Jeff Thomas
San Francisco, California
Overview
I de-risk GTM for early-stage companies: one accountable owner, measurable progress in weeks, and a system that scales. I’m a single-threaded GTM owner (fractional/interim CMO). I don’t hand you a deck—I run programs, own the numbers, and bring a vetted on-demand bench only where it compresses time or raises the quality bar. With 20+ years across AI/robotics/data—and scale at Salesforce, Flexport, and Sisense—I bring pattern recognition that avoids costly detours. WHAT I DO (the GTM System in 30/60/90: Diagnose → Focus → Scale): • Positioning & category story (buyer-legible narrative, offer
About
I de-risk GTM for early-stage companies: one accountable owner, measurable progress in weeks, and a system that scales. I’m a single-threaded GTM owner (fractional/interim CMO). I don’t hand you a deck—I run programs, own the numbers, and bring a vetted on-demand bench only where it compresses time or raises the quality bar. With 20+ years across AI/robotics/data—and scale at Salesforce, Flexport, and Sisense—I bring pattern recognition that avoids costly detours. WHAT I DO (the GTM System in 30/60/90: Diagnose → Focus → Scale): • Positioning & category story (buyer-legible narrative, offers, pricing/packaging inputs) • Demand → pipeline (conversion-first site, programmatic content ops, founder platform, enablement) • Instrumentation (coverage, conversion, velocity, CAC/payback) with weekly experiments and clear gates • Launches (company/product/PE) that create pipeline, not just PR • CMO support (board prep, staff reviews, exec alignment, operating model integration) HOW I'M DIFFERENT • Hands-on operator, not advisor • Single-threaded ownership (no multi-vendor shuffle) • Elastic scale without overhead • Pattern recognition: Salesforce, Flexport, Sisense + 20 years across AI/robotics/data • AI-aware, metrics-first: faster testing and content ops, fundamentals stay human and accountable WHY IT MATTERS • Faster time-to-signal (qualified meetings in weeks) • De-risked spend & headcount (machine before team) • Board-ready clarity (coverage, CAC/payback, velocity) PROOF/SELECTED OUTCOMES • Salesforce Platform: Unified 4 brands; repositioned to CIO/CTO; advanced MQ/Wave; built full-stack GTM → ~5× ARR • Indico Data (Unstructured AI): Repositioned to definitive platform; launched first-of-its-kind product; content-led ABM → 3× ARR • Compute Exchange (AI compute): Launched from stealth; rename + reposition; new brand/site; PR/analyst traction • Formant (Physical AI OS): Rebuilt GTM; messaging, demand, stack → leading reposition + relaunch • Periscope Data → Sisense: Unified platform; ~75% pipeline from marketing; 100% ARR growth; acquired • Apcera → Ericsson: Created Trusted Application Container Mgmt → ~10× ARR; acquired • Ascential (PE): Relaunch; new name; 18→8 brands; SFDC/Marketo; demand gen/PR/IC → beat ’23 targets by 7–13% Examples of category creation & repositioning: Salesforce Platform, Apcera, Indico, Formant.