workshops that get teams off the hype and onto the groundwork. → Sought-after speaker on GTM AI, RevOps and partner I'm tech-agnostic on purpose. I don't sell software. I design the right stack, and the 6E Framework that makes it A few other true things:→ My fridge is 60% drinks→ I split my life between a British beach and New York→ I own a gym I'd recommend to nobody as a hobby→ I buy four times more books than I'll ever read→ My sisters call me Kale Clarkson - apparently I can't describe a broken CRM without sounding like a man reviewing a mid-range hatchback. I take it as a Follow along for straight talk on GTM AI, RevOps and partner Plain English, and the occasional uncomfortable Start here - I'm building the AI-readiness playbook in public - Click the link in my Bio! Or just DM Tell me what's quietly broken!

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GTM Index

ELEVATE FITNESSJOB
1. VP of RevOps
  3Y
ECOSYSTEM REVENUE DYNAMICSJOB
1. Chief Executive Officer
  1Y 9M
CARABINER GROUP, A PART OF SBI GROWTHJOB
1. RevOps & Ecosystems Consul…
  1Y 9M
MOUNTAIN BRANCH CONSULTINGJOB
1. GTM Strategy Advisor
  1Y 10M
IVANTIJOB
1. Senior Dir, Global Revenue…
  4Y 1M
INFORJOB
1. Senior Dir, Global Operati…
  3Y
ACCELERITEJOB
1. Presales Dir
  1Y 9M
MICROSOFTJOB
1. Senior Technical Program Mgr
  2Y 11M
2. BD Mgr
  1Y 11M
3. Customer Solutions Architect
  1Y 11M
SOUTH DOWNS NATIONAL PARK AUTHORITYJOB
1. Head of IT (interim)
  5M
PUREITJOB
1. Technical Project Mgr
  1Y 11M

