Tom Melbourne

Fractional GTM Engineer | Former VP of Sales | Building AI-Powered GTM Systems for B2B Revenue Teams

San Francisco12.1k followers

Founding GTM

ex-CareerBuilder

ex-Chartio

I build AI-powered GTM systems for B2B revenue Most GTM advisors can tell you what to do.
More
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 I work with companies that have product traction, but need a cleaner, more scalable GTM 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 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 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 My work now happens through Founding GTM, a fractional GTM engineering studio that helps B2B revenue teams build AI-powered systems behind repeatable 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.

LinkedIn Browse people

Claim profile

Career Timeline

JobSchool

GTM Index

FOUNDING GTMJOB
1. Fractional GTM Eng | Founder
  2Y 5M
KEEBOJOB
1. VP of Sales & GTM (previou…
  3Y 8M
RISE ACCELERATORJOB
1. Sales Consultant
  1Y 3M
SENDOSOJOB
1. VP of Sales
  1Y
CHARTIOJOB
1. VP of Sales
  2Y 2M
MIXPANEL,JOB
1. Regional Dir of Sales - Mi…
  5M
2. Sales Mgr
  6M
CITRIX SYSTEMSJOB
1. Mgr, Corporate Sales - West
  2Y 1M
2. Sr. Account Executive
  4Y 5M
CAREERBUILDERJOB
1. Sr. Sales Mgr - Mid Market
  3M
2. Sales Mgr - SMB Emerging M…
  8M
3. Sales Executive - Mid Mark…
  4M
ISENBERG SCHOOL OF MANAGEMENT, UMASS AMHERSTSCHOOL
1. BA, Business Mktg
  1Y 11M

