The same engine, proven across very different markets.
The sales engine doesn't change much from market to market, but having actually built it in regulated fintech, cybersecurity, media and SMB SaaS, from startups to global enterprises, is what lets me tell in two weeks what's broken in yours.
Sharpest where the buyer is scrutinous and the GTM has to carry regulatory weight, DORA, MiCA, NIS2, ISO 27001. But the engine is the same whatever the category.
Building from zero
Standing up a commercial function or a new region with no system in place, FreshBooks EMEA, Copla, easyhome.
Scaling an existing team
Taking a function that already turns over and making it forecastable and repeatable, TryHackMe, Now Interact.
Global enterprise
Dell (Online Sales Manager EMEA), TUI (strategy consulting), StepStone (Country Manager NL). The discipline and scale end of the spectrum.
Scaleups & founders
20–60 person companies where the founder is still the best salesperson, the sweet spot for an interim or fractional Head of Sales.
- Channel & partner-network building, including referral channels through regulated intermediaries (the German Kanzlei model)
- Pipeline & forecasting systems: MEDDPICC, deal-stage criteria, a review rhythm that holds
- Regulated-market GTM: positioning a product into compliance-driven buying
- Multilingual selling in English, German, Dutch and French, across DACH and Benelux