Testimonials

"Brian led global GTM Operations for me when I was the Chief Revenue Officer at Tableau. In my view, he has a rare and unique blend of both operational skills and strategic agility. Brian built a world-class Sales Operations team, attracting and developing talented leaders and establishing a culture of continuous improvement throughout the organization. More importantly, he was involved in every aspect of our GTM business strategy and plan, including business planning, enablement, coverage, compensation, partner models, and customer support, services, and success. Essentially, he was my COO.  

Beyond his day-to-day role, the company also asked him to be the liaison between our go-to-market strategy and operations and the other core functions of the company, including Engineering, Marketing, and Finance. In this role, Brian led Tableau’s transformation to a subscription business model. In an even more transformational role, Brian was the GTM lead on the corporate due diligence team that illustrated the synergies between the companies and solidified Salesforce’s conviction to acquire Tableau for nearly $17B. Personally, Brian was my most trusted advisor, bringing deep functional expertise and practical approaches to the scaling of our commercial operations from $800M to nearly $2B in revenue.   

I would vouch for Brian’s effectiveness and results, both professionally and personally. For anyone looking to drive a large-scale go-to-market transformation, you must have Brian on your team!"

"I have worked with Brian in his capacity as a Senior Advisor to McKinsey & Company in our Growth Marketing & Sales practice over the past four years, where he has helped drive meaningful impact across a wide range of Revenue Operations and GTM transformation programs. During this time, he has advised more than 30 clients, applying his deep expertise to improve operational efficiency and revenue performance.
 

Brian brings an exceptional command of revenue operations, spanning sales planning, forecasting, segmentation and coverage, compensation, enablement, sales process governance, and sales technology. He understands not just how these functions work individually, but how they interconnect to support scalable, predictable growth. His approach is both strategic and pragmatic—while he leverages best practices, he takes the time to assess each organization’s unique structure, challenges, and constraints to develop tailored solutions that work in practice, not just in theory.
 

What sets Brian apart is his ability to balance expertise with collaboration. He is direct yet thoughtful, offering clear perspectives while remaining open to discussion. Clients and teams value his practical approach, his commitment to driving real impact, and his genuine investment in the success of those he works with. I’m grateful to have Brian as a sounding board, a colleague, and a friend."

“Brian served as an advisor and mentor to me when I took over the Sales Operations leadership role at Qumulo. His deep expertise in customer segmentation, incentive compensation, sales performance management, and organization design were incredibly valuable to me and our leadership team as we reset our GTM operating model and organization.  Brian partnered closely with me and our Chief Customer Officer to redesign how we evaluated pipeline health and created our weekly sales forecasts, and through his counsel we dramatically improved the visibility we had into the business and our ability to focus on the right deals each quarter.   He was basically a member of our extended GTM leadership group that met weekly to review priorities and discuss new capabilities that we were introducing to the field sales directors.   Additionally, Brian was a great sounding board for me as I was onboarding into a new role and deciding the best way to staff and organize my team.  

Brian has a unique ability to engage with senior executives on strategic GTM topics, while also digging into the details to help solve complex operational challenges.   He knows the theory on how to optimize for growