Marc Medrano
Fractional GTM Builder for Enterprise SaaS Startups | 7x exits, 2 IPOs, 25 yrs scaling startups
ex-RipplingI help Founders and Sales Leaders develop sustainable pipeline, resolve sales execution problems, and increase client retention and expansion.
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I am a Fractional VP of Sales with 25 years of experience driving success in sales, business development, account management, and customer success, particularly in early to mid-stage startups. Proficient in product-market fit, go-to-market strategy, organizational design, sales processes, and cross-functional alignment. My career highlights include contributing to seven acquisitions, two IPOs, and leading a revenue-focused team with an eight-figure quota. I am passionate about helping early-stage software companies build and scale their sales function—whether it’s getting to their first repeatable sales motion, closing more enterprise deals, or setting up the right sales process to hit their next growth milestone. For startups that aren’t ready for a full-time VP of Sales but need senior-level expertise, I step in as a fractional VP of Sales to accelerate revenue and build a foundation for long-term success.
GTM Index
- FRACTIONAL GTM PARTNERSJOB
- Fractional VP of Sales1Y 9M
Fractional VP of Sales
Fractional GTM Partners
I work with early-stage B2B software companies to build and scale their sales function. That typically means helping founders reach their first repeatable sales motion, close more enterprise deals, and put the sales process and operating cadence in place to hit the next growth milestone. For startups that are not ready to hire a full-time VP of Sales but need senior-level experience, I step in as a fractional VP of Sales to help accelerate revenue and build the foundation for a scalable sales organization. My work usually focuses on: • Defining the ICP and enterprise segments where the company can win meaningful ACV • Designing the enterprise sales motion including qualification, deal st…
- ALCHEMIST ACCELERATORJOB
- GTM Mentor and Advisor1Y 2M
GTM Mentor and Advisor
Alchemist Accelerator
As a Mentor at Alchemist Accelerator, I guide early-stage startup founders through critical go-to-market, sales, and business development strategies. I help founders avoid common pitfalls, accelerate revenue, and scale their sales infrastructure. My mentorship focuses on actionable playbooks, customized growth plans, and real-world sales tactics suited for early stage ventures. Passionate about giving back, I empower the next generation of entrepreneurs to achieve sustainable growth and lasting impact.
- RIPPLINGJOB
- Enterprise GTM Leader1Y 2M
Enterprise GTM Leader
Rippling
- WORKHUMANJOB
- VP, Sales West Region3Y 11M
Vice President, Sales West Region
Workhuman
Discover a better way to Workhuman. Helped grow the business to $200M. My Team produced $18M in Y1 and $28M in Y2. Focused on Large Enterprise accounts with a $1.2M average deal size.
- KENSHOOJOB
- Regional VP, West3Y 11M
Regional Vice President, West
Kenshoo
Kenshoo merged with Signal Analytics, rebranded as Skai and pivoted to the analytics market. Helped grow the business from $75M to $100M. Carried a $30M annual target comprised of new logo acquisition, customer upsell and retention.
- SPARKCENTRALJOB
- VP, Enterprise Sales & Acc…2Y 11M
Vice President, Enterprise Sales & Account Management
Sparkcentral
Sparkcentral was acquired by Hootsuite. Built a sales organization from the ground up including pipeline development, sales and account management. Scaled revenue from $2M to $4M to $8M.
- SPREDFAST (ACQUIRED BY KHOROS)JOB
- Regional VP, Sales4Y 11M
Regional Vice President, Sales
Spredfast (Acquired by Khoros)
Spredfast was acquired by Vista Equity Partners and merged with Lithium to form Khorus. Built a partnership program then led a team of Sales Directors focused on new business acquisition covering various regions across North America. Scaled revenue from $4M to $10M to $18M to $40M
- DEMAND MEDIAJOB
- Dir of Sales & BD3Y 11M
Director of Sales & Business Development
Demand Media
Pluck was acquired by Demand Media in 2008, Demand Media IPO'ed in 2010. Responsible for sales, partnerships and client success for Pluck's white label social platform and Demand Media's content solutions.
- QUICKARROWJOB
- Account Management1Y 11M
Account Management
QuickArrow
QuickArrow was acquired by NetSuite. Focused on Enterprise accounts. Account Management and Upselling.
- 360COMMERCEJOB
- Principal Project Mgr2Y 11M
Principal Project Manager
360Commerce
360Commerce was acquired by Oracle in 2005. 360Commerce was a multi-tiered Retail platform with Point of Sale, Back Office and Corporate level sales management. I focused on Account Management for multi-million dollar accounts and managed a team of up to 30 resources.
- Job: Fractional GTM Partners — Fractional VP of Sales · 2025-01 – present · 1y 7mo — I work with early-stage B2B software companies to build and scale their sales function. That typically means helping founders reach their first repeatable sales motion, close more enterprise deals, and put the sales process and operating cadence in place to hit the next growth milestone. For startups that are not ready to hire a full-time VP of Sales but need senior-level experience, I step in as a fractional VP of Sales to help accelerate revenue and build the foundation for a scalable sales organization. My work usually focuses on: • Defining the ICP and enterprise segments where the company can win meaningful ACV • Designing the enterprise sales motion including qualification, deal st…
- Job: Alchemist Accelerator — GTM Mentor and Advisor · 2025-08 – present · 1y — As a Mentor at Alchemist Accelerator, I guide early-stage startup founders through critical go-to-market, sales, and business development strategies. I help founders avoid common pitfalls, accelerate revenue, and scale their sales infrastructure. My mentorship focuses on actionable playbooks, customized growth plans, and real-world sales tactics suited for early stage ventures. Passionate about giving back, I empower the next generation of entrepreneurs to achieve sustainable growth and lasting impact.
- Job: Rippling — Enterprise GTM Leader · 2024-01 – 2025-03 · 1y 2mo
- Job: Workhuman — Vice President, Sales West Region · 2020 – 2023 · 3y — Discover a better way to Workhuman. Helped grow the business to $200M. My Team produced $18M in Y1 and $28M in Y2. Focused on Large Enterprise accounts with a $1.2M average deal size.
- Job: Kenshoo — Regional Vice President, West · 2017 – 2020 · 3y — Kenshoo merged with Signal Analytics, rebranded as Skai and pivoted to the analytics market. Helped grow the business from $75M to $100M. Carried a $30M annual target comprised of new logo acquisition, customer upsell and retention.
- Job: Sparkcentral — Vice President, Enterprise Sales & Account Management · 2015 – 2017 · 2y — Sparkcentral was acquired by Hootsuite. Built a sales organization from the ground up including pipeline development, sales and account management. Scaled revenue from $2M to $4M to $8M.
- Job: Spredfast (Acquired by Khoros) — Regional Vice President, Sales · 2011 – 2015 · 4y — Spredfast was acquired by Vista Equity Partners and merged with Lithium to form Khorus. Built a partnership program then led a team of Sales Directors focused on new business acquisition covering various regions across North America. Scaled revenue from $4M to $10M to $18M to $40M
- Job: Demand Media — Director of Sales & Business Development · 2007 – 2010 · 3y — Pluck was acquired by Demand Media in 2008, Demand Media IPO'ed in 2010. Responsible for sales, partnerships and client success for Pluck's white label social platform and Demand Media's content solutions.
- Job: QuickArrow — Account Management · 2006 – 2007 · 1y — QuickArrow was acquired by NetSuite. Focused on Enterprise accounts. Account Management and Upselling.
- Job: 360Commerce — Principal Project Manager · 2004 – 2006 · 2y — 360Commerce was acquired by Oracle in 2005. 360Commerce was a multi-tiered Retail platform with Point of Sale, Back Office and Corporate level sales management. I focused on Account Management for multi-million dollar accounts and managed a team of up to 30 resources.
- School: Ranger College
Skills
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