Job: CareerBuilder — Sales Manager - SMB Emerging Markets · 2007-10 – 2008-06 · 8 mo — Developed and lead a sales team of ten inside sales representatives within a start up business unit. • Taught sales reps how to develop and implement sales plans and strategies to execute them. • Consistently lead my team to the largest invoicing deals of our division each month. • Had two sales reps break and set the highest monthly invoicing record for our division twice. • Developed and promoted sales reps into a higher sales department within 6 months. • Achieved the annual Presidents Club Award.
Job: Chartio — Vice President of Sales · 2016-06 – 2018-08 · 2y 2mo — Recruited to build the sales department from the ground up, including hiring and onboarding high-performing SDRs, AEs, and SEs. Reported directly to the CEO. ☑️ Built and operationalized the full sales function—establishing the sales cycle, quotas, compensation plans, and scalable sales processes. ☑️ Owned selection, implementation, and integration of the complete sales tech stack; established foundational sales operations for performance tracking and pipeline optimization. ☑️ Grew overall ARR to $8.5M by leading a hybrid GTM strategy that combined Product-Led Growth (PLG) with sales-led motions; drove $6M+ in net new and expansion revenue through aligned inbound and outbound strategies.…
Job: CareerBuilder — Sales Executive - Mid Market Accounts · 2007-05 – 2007-09 · 4 mo — Developed and closed the two largest new business contracts in the Northwest Territory. • Number 1 sales rep in my training class outselling everyone in the first month. • Maintained monthly sales average of 215% of quota. • Promoted to Sales Manager within 4 months.
Job: Mixpanel, Inc. — Regional Director of Sales - Mid Market · 2016-01 – 2016-06 · 5 mo — Backed by Andreessen Horowitz, Mixpanel's mission is to help the world learn from its data. We help companies learn how people use their products and applications so they can grow their business. Every day we face and solve new challenges with scaling, reliability, design, and making our customers happy.
Job: Citrix Systems — Manager, Corporate Sales - West · 2013-05 – 2015-06 · 2y 1mo — Manage and coach a direct sales team of hunters selling Citrix web-based (SaaS) software specializing in remote access, remote support, toll free audio conferencing, web, video and mobile collaboration solutions (GoToMyPC, GoToAssist, GoToMeeting, GoToTraining, GoToWebinar, ShareFile and OpenVoice)
Job: RiSE Accelerator — Sales Consultant | Sales Accelerator Program · 2019-09 – 2020-12 · 1y 3mo — Brought on to support the CEO in managing a high volume of client engagements. Serve as a subject matter expert in B2B SaaS sales, owning the design and execution of scalable sales and GTM strategies for startups preparing to scale. Select Client Engagements: ☑️ Sweetgreen – Built GTM sales strategy and tech stack for a startup division’s new product launch. Pivoted ICP from office buildings to hospitals within one week of launch in response to COVID-19. ☑️ FutureFamily – Refined GTM motion amid pandemic shutdown; transitioned from inbound-focused model to partner-led growth strategy. Rebuilt outbound approach and improved conversion rates from <7% to 25%+ within 60 days. Clients I worke…
Job: CareerBuilder — Sr. Sales Manager - Mid Market · 2008-07 – 2008-10 · 3 mo — • Consult with account managers and existing clients to expand sales on high dollar accounts and to introduce new and diverse products to the client’s portfolio. • Participated in and assisted account managers in preparing for bi-monthly Account Reviews to analyze client’s results and ROI and to anticipate future recruiting needs.
Job: Citrix Systems — Sr. Account Executive · 2008-11 – 2013-04 · 4y 5mo — B2B Sales selling web-based (SaaS) software specializing in remote access, remote support, toll free audio conferencing, web, video and mobile collaboration solutions (GoToMyPC, GoToAssist, GoToMeeting, GoToTraining and GoToWebinar) Managed $2.2 million annual book of business focused on growing the existing business relationships and expanding our footprint within fortune 500 companies. Proven history and ability to adapt, learn and achieve high levels of success in both prospecting new logo / customer acquisition (hunter), and existing customer retention, service, and growth (farmer) sales roles. Have worked with and continue to maintain and establish customer relationships with compan…
Job: Keebo — VP of Sales & Go-To-Market (previously Strategic Advisor) · 2021-01 – 2024-09 · 3y 8mo — Initially brought on as a Strategic Advisor and transitioned into a full-time leadership role to build and scale the sales function. ☑️ After transitioning from advisor to Head of Sales, drove 4.1x YoY growth by leading end-to-end GTM strategy and execution. ☑️ Increased average net new deal size by 2.3x through refined qualification, pricing, and value-based selling strategies. ☑️ Scaled the sales team from 1 to 6, including SDRs, AEs, and SEs; established foundational sales strategy, processes, and team-specific playbooks. Series A | Fully automated data warehouse analytics and optimization platform.
Job: Founding GTM — Fractional GTM Engineer | Founder · 2024-05 – present · 2y 3mo — I help B2B revenue teams build AI-powered GTM systems that turn messy sales, CRM, outbound, RevOps, and data workflows into repeatable growth. Founding GTM sits at the intersection of sales leadership, GTM strategy, RevOps, AI automation, and hands-on technical execution. I work with companies that have product traction but need a cleaner, more scalable revenue engine. Typical work includes: • GTM systems audits • Outbound engine buildouts • RevOps, CRM, and data infrastructure • HubSpot and Salesforce workflow improvements • AI automation for sales and GTM teams • Account research and personalization workflows • Lead scoring and qualification systems • Pipeline visibility and reporting d…
Job: Sendoso — Vice President of Sales · 2018-08 – 2019-08 · 1y — Hired by the CEO to execute the sales strategy and lead the launch of a new Arizona office. Tasked with scaling revenue, growing headcount, and establishing operational infrastructure to support rapid expansion. ☑️ Scaled ARR 5X in 12 months, doubling the customer base and helping drive growth from Seed to Series A. ☑️ Scaled sales organization from 5 to 50 employees, directly managing SDR, AE, SE, Sales Operations, Training, and Enablement functions. ☑️ Built AZ office from scratch, hiring 60+ team members locally and helping scale overall company headcount from 25 to 150 in one year. Series A | ~150 Employees | A leading sending platform helping companies connect with customers throug…
Job: Mixpanel, Inc. — Sales Manager · 2015-06 – 2015-12 · 6 mo — 100% Club 2015
School: Isenberg School of Management, UMass Amherst — BA, Business Marketing · 2003 – 2004

Skills

HubSpotSalesforceMakeautomationBubble.ioPresentationsBusiness CoachingOutbound SalesSales PerformanceSales ManagementSales ProcessInside SalesDirect SalesAnalyticsWeb AnalyticsSales OperationsSolution SellingWebinarsCold CallingSellingLeadershipSaaS

Playbooks

No playbooks indexed for this profile yet.

Tom Melbourne

Skills

Playbooks

More GTM Engineers