Tom Melbourne

About

I build AI-powered GTM systems for B2B revenue teams.Most GTM advisors can tell you what to do. Most technical builders can automate tasks. I bring both together: senior GTM judgment from years in sales leadership, plus the ability to build the AI workflows, automations, data flows, and revenue systems that make the strategy real.I work with companies that have product traction, but need a cleaner, more scalable GTM engine.That often means solving problems like founder-led sales becoming hard to scale, outbound being inconsistent across people and tools, CRM data being messy or incomplete, reps spending too much time on research and admin, AI tools not being wired into the actual revenue workflow, and data being scattered across systems.I design end-to-end GTM systems that connect strategy to execution, including CRM infrastructure, outbound workflows, enrichment, data movement, AI-assisted research and personalization, reporting dashboards, sales process design, and automation that removes unnecessary manual work.The types of systems I build include:◇ AI-powered GTM systems◇ GTM systems audits◇ Outbound engine buildouts◇ RevOps, CRM, and data infrastructure◇ HubSpot and Salesforce workflow improvements◇ AI automation for sales and GTM teams◇ AI enabled account research and personalization workflows◇ Lead scoring and qualification systems◇ Pipeline visibility and reporting dashboards◇ Sales process and lifecycle stage cleanup◇ Rep-facing workflows that reduce admin and improve executionMy approach is simple: build strong foundations, streamline systems, and execute with focus. I align people, process, data, AI, and automation so revenue teams can move faster with more precision.My work now happens through Founding GTM, a fractional GTM engineering studio that helps B2B revenue teams build AI-powered systems behind repeatable growth.The core belief behind the work is simple:The next generation of GTM leaders will not just manage the revenue process. They will build it.

Company history

1. 
   CareerBuilderSales Manager - SMB Emerging Markets2007-10 – 2008-06 · 8 mo
2. 
   ChartioVice President of Sales2016-06 – 2018-08 · 2y 2mo
3. 
   CareerBuilderSales Executive - Mid Market Accounts2007-05 – 2007-09 · 4 mo
4. 
   MixpanelRegional Director of Sales - Mid Market2016-01 – 2016-06 · 5 mo
5. 
   CitrixManager, Corporate Sales - West2013-05 – 2015-06 · 2y 1mo
6. 
   RiSE AcceleratorSales Consultant | Sales Accelerator Program2019-09 – 2020-12 · 1y 3mo
7. 
   CareerBuilderSr. Sales Manager - Mid Market2008-07 – 2008-10 · 3 mo
8. 
   CitrixSr. Account Executive2008-11 – 2013-04 · 4y 5mo
9. 
   KeeboVP of Sales & Go-To-Market (previously Strategic Advisor)2021-01 – 2024-09 · 3y 8mo
10. 
    Founding GTMFractional GTM Engineer | Founder2024-05 – present · 2y 3mo
11. 
    SendosoVice President of Sales2018-08 – 2019-08 · 1y
12. 
    MixpanelSales Manager2015-06 – 2015-12 · 6 mo

Skills

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