Matthew Sopiars
GTM Lead at FaceSign | Founder, Olive Tree Ventures — Sales Clover, Fraud Shift, RobotHawk
ex-TeleSignProven operating executive with 16 years scaling B2B SaaS and tech-enabled services. Full P&L ownership across multi-business-unit, multinational organizations (400 FTEs in 17 countries) with a focus on cost-efficient growth, unit economics, and EBITDA expansion.
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Built repeatable GTM engines and nearshore delivery to drive triple-digit growth and enterprise wins. Scaled companies from zero to nine-figure ARR and led integrations, restructurings, and leadership hiring to professionalize operations.
GTM Index
- SALES CLOVERJOB
- Chief Executive Officer2Y 5M
Chief Executive Officer
Sales Clover
- Founder and GTM Strategy C…8Y 8M
Founder and GTM Strategy Consultant
Sales Clover
Built firm to ~4M ARR and 100+ employees across two countries; achieved strategic acquisition by Optic Power. Drove global BD for Sift, contributing to growth from ~20M to ~150M ARR over four years via scalable outbound, RevOps, and market expansion. Established EU operations and GTM for Reflektive and Usermind; accelerated geography/vertical entry. Added data-driven market research and sales analytics (TAM, database hygiene) to reduce CAC and improve payback.
- FACESIGNJOB
- GTM Lead1M
GTM Lead
FaceSign
- OPTIC POWERJOB
- Group Chief Executive Offi…4Y 2M
Group Chief Executive Officer
Optic Power
Promoted from Chief Revenue Officer to CEO to run multi-business-unit tech-enabled services group (Code Power, Sales Clover, Process Power). Consolidated P&L (~400 FTEs, 17 countries). Integrated Sales Clover post-acquisition and reorganized into BU lines; recruited executive leaders and appointed GM ownership for each BU; instituted group operating cadence. Pivoted GTM into eSports/interactive; triple-digit CAGR and 128% / 300% / 333% of plan in Years 1–3 with disciplined capital allocation. Built global SDR + inbound engines; won two $1M+ ARR customers in one year; achieved 3.5:1 LTV:CAC and profitable cohort economics. Scaled delivery via LATAM hub from 0→200+ engineers in <12 months…
- TELESIGNJOB
- Senior Dir, International…2Y 11M
Senior Director, International GTM
TeleSign
Managed a team of 30 across sales, BDR, partnerships, solution engineering, and account management in 8 countries across Asia and Europe. Turned China into TeleSign's largest revenue country ($50m+ARR) by partnering Mandarin speaking BD team in Serbia with Beijing SE team. My team drove key enterprise logo wins with Tencent, Alibaba, TikTok, Viber, Waze (Google), Barclays, Viber, Admiralty Group, Wix, NTT.
- Dir of Global BD2Y 4M
Director of Global Business Development
TeleSign
Tasked with integrating systems and teams from a foreign telco acquisition into TeleSign's go-to-market team's strategy. Scaled global BD team to 70 people, who generated 90% of the international sales pipeline, driving APAC and EMEA growth 2x YOY for 3 years. Created a revenue operations team to manage data entry work of 40 analysts. Owned board-level TAM penetration and sales capacity reports.
- Senior Account Executive4Y 10M
Senior Account Executive | RevOps | Sales Enablement
TeleSign
1st sales hire/4th employee who played a pivotal role as resident problem solver and helped TeleSign grow from 4 employees to 400, culminating in a $200m+ acquisition. Successfully navigated a complicated 11-month procurement process to land a $10 million annual contract, which billed over $50m in LTV. Achieved 500% of annual sales target - won enterprise deals with Linkedin, Blizzard Entertainment, UPS, and Quest. 5x President's Club.
- Job: TeleSign — Senior Director, International GTM · 2015-01 – 2017-12 — Managed a team of 30 across sales, BDR, partnerships, solution engineering, and account management in 8 countries across Asia and Europe. Turned China into TeleSign's largest revenue country ($50m+ARR) by partnering Mandarin speaking BD team in Serbia with Beijing SE team. My team drove key enterprise logo wins with Tencent, Alibaba, TikTok, Viber, Waze (Google), Barclays, Viber, Admiralty Group, Wix, NTT.
- Job: Optic Power — Group Chief Executive Officer · 2020-01 – 2024-03 — Promoted from Chief Revenue Officer to CEO to run multi-business-unit tech-enabled services group (Code Power, Sales Clover, Process Power). Consolidated P&L (~400 FTEs, 17 countries). Integrated Sales Clover post-acquisition and reorganized into BU lines; recruited executive leaders and appointed GM ownership for each BU; instituted group operating cadence. Pivoted GTM into eSports/interactive; triple-digit CAGR and 128% / 300% / 333% of plan in Years 1–3 with disciplined capital allocation. Built global SDR + inbound engines; won two $1M+ ARR customers in one year; achieved 3.5:1 LTV:CAC and profitable cohort economics. Scaled delivery via LATAM hub from 0→200+ engineers in <12 months…
- Job: Sales Clover — Founder and GTM Strategy Consultant · 2017-12 – present — Built firm to ~4M ARR and 100+ employees across two countries; achieved strategic acquisition by Optic Power. Drove global BD for Sift, contributing to growth from ~20M to ~150M ARR over four years via scalable outbound, RevOps, and market expansion. Established EU operations and GTM for Reflektive and Usermind; accelerated geography/vertical entry. Added data-driven market research and sales analytics (TAM, database hygiene) to reduce CAC and improve payback.
- Job: FaceSign — GTM Lead · 2026-07 – present
- Job: TeleSign — Director of Global Business Development · 2012-09 – 2015-01 — Tasked with integrating systems and teams from a foreign telco acquisition into TeleSign's go-to-market team's strategy. Scaled global BD team to 70 people, who generated 90% of the international sales pipeline, driving APAC and EMEA growth 2x YOY for 3 years. Created a revenue operations team to manage data entry work of 40 analysts. Owned board-level TAM penetration and sales capacity reports.
- Job: Sales Clover — Chief Executive Officer · 2024-03 – 2026-08
- Job: TeleSign — Senior Account Executive | RevOps | Sales Enablement · 2009-11 – 2014-09 — 1st sales hire/4th employee who played a pivotal role as resident problem solver and helped TeleSign grow from 4 employees to 400, culminating in a $200m+ acquisition. Successfully navigated a complicated 11-month procurement process to land a $10 million annual contract, which billed over $50m in LTV. Achieved 500% of annual sales target - won enterprise deals with Linkedin, Blizzard Entertainment, UPS, and Quest. 5x President's Club.
- School: Illinois College — Bachelor of Business Administration - BBA, Business Administration and Management, General
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