Smart Growth for Smart Software: Structuring Revenue Strategy for a Leading SaaS AI Platform

The Client

Our client is a high-growth technology company offering AI-powered market intelligence. Known as the “AI super analyst,” their platform helps clients identify the right markets, track competitors, and source promising companies with greater speed and insight. Built on a proprietary, validated dataset and available via API, the platform is trusted by Fortune 500 companies and investment leaders alike. Headquartered in New York and backed by a respected private equity firm, the company is on a mission to reshape how organizations access and act on strategic business information.

The Challenge

With accelerating growth and a deepening focus on enterprise SaaS, the client faced an urgent need to translate their annual financial plan into actionable, granular go-to-market (GTM) targets. Their executive team required a thought partner who could work across sales, customer success, and operations to:

• Define and validate GTM performance metrics
• Recommend structural changes to sales and CS roles
• Model quota capacity and resource needs
• Evaluate compensation models
• Translate targets into a headcount plan and budget
• Facilitate executive decision-making on revenue strategy

This was not a traditional planning exercise. It demanded a senior leader with deep experience in revenue operations, SaaS economics, and GTM design—someone who could drive both strategic design and hands-on implementation.

Our Approach

We focused on former consultants and operating executives with deep knowledge of enterprise SaaS, B2B go-to-market motions, and revenue planning. The right candidate needed to be an analytical thinker and system builder—capable of translating high-level financial goals into aligned GTM tactics and org design.

We prioritized candidates with:

• 10+ years of experience across revenue operations, growth strategy, and customer success
• Prior consulting experience (ideally McKinsey, Bain, or BCG)
• SaaS and information services backgrounds
• Proven ability to own complex annual planning cycles
• Cross-functional leadership and excellent communication skills

The Placement

We placed an accomplished consultant and operating executive with an exceptional track record in both consulting and industry. With experience at McKinsey, Oliver Wyman, and as a former Chief Customer Officer of a B2B fintech SaaS company, she brought a unique blend of strategic insight and operational excellence.

Key highlights from her background included:

• Interim Head of Sales Operations roles for multiple B2B companies, including building quota models, revamping compensation structures, and implementing CRM improvements
• Designing annual operating plans and segment-specific GTM strategies for a major telco’s digital product suite
• Leading salesforce effectiveness and customer success redesigns across subscription and information services businesses
• Global experience across the Americas, Europe, and Asia, paired with a strong cross-cultural leadership style

She quickly became a trusted advisor to the COO and VP of Revenue Ops—building dynamic revenue models, facilitating executive workshops, and helping align the GTM organization around growth.

The Outcome

Within the engagement, the consultant delivered lasting value across multiple workstreams:

• Built and refined quota capacity models across sales and CS
• Designed compensation models tailored to each role and segment
• Aligned headcount planning with quarterly GTM performance targets
• Provided clarity around segment-specific pricing, coverage models, and ROI
• Facilitated key executive discussions and planning sessions to finalize FY revenue plans

Her work helped establish the structure, rhythm, and visibility the company needed to confidently execute its revenue plan. More importantly, she brought a level of clarity and cohesion that enabled leadership to make data-backed decisions about team structure, investment, and customer success.