Job: Elevate Fitness — VP of RevOps · 2023-08 – present — → Built and executed the business and sales strategy from the ground up, owning the full revenue operations lifecycle → Owner of the technology roadmap and member experience architecture → Designed and implemented the CRM, reporting, forecasting, and operational workflow stack to support scalable growth and retention → Applied the same RevOps discipline and systems thinking used in B2B SaaS ecosystem work to a direct-to-consumer fitness business
Job: Microsoft — Customer Solutions Architect · 2012 – 2013 — - Technical SME on O365 & Azure functionality, identity & infrastructure - Architected technical design for large customers around infrastructure - Transitioned 9.1 Million End Users from Live@Edu to Office 365 & Grew consumption share
Job: Microsoft — Business Development Manager · 2013 – 2014 — As a Business Development Manager Partner Lead, it was my responsibility to work with the Microsoft Partner Network and build relationships with key Partner Accounts to foster and develop different applications and services on the Microsoft Stack, working towards achieving the KPI targets for the UK Scorecard. These applications and services would then be piloted with selected accounts for trial and feedback. A few key achievements in this tenure include: - Managed top solution partners to develop business apps on Office 365 & Windows 8.1 - Achieved 21 applications across Windows and Office 365, over achieving score card - Worked with customer CIOs/CTOs to introduced PoCs of partner apps t…
Job: Ecosystem Revenue Dynamics — Chief Executive Officer · 2024-11 – present — AI only works in a revenue organisation once the foundations are in order - people, process, tech and data first, AI second. That is the thesis ERD is built on: I get B2B SaaS revenue and ecosystem teams AI-ready, then put AI to work where it compounds instead of collapsing. ERD is a boutique B2B SaaS consultancy specialising in AI-ready RevOps, partner ecosystem strategy, and channel programme design for companies in the $100M-$2B ARR range. → Get revenue and partner orgs AI-ready by fixing the grounding layer first - clean data, defined process, aligned teams, integrated stack - so AI has something solid to run on → Deploy AI and automation across partner and RevOps workflows once the…
Job: Accelerite — Presales Director · 2016 – 2017-10 — In 2016, I was the Pre-Sales Director & Management Consultant at Accelerite & Private Consulting, and I enabled EMEA and APAC region clients to achieve top- and bottom-line results by rendering exceptional OCM and project management services. I acted as a technical presales lead for endpoint, IoT, and data science technologies. I extensively traveled across EMEA; gave product demonstrations as well as sold solutions to customer accounts and channel partners. I contributed to the success of strategic goals by defining EMEA channel offering in coordination with global channel lead. A few key achievements in this tenure include: ~ Established long-term relationships with customers and partne…
Job: Ivanti — Senior Director, Global Revenue Operations · 2020-10 – 2024-11
Job: Infor — Senior Director, Global Operations · 2017-10 – 2020-10
Job: Carabiner Group, a part of SBI Growth — RevOps & Ecosystems Consultant Architect · 2024-11 – present — Specialist subcontractor architecting AI-ready RevOps and partner ecosystem builds on enterprise engagements. → Architect partner programme redesigns end to end - competitive benchmarking, stakeholder discovery, and target-state programme design → Build the data and RevOps foundations - clean attribution, standardised process, integrated stack - that make an ecosystem measurable and ready for AI and automation → Run AI GTM tooling workshops and field-study reports for enterprise clients, benchmarking where AI and automation actually deliver in the partner and RevOps motion → Stand up partner tiering, incentive structures, deal registration, and the reporting and workflows that make a pr…
Job: Microsoft — Senior Technical Program Manager · 2014 – 2016 — As a Senior Technical Program Manager at Microsoft in 2015, I headed 15+ partners in low-cost device program; enhanced Windows share in education as well as laid down the ground for digital transformations and modern workplace. I provided subject matter expertise related to Windows in education for customers and partners. I gathered data from customers related to future environment for process and technology, increasing impact of digital assets. I presented complex solutions and concepts to a diverse range of customers. I championed device programs in conjunction with numerous partners. I formulated and communicated progress reports to UK Director of Windows for commercial and consumer cust…
Job: Mountain Branch Consulting — GTM Strategy Advisor · 2024-10 – present — GTM strategy advisor on enterprise partner ecosystem engagements - the strategic thinking upstream of the build, foundations before tools. → Shape go-to-market and partner programme strategy - market and competitive analysis, opportunity sizing, and programme direction → Advise on where AI and automation earn their place in the partner motion, and on the data and process groundwork that has to come first → Run stakeholder discovery and translate it into clear GTM programme documentation and executive-ready recommendations → Align GTM strategy and partner tiering / incentive design across executive and channel leadership
Job: South Downs National Park Authority — Head of IT (interim) · 2014-08 – 2015-01 — I joined South Downs National Park Authority in 2014 as an Interim Head of IT, and I directed IT division to accomplish short- and long-term goals. I led a team of four employees, two tech support engineers, and two GIS officers for seamless working. I enforced end-to-end controls for availability, security, and high performance of VSI. I provided strategic direction to the company by devising holistic plans and strategies for next three years. I built and sustained strong relationships across divisions to establish requirements for future changes. A few key achievements in this tenure include: ~ Promoted IT across the business as well as strengthened relationships with suppliers. ~ Ensur…
Job: PureIT — Technical Project Manager · 2011 – 2012 — - Lead large scale Windows platform migrations, including high availability applications - Assisted clients in analysing and establishing requirements - Architected and delivered solutions within specified time and resource
School: Henley Business School — Master of Business Administration - MBA
School: Henley Business School — Master of Science (MSc), Business Information Management
School: The University of Reading — BSc, Applied Information Technology

Skills

GTMRevOpsIT AuditSales EnablementChannel Strategy DevelopmentEcosystem ManagementSaaS SalesRevenue ForecastingSales OperationsGo-to-Market StrategySoftware DevelopmentCloud ComputingRequirements AnalysisBusiness AnalysisITILNetwork SecurityArtificial Intelligence (AI)Project ManagementChange ManagementStrategic Planning

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Kyle E.

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