Russell Palmer
Scaling B2B SaaS to ~£10m ARR: moving from founder-led to repeatable sales with clear roles, rhythm and metrics.
Go-to-market design: ICP, value narrative, routes to market, pricing/packaging and partner strategy.
Sales execution: stages and exit criteria, discovery and qualification, call scorecards, mutual action plans and deal coaching.
Pipeline and forecast discipline: hygiene, weekly inspection cadence, Commit standards and evidence-based forecasting.
Customer-led growth: onboarding, success and expansion motions aligned to a bow-tie revenue view.
Fractional leadership: interim CRO/player-coach support to install the system and upskill the team.
30 years in B2B revenue leadership across start-ups, scale-ups and global enterprises; roles spanning IC to regional/global leader; built GTM and sales teams in the UK, EMEA, USA and APAC.
Fractional CRO for B2B SaaS (£1–£15m ARR), professionalising sales with repeatable process, qualification frameworks and methodology; board advisor on GTM.
Led sales and go-to-market for managed IT/cloud and enterprise software portfolios, driving recurring revenue growth and market expansion.
Operated as a challenger seller to open new solution areas; coached teams across telecoms, media, utilities, insurance, retail, manufacturing and software.
Formal training in CRO, Enterprise GTM, RevOps and forecasting; applies data-driven operating models to planning and inspection.