Patrick O'Briant

Commercial Value-Creation Executive | CCO / Commercial GM / CBO / Head of GTM Scope | PE-Backed & Scaled AI/Cloud SaaS | Revenue Quality, Sales Efficiency, Margin & Marketplace Execution | ex-AWS/Microsoft

Seattle7.1k followers

ExecSynq LLC

ex-Amazon Web Services (AWS)

ex-Logic20/20, Inc.

Full-time commercial value-creation executive for PE-backed, late-stage, and larger AI/cloud SaaS platforms where growth is constrained less by product demand than by the operating system producing reliable enterprise revenue: ICP, proof-of-value, packaging, pipeline quality,…
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forecast truth, sales efficiency, pricing discipline, marketplace/private offers, adoption, time-to-value, margin leverage, and board-grade cadence.Best-fit roles: CCO, Commercial GM / BU Leader, CBO, Head of GTM. CRO only when broader than field sales and tied to pricing/packaging, enterprise adoption, partner-led growth, marketplace/private offers, and operating discipline.At AWS, Microsoft, Expedia, and earlier platforms, I built commercial and operating systems around complex technology - converting ambiguous capabilities into transactable offers, customer proof, adoption motions, field execution, partner leverage, and decision rights across Product, Sales, Marketing, CS, Alliances, Finance, and CEO/CFO teams.Proof:• Built commercialization system behind 29 AWS AI/ML and GPU launches: ICP, buyer narrative, proof-of-value, field readiness, partner leverage, marketplace paths, adoption loops, executive cadence; $500M+ revenue impact• Commercial owner of Amazon WW Consumer’s $1.9B AWS portfolio across 82 services/~39,000 accounts; drove 28% YoY growth, influenced 75% of new software pipelines to start on AWS, surfaced $99M credits with Finance• Built global revenue plays adopted by 14,400+ sellers across AMER, EMEA, APAC to improve launch adoption and field execution• Scaled Microsoft cloud portfolio $3.7M→$8.3M across 23 programs/~110 consultants; owned commercial lifecycle/P&L; 8.7 CSAT/repeat extensions; IAMCP GTM adopted by 2,900 partners• Operating leverage beyond GTM: Expedia uptime 97.6%→99.7%, release downtime 8h→9m (~$1.4M saved); Port 90-day turnaround across 160+ apps; Microsoft identity 450M+ users/>$2M COGS cutBest-fit company:• PE-backed, late-stage, scaled AI/cloud SaaS, and larger enterprise platforms, $50M+ ARR/equiv., moving from founder-led/ad hoc GTM to repeatable enterprise growth, AI monetization, platform integration, or GTM reset• Infra, data, security, automation, AI, cloud, marketplace-led software, and platforms commercializing proprietary data/workflows• Situations where execution affects EBITDA, revenue quality, margin, enterprise value, exit readinessOpen to full-time operating roles in US, UK, select markets. Remote, hybrid, relocation, travel workable.Contact: pobriant@gmail.com or DM

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Job: ExecSynq LLC — Commercial Executive | AI/Cloud/SaaS Commercial Operating Systems · 2024 – present — • Current commercial operating work with AI/cloud/SaaS leadership teams while pursuing a full-time CCO, Commercial GM / BU Leader, CBO, or Head of GTM role; focus on pipeline truth, forecast discipline, pricing/packaging, marketplace/private-offer paths, and executive operating cadence. • Installed commercial operating mechanisms across pipeline, forecast, deal inspection, decision rights, and offer velocity to improve accountability, repeatability, and leadership visibility. • Converted ambiguous AI/cloud offerings into transactable enterprise motions: buyer proof, packaging, success metrics, marketplace/private-offer path, implementation handoff, and deal governance. • Created operating a…
Job: Amazon Web Services (AWS) — Head of Worldwide GTM Strategy & Commercialization, New Services / AI/ML / GPU · 2019 – 2022 — • Built launch-to-revenue commercialization system for 29 AWS AI/ML and GPU/infrastructure launches, translating complex technical capabilities into ICP, buyer proof, field readiness, partner leverage, marketplace paths, adoption loops, and executive cadence; $500M+ revenue impact. • Converted customer and field signal into launch priorities, proof-of-value, packaging, roadmap input, and commercial execution plans across Product, Sales, Marketing, Alliances, and Finance. • Built global revenue plays adopted by 14,400+ sellers across AMER, EMEA, and APAC, improving field consistency, launch adoption, and revenue conversion. • Rebuilt customer-signal and product-feature request mechanism to e…
Job: Amazon Web Services (AWS) — Head of AWS Strategic Accounts & Commercial Growth (Amazon.com WW Consumer) · 2016 – 2019 — • Commercial owner of Amazon WW Consumer’s $1.9B AWS adoption portfolio across 82 services and 39,642 accounts; drove 28% YoY growth across 10 worldwide consumer divisions. • Chaired Amazon.com ↔ AWS executive operating reviews across both CEOs’ leadership teams and 88 VPs, aligning priorities, commitments, capacity, and adoption plans against growth targets. • Influenced workload placement and modernization strategy so 75% of new software pipelines started on AWS, improving platform leverage and speed-to-value. • Led Prime Day/Q4 readiness across 1.4M EC2 instances, 39,642 accounts, and 82 services, supporting 60% YoY peak growth with stronger readiness, escalation, and operating disciplin…
Job: Logic20/20, Inc. — Business Unit Leader, Cloud GTM & Commercial Growth, Microsoft Portfolio · 2012 – 2016 — • P&L owner for Microsoft cloud portfolio, scaling revenue $3.7M→$8.3M across 23 programs; owned BD, new work sold, SOWs/contracts, account management, delivery QA, extensions, and closure across up to 47 concurrent consultants and a broader ~110-consultant portfolio. • Moved delivery programs to trusted-partner status with 8.7/10 average CSAT and repeat sales/extensions across 23 programs. • Built Azure Offers GTM playbooks and partner-facing sales materials; simplified complex cloud offers and helped cloud sales targets reach plan within six months. • Led sales BI program delivering weekly revenue, forecast, and deal-closure insights to the Microsoft Consulting COO; analyzed stalled deals…
Job: Revel Consulting — Senior Manager, Global Market Entry & Commercial Readiness · 2011 – 2012 — • Built Microsoft Retail’s international market-entry roadmap across demo apps, CRM, POS, online retail, and operating processes; enabled scalable, compliant expansion independent of product cadence. • Defined FY13 Sales & Marketing IT strategy and $130M+ investment plan for Microsoft Central Marketing Group and Microsoft.com. • Established PMO and operating-readiness practices to improve prioritization, delivery governance, and executive visibility.
Job: Expedia Group — Head of Global Release & Engineering Operations | Hotels.com & Expedia.com · 2008 – 2010 — • Led release and engineering operations for Hotels.com, a >$1B bookings platform; raised global uptime 97.6%→99.7% and cut major release downtime 8h→9m, protecting ~$1.4M in bookings during one major release window. • Consolidated North American platform into a single global architecture representing ~66% of global booking volume with no customer or revenue impact. • Directed SOA/e-commerce release operations across 45+ applications; delivered 37/38 successful SOA releases in <6 months. • Led 100+ engineering, QA, PM, and business stakeholders across Seattle, London, Budapest, and Hong Kong.
Job: Port of Seattle — Senior Manager, Strategy & Systems Delivery · 2004 – 2008 — • Led 90-day enterprise systems turnaround across 160+ applications, 100+ data sources, and 80 FTE + 45 contractors for a $1B public-sector enterprise; rebuilt operating cadence, accountability, and service reliability. • Directed reorg across architecture, product management, program delivery, development, QA, and production with no production impact during transition. • Held full public-sector budget authority for >$15M systems CapEx/OpEx and enterprise TCO; owned capital improvement planning, compensation/staffing forecasts, cost controls, and service-reliability investment priorities.
Job: Microsoft — Lead Service Manager | Microsoft Account / Passport Identity Platform · 2001 – 2004 — • Ran global identity/authentication platform at >99.5% availability for 450M+ users and ~1B logins/day; migrated 200M Hotmail users in <90 days with no customer impact. • Managed $26M CapEx/OpEx and reduced COGS by >$2M through automation, controls, monitoring, capacity planning, and operational discipline. • Defined Passport 3.0 requirements across automation, monitoring, performance, security, capacity, and exception handling.
Job: Yesmail — Vice President & CIO, Information Technology · 2000 – 2001 — • VP & CIO for revenue-critical digital marketing platform; scaled outbound capacity 750K→12M messages/day and built team to 43 FTE. • Managed >$10M budgets for product development, engineering, and production operations supporting 100% revenue recognition. • Built response-modeling system to predict conversion likelihood by recipient segment, linking platform scale to commercial targeting and customer value.
School: Northwestern University — Bachelor of Arts (BA), Political Science, International Studies

Skills

Commercial ManagementGeneral ManagementP&L ManagementGo-to-Market StrategyExecutive LeadershipRevenue OperationsSales ForecastingSales Pipeline ManagementPricing StrategyStrategic AccountsEnterprise Software SalesBudget ManagementFinancial ManagementOperating BudgetsCapital BudgetingEnterprise SoftwareRevenue & Profit GrowthTotal Cost of OwnershipSaaSArtificial Intelligence (AI)

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Patrick O'Briant

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