Mathieu Milot

B2B GTM Lead | Driving Growth and Retention with Data (AI and Core products)

Paris17.3k followers

Dropbox

ex-Oracle

ex-onepoint

At Dropbox, I work at the intersection of GTM strategy, analytics, and productized data, helping teams turn customer signals into scalable growth and retention outcomes.
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With 15+ years of experience across AI, SaaS, and B2B sales strategy, my focus is on building systems and operating models that improve targeting precision, accelerate revenue, and strengthen customer retention. A core part of my work has been designing and operationalizing go-to-market intelligence—from customer segmentation and book-cutting frameworks to propensity and risk models embedded directly into seller workflows. I’ve led the creation of seller-facing dashboards, planning tools, and alerting systems that shape territory design, sales plays, and execution at scale, enabling teams to prioritize the right accounts with confidence and act earlier on growth and churn signals. I partner closely with Sales, GTM Strategy, Product, Enablement, Marketing, and RevOps to ensure data is not just insightful, but actionable. This includes supporting GTM planning, launching new sales motions and persona-led plays, enabling outbound acceleration, and reinforcing renewal strategy with predictive signals. I’m particularly passionate about turning complex data environments into simple, durable tools that sellers and leaders can rely on day to day. Known for measurable business impact, cross-functional leadership, and a strong ownership mindset, I thrive in ambiguous environments where strategy, systems thinking, and customer insight come together to drive real outcomes.

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GTM Index

DROPBOXJOB
1. B2B Growth and GTM Lead -…
  5Y 3M
2. Strategic Program Lead - w…
  10M
3. Head of Retail vertical -…
  2Y 1M
ORACLEJOB
1. Retail Master Principal Sa…
  1Y 3M
2. Retail Principal Presales…
  3Y 3M
3. Retail Senior Presales Con…
  2Y 2M
4. Retail Senior Principal Bu…
  3Y 10M
ONEPOINTJOB
1. Retail Project Mgr
  3Y
CGIJOB
1. Analyst
  3Y

Job: Oracle — Retail Senior Presales Consultant (Retek) · 2011-09 – 2013-11
Job: Oracle — Retail Master Principal Sales Consultant · 2017-03 – 2018-06 — Lead presales consultant working with Tier 1 retailers across the EMEA region, working across multiple channels, leading international teams of retail consultants and various lines-of-business. This included acting as Retail Functional Architect across all retail processes: Planning and Optimisation, Supply Chain (planning and execution), Commerce, Store Operations/Point of Sale, Merchandising, Business Intelligence and Analytics, and Corporate Operations including HR and Financials.
Job: Dropbox — Head of Retail vertical - worldwide · 2018-06 – 2020-07 — I help retailers to focus on the things that really matter, using innovation to work more efficiently and build value, creating new opportunities. In practice, that means removing complexity from workflows and getting rid of bottlenecks in retail operations. It means delivering faster processes. It’s also about enabling a true focus on the customer. An important aspect of my job is listening to retailers, building strong relationships, understanding where they want to be, and making new connections. That means talking to industry partners and engaging with Dropbox teams around the world to ‘join the dots’. My goal is to better support the retail ecosystem in today’s omnichannel world: powe…
Job: Oracle — Retail Senior Principal Business Consultant (Retek) · 2007-10 – 2011-08 — Lead business consultant EMEA-wide involved in numerous large-scale international projects, some including the world’s largest and most successful retailers. Specialising in Merchandising, Planning and POS solutions. Working internationally for multiple retailers and different formats, including: Arnotts (department store, fashion) – Ireland BHV (department store) – France Carrefour (grocery, hypermarket) – France C1000 (franchise supermarkets) – Netherlands Detsky Mir (toys) - Russia Dunnes Stores (grocery, clothing) – Ireland Éram (fashion) – France Fnac (cultural, electronics) – France Galeries Lafayette (fashion) – France Konzum (grocery) – Croatia LMG India (fashion) – India Media Sa…
Job: Dropbox — B2B Growth and GTM Lead - worldwide · 2021-05 – present — I work at the intersection of go-to-market strategy, analytics, and data products, helping B2B organizations turn customer signals into scalable growth and retention outcomes. My focus is on building durable systems—models, frameworks, and decision tools—that improve how teams prioritize accounts, plan coverage, and execute sales motions. A core part of my role is designing and operationalizing data-driven GTM strategies, including customer segmentation, territory and account planning, and predictive models that surface growth and risk signals. This work helps sales and customer teams focus on the highest-impact opportunities, act earlier on churn and expansion signals, and operate with gr…
Job: onepoint — Retail Project Manager / Retail Business consultant · 2004-10 – 2007-10 — Technology and digital transformation projects for leading retail customers including Galeries Lafayette and Carrefour.
Job: Oracle — Retail Principal Presales Consultant · 2013-11 – 2017-02
Job: Dropbox — Strategic Program Lead - worldwide · 2020-07 – 2021-05 — Business solutions worldwide -My goal is to raise the bar in terms of excellence in execution by helping Dropbox sales teams implementing new sales motions and strategies. I am also involved in the strategy regarding targeting accounts at scale, creating marketing campaigns and sales intelligence. Strategic Program manager (6 months) -Led an experiment for 6 months in the SMB segment across EMEA with 10 inside sales with the goal to scale prospecting and reducing cost of acquisition. -Created the framework and strategy for prospecting at scale, shaped marketing campaigns and segmented book of business. -Coached Inside sales and gave them guidance for attacking their territories 2020 Dropb…
Job: CGI — Analyst · 2001-10 – 2004-10 — Project work in the public sector (IT, systems integration, business consulting) before moving into the retail space.
School: Université de Montréal - HEC Montréal — Bachelor of Business Administration (B.B.A.), IT

Skills

Consultative SellingTerritory PlanningTerritory GrowthTableau OnlineSales OperationsGo-to-Market StrategyPropensity ModellingBusiness Growth StrategiesData VisualizationDirect SalesOral CommunicationProcess RedesignConstructive FeedbackTacticsplgproduct led salesPLSStrategyProblem SolvingCommunication

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Mathieu Milot

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