Tom Andrews

Scale Up Advisor | Founder & Principal, TA Advisory | ex Pavilion, Hivebrite, Builder

London3.1k followers

Airspeed

ex-Pavilion

ex-SOL | Sales Ops Leaders

After a decade of scaling centralised revenue engines globally for high-growth B2B organisations - most recently leading global GTM & revenue operations at Hivebrite and serving as Fractional CTO at Pavilion - I founded TA Advisory to partner with start ups & scale ups…
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and focus on:1) AI & Operational Transformation: Moving past the noise to embed genuine machine learning and automated workflows into your actual business infrastructure.2) Revenue Operations & Tech Re-Architecture: Designing ground-up CRM migrations, enterprise stack optimisations, and automated payment frameworks that establish deep data integrity.3) GTM Strategy Alignment: Synchronising pre-sales technical architecture, customer success workflows, and sales processes to dramatically shorten sales cycles and protect lifetime value.Whether you need a focal-topic architecture workshop to solve a high-stakes pipeline crisis, or a structured fractional retainer to modernize your revenue infrastructure, I build the frameworks that scale.

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GTM Index

AIRSPEEDJOB
1. Executive Adviser - GTM St…
  1M
HIVEBRITEJOB
1. Executive Adviser - GTM Op…
  1M
2. VP of GTM & Revenue Operat…
  11M
PAVILIONJOB
1. Fractional CTO
  9M
2. VP of Technology & Operati…
  8M
3. Senior Dir of Systems & In…
  1Y 4M
4. Dir of Systems & Insights
  11M
SOL | SALES OPS LEADERSJOB
1. Community Leader
  3Y 8M
PERMUTIVEJOB
1. Head of Rev Ops
  3M
2. Rev Ops Lead
  6M
BUILDER.AIJOB
1. Global Sales Strategy & Op…
  7M
PASSFORTJOB
1. Revenue Operations Mgr
  1Y 3M
SIGNAL AIJOB
1. Sales Operations Mgr
  6M
RACONTEURJOB
1. Operations Mgr
  1Y 6M
STACK OVERFLOWJOB
1. Sales Operations Analyst
  6M

Job: Airspeed — Executive Adviser - GTM Strategy & Operations · 2026-07 – present
Job: Hivebrite — Executive Adviser - GTM Operations & Revenue Analytics · 2026-07 – present
Job: Hivebrite — VP of GTM & Revenue Operations · 2025-09 – 2026-08 — I was brought in to dismantle departmental silos and architect a unified, high-performing global revenue engine. My focus was bridging the gap between complex enterprise infrastructure and executive-level commercial outcomes. - Organisational Architecture: I re-architected and centralised historically disparate operations teams across Customer Success, Sales, and Revenue into a unified Global GTM function, completely eliminating data silos and streamlining the end-to-end technology lifecycle. - Data-Driven Infrastructure: I directed the scaling of our global revenue technology infrastructure and data analysis layers, ensuring maximum system reliability, forecast accuracy, and a culture of…
Job: Pavilion — Fractional CTO · 2025-09 – 2026-06 — I stepped into this role to provide high-level architectural oversight and technical steering, ensuring digital infrastructure scaling cleanly aligned with long-term expansion goals. - Enterprise Technology Strategy: Provided high-level steering to align the organisation's technical ecosystem with executive-level commercial objectives. - Data Governance & Expansion: Served as a strategic advisor on infrastructure scaling, technical risk mitigation, and data governance frameworks
Job: Pavilion — VP of Technology & Operations · 2025-01 – 2025-09 — Managed global enterprise-grade infrastructure and led a high-performing operations team focused on driving technical efficacy across all business functions. - Strategic Roadmap Development: Orchestrated the core technology roadmap, directly mapping technical initiatives to commercial revenue growth. - Operational Efficiency: Optimised and automated core operational workflows, achieving a measurable increase in cross-functional productivity and a significant reduction in operational costs. - Infrastructure Scaling: Directed global technology infrastructure management to guarantee high system reliability for an expanding international user base. - Technology Innovation: Spearheaded the impl…
Job: Pavilion — Senior Director of Systems & Insights · 2023-09 – 2025-01 — Appointed to the Executive team to inject data-driven leadership into company-wide decision-making. - Digital Product Architecture: Scoped, designed, and implemented Pavilion's first fully functional Member Hub, delivering the complex third-party system integration ahead of schedule and under budget. - Enterprise Stack Optimisation: Architected and optimised our entire tech stack to create highly efficient internal workflows, radically accelerating time-to-value for the member base.
Job: Pavilion — Director of Systems & Insights · 2022-10 – 2023-09 — Brought in to overhaul legacy tech debt and construct a robust, scalable data foundation. - Large-Scale CRM Migration: Led the enterprise-wide migration from HubSpot to Salesforce CRM, completely rebuilding our internal business infrastructure from the ground up. - Ecosystem Interoperability: Re-engineered our internal revenue technology and integrated complex billing and payment systems with customer-facing platforms to create a seamless, fully automated onboarding experience.
Job: SOL | Sales Ops Leaders — Community Leader · 2020-04 – 2023-12 — I led and facilitated a high-impact network of 300+ Sales Operations and Revenue Operations leaders, creating a collaborative space focused on cutting through tech hype to solve real-world execution challenges. - Knowledge Architecture & Data Governance: I curated and disseminated operational blueprints across the community, establishing standardised frameworks for data governance, KPI analysis, and core metric definitions. - Commercial Infrastructure Leadership: I engineered a peer-to-peer knowledge exchange that positioned technical architecture and system operations as the primary drivers of commercial scale, raising the operational baseline for over 300 member organisations.
Job: Permutive — Head of Rev Ops · 2022-05 – 2022-08 — I stepped into this leadership role to act as a core strategic advisor to the executive team during a critical, high-stakes operational window. - Change Leadership: I directed a multidisciplinary team through a high-stakes business transition, maintaining absolute execution continuity across technology, operations, and process excellence. - Executive Business Partnering: I acted as a strategic advisor to the leadership team, architecting data-driven initiatives to scale cross-functional growth and ensure long-term operational stability. - Operational Excellence: I institutionalised rigorous process standards across the commercial engine to bridge the historical gap between underlying techn…
Job: Permutive — Rev Ops Lead · 2021-11 – 2022-05 — I was brought in to completely re-engineer the company's revenue technology infrastructure and transition the operations function into a proactive commercial driver. - Infrastructure Re-Architecture: I designed and executed a ground-up rebuild of our entire revenue technology infrastructure, successfully eliminating legacy technical debt to support accelerated global growth. - Digital Ecosystem Mapping: I mapped and reintegrated our full technology stack to establish seamless, automated data flows and robust system interoperability. - Strategic Function Positioning: I successfully repositioned the Operations function from a tactical support unit into a primary strategic pillar, providing t…
Job: Builder.ai — Global Sales Strategy & Operations Lead · 2021-04 – 2021-11 — I engineered the revenue strategy and technical frameworks required to sustain rapid international sales velocity and dismantle legacy technical debt. - Enterprise CRM Architecture: I orchestrated the complete design, build, and migration from a legacy CRM system to Salesforce, establishing a highly scalable technical foundation for more than 200 global users. - System Ecosystem Engineering: I re-engineered the entire tools and systems architecture surrounding Salesforce, significantly boosting user adoption, data hygiene, and overall system performance. - Global Strategy Reconstruction: I reconstructed our global revenue strategy to architect a technical and operational framework capable…
Job: PassFort — Revenue Operations Manager · 2020-01 – 2021-04 — I took absolute ownership of rebuilding the core systems and process infrastructure across the entire revenue division to establish a highly data-driven commercial engine. - Systems Infrastructure Re-Architecture: I designed and executed a comprehensive rebuild of our systems and process infrastructure to eliminate operational friction and debt. - Strategic GTM Restructuring: I led cross-functional initiatives to restructure our go-to-market model and implement a rigorous, data-driven forecasting process. - Commercial Portfolio Alignment: I spearheaded the technical and operational execution required to reprice the product portfolio and seamlessly align all underlying billing frameworks. -…
Job: Signal AI — Sales Operations Manager · 2019-07 – 2020-01 — I served as the primary owner for our global revenue technology stack, successfully bridging the gap between heavy technical architecture and commercial execution. - Enterprise Salesforce Transformation: I spearheaded a mission-critical overhaul and migration to Salesforce Lightning for 100+ cross-functional users spanning Sales, Marketing, Product, and Finance, leading all technical design and enablement. - Systems Architecture & Ownership: I architected automated commercial processes and dashboard infrastructure across our core platforms (Salesforce, Outreach, Cognism, DocuSign) to minimise administrative friction. - GTM Strategic Realignment: I rebuilt end-to-end sales processes and lea…
Job: Raconteur — Operations Manager · 2018-01 – 2019-07 — I re-architected our go-to-market approach for consulting-led sales, transitioning the organisation into a highly rigorous, data-driven business model. - Digital Transformation & Migration: I spearheaded the enterprise migration of 50 users to Salesforce Lightning, overhauling core infrastructure to map to sophisticated enterprise-level requirements. - Data-Driven GTM Architecture: I implemented a completely new reporting cadence and analytics framework to ensure absolute operational visibility across the commercial engine. - Commercial & MarTech Strategy: I directly influenced revenue growth by providing pre-sales support and technical consulting to senior sales teams and corporate client…
Job: Stack Overflow — Sales Operations Analyst · 2017-07 – 2018-01 — I managed strategic automation initiatives and directed regional systems tracking across EMEA to support complex subscription architectures. - Systems Architecture & Automation: I drove initiatives to fully automate quote generation and led the technical regional transition to Salesforce Lightning, enhancing system efficiency for a team of 50. - Regional Data Leadership: I directed all sales systems training, metrics reporting, and pipeline forecasting across the EMEA region, providing deep technical support for complex multi-product subscription pricing models and territory strategy.
School: Henley Business School — MSc, Marketing and International Management
School: Brunel University — BEng, Electronic and Computer Engineering

Skills

SalesforceGo-to-Market StrategyDigital TransformationEnterprise ArchitectureOperations ManagementSales OperationsMarketing AutomationLeadershipMicrosoft ExcelData AnalysisProject ManagementPublic Speaking

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Tom Andrews

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