Prathiba David Sullivan
GTM & CS Function Builder · AI-Native B2B · FinTech, Legal & Regulated Markets · Seed → Series F · Stanford GSB Sloan
ex-JumpCloudI build the commercial infrastructure that lets early-stage AI companies go from founder-led sales to scalable, repeatable
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That means taking ownership of Customer Success, GTM strategy, and implementation from scratch — defining ICP, building CS playbooks and health scoring, running enterprise sales cycles, and wiring the operational systems that let founders step back from day-to-day customer What sets me apart: I bring deep regulated-industry credibility into AI-native environments. My career spans technology risk at Credit Suisse and Morgan Stanley, digital transformation consulting at EY for global banks and insurers, enterprise security at Dropbox, and GTM/CS leadership at multiple AI and SaaS VC-backed companies. I speak the language of compliance, procurement, and legal risk — which is exactly what enterprise buyers in fintech, legal tech, and regulated sectors need to hear before they A few proof points:→ 140% net revenue retention at JumpCloud ($100M+ ARR) through through targeted GTM motion → 40% reduction in deployment time at Skyhive while sustaining 95%+ customer health scores and <6% annual churn — 22% NRR increase→ Built EY's Digital Insurer practice from zero to $10M+ in revenue: first clients, delivery infrastructure, and market positioning→ Built the full commercial stack 0→1 at Fiùtur (Seed-stage climate fintech): ICP, CRM, pipeline, CS playbooks, investor storytellingTechnical foundation: former software engineer, fluent in Python, SQL, and modern AI/ML tooling. I work comfortably with engineering and ML teams — which means faster implementation, better product feedback loops, and credibility with technical Stanford GSB Sloan Fellow Currently advising Evren (AI agentic security) on GTM strategy and ICP definition, and helping businesses with AI transformation projects.
GTM Index
- MULTIPLE COMPANIESJOB
- AI Transformation Advisor8M
AI Transformation Advisor
Multiple Companies
Helping enterprises and AI startups bridge the gap between AI products and real enterprise adoption Evren · AI Agentic Security Vizulingo · AI Skills Transformation
- FIÙTURJOB
- COO2Y 1M
COO | Head of GTM, Customer Success & Implementation
Fiùtur
Built the complete commercial engine from zero: ICP definition, market segmentation, pipeline architecture, HubSpot/CRM deployment, health scoring models, and QBR cadences. Promoted to COO — directed Marketing, Customer Success, Implementation, and Delivery. Led product launches integrating drone, satellite, and sensor data pipelines, reducing incident tickets 20% through tighter cross-functional process. Owned investor and customer storytelling through funding process.
- JUMPCLOUDJOB
- Head of GTM Strategy & Cus…9M
Head of GTM Strategy & Customer Operations
JumpCloud
Owned all GTM operations for new product launches across a $100M+ ARR identity and device management platform. Built the land-and-expand motion that delivered 140% net revenue retention, including usage-based health scoring and proactive expansion programs. Designed end-to-end commercialization workflows — positioning through field enablement — for international rollout. Managed M&A integration (Myki acquisition) across product, people, and trust & safety.
- SKYHIVE BY CORNERSTONEJOB
- COO1Y 1M
COO | GTM, CS & Operations (Acquired by Cornerstone)
SkyHive by Cornerstone
Built GTM and CS functions from Series A through acquisition — driving 3x revenue growth and enabling Cornerstone's Skills product, now used by 7,000+ organizations. Cut deployment time 40% while sustaining 95%+ customer health scores and <6% annual churn. Built CS analytics infrastructure — churn prediction models, expansion dashboards, incentive-based compensation plans — delivering a 22% increase in net revenue retention. Defined category narrative and differentiated positioning for Fortune 500 clients, regulators, and institutional partners including Accenture and Adecco.
- SCALE VENTURE PARTNERSJOB
- Investment Advisor (Expert…6M
Investment Advisor (Expert advisory)
Scale Venture Partners
Created investment thesis on cloud security, API security and Zero Trust architectures. Identified high potential security startups, assessed product-market fit through conversations with CEO's and customers, made investment recommendations.
- DROPBOXJOB
- Global Program Lead, Cloud…1Y
Global Program Lead, Cloud Security & Enterprise Compliance
Dropbox
Partnered with Product and BizOps on GTM and compliance go-live strategy for enterprise security offerings serving 500M+ users. Led commercial readiness for FedRAMP and GDPR-regulated segments. Owned end-to-end customer workflow design for GDPR 'right to be forgotten' rollout across product, engineering, legal, and global customer communications. Left to Pursue Graduate studies at Stanford University.
- EYJOB
- Senior Mgr, Technology Con…4Y 8M
Senior Manager, Technology Consulting
EY
Built EY's Digital Insurer practice from the ground up, growing it to $10M+ in revenue — from first client acquisition through delivery infrastructure and market positioning. Led digital transformation engagements at global banks, insurers, and pharma companies, translating complex regulatory requirements into enterprise-wide programs. Drove 18% practice growth through BD, RFP wins, and delivery leadership on $50M+ client engagements.
- SELF EMPLOYEDJOB
- Sabbatical2Y
Sabbatical
Self Employed
Maternity break. Founded Women's education programs to help adult women in less fortunate economic conditions secure financial freedom.
- Sabbatical2Y
Sabbatical
Self Employed
Maternity break. Founded Women's education programs to help adult women in less fortunate economic conditions secure financial freedom.
- Sabbatical2Y
Sabbatical
Self Employed
Maternity break. Founded Women's education programs to help adult women in less fortunate economic conditions secure financial freedom.
- MORGAN STANLEYJOB
- VP, London10M
Vice President, London
Morgan Stanley
Technology Risk Department. Built security products by engineering quantitative risk models for assets including end user computing applications. Developed content and trained users.
- CREDIT SUISSEJOB
- IT Risk Analyst (Informati…4Y 6M
IT Risk Analyst (Information Security), CISSP, New York & London
Credit Suisse
Handled all aspects of security for the Fixed Income Department with half a billion dollars in revenues. Certification: Certified Information System Security Professional (CISSP)
- Job: Multiple Companies — AI Transformation Advisor · 2025-12 – present — Helping enterprises and AI startups bridge the gap between AI products and real enterprise adoption Evren · AI Agentic Security Vizulingo · AI Skills Transformation
- Job: Fiùtur — COO | Head of GTM, Customer Success & Implementation · 2023-10 – 2025-11 — Built the complete commercial engine from zero: ICP definition, market segmentation, pipeline architecture, HubSpot/CRM deployment, health scoring models, and QBR cadences. Promoted to COO — directed Marketing, Customer Success, Implementation, and Delivery. Led product launches integrating drone, satellite, and sensor data pipelines, reducing incident tickets 20% through tighter cross-functional process. Owned investor and customer storytelling through funding process.
- Job: JumpCloud — Head of GTM Strategy & Customer Operations · 2021-12 – 2022-09 — Owned all GTM operations for new product launches across a $100M+ ARR identity and device management platform. Built the land-and-expand motion that delivered 140% net revenue retention, including usage-based health scoring and proactive expansion programs. Designed end-to-end commercialization workflows — positioning through field enablement — for international rollout. Managed M&A integration (Myki acquisition) across product, people, and trust & safety.
- Job: SkyHive by Cornerstone — COO | GTM, CS & Operations (Acquired by Cornerstone) · 2020-10 – 2021-11 — Built GTM and CS functions from Series A through acquisition — driving 3x revenue growth and enabling Cornerstone's Skills product, now used by 7,000+ organizations. Cut deployment time 40% while sustaining 95%+ customer health scores and <6% annual churn. Built CS analytics infrastructure — churn prediction models, expansion dashboards, incentive-based compensation plans — delivering a 22% increase in net revenue retention. Defined category narrative and differentiated positioning for Fortune 500 clients, regulators, and institutional partners including Accenture and Adecco.
- Job: Scale Venture Partners — Investment Advisor (Expert advisory) · 2020-04 – 2020-10 — Created investment thesis on cloud security, API security and Zero Trust architectures. Identified high potential security startups, assessed product-market fit through conversations with CEO's and customers, made investment recommendations.
- Job: Dropbox — Global Program Lead, Cloud Security & Enterprise Compliance · 2018-10 – 2019-10 — Partnered with Product and BizOps on GTM and compliance go-live strategy for enterprise security offerings serving 500M+ users. Led commercial readiness for FedRAMP and GDPR-regulated segments. Owned end-to-end customer workflow design for GDPR 'right to be forgotten' rollout across product, engineering, legal, and global customer communications. Left to Pursue Graduate studies at Stanford University.
- Job: EY — Senior Manager, Technology Consulting · 2014-01 – 2018-09 — Built EY's Digital Insurer practice from the ground up, growing it to $10M+ in revenue — from first client acquisition through delivery infrastructure and market positioning. Led digital transformation engagements at global banks, insurers, and pharma companies, translating complex regulatory requirements into enterprise-wide programs. Drove 18% practice growth through BD, RFP wins, and delivery leadership on $50M+ client engagements.
- Job: Self Employed — Sabbatical · 2012-06 – 2014-06 — Maternity break. Founded Women's education programs to help adult women in less fortunate economic conditions secure financial freedom.
- Job: Self Employed — Sabbatical · 2012-06 – 2014-06 — Maternity break. Founded Women's education programs to help adult women in less fortunate economic conditions secure financial freedom.
- Job: Self Employed — Sabbatical · 2012-06 – 2014-06 — Maternity break. Founded Women's education programs to help adult women in less fortunate economic conditions secure financial freedom.
- Job: Morgan Stanley — Vice President, London · 2011-07 – 2012-05 — Technology Risk Department. Built security products by engineering quantitative risk models for assets including end user computing applications. Developed content and trained users.
- Job: Credit Suisse — IT Risk Analyst (Information Security), CISSP, New York & London · 2007-01 – 2011-07 — Handled all aspects of security for the Fixed Income Department with half a billion dollars in revenues. Certification: Certified Information System Security Professional (CISSP)
- School: Stanford University — Master of Science in Management, Business Administration and Management, General
- School: University of Florida — Masters, Computer Engineering
Skills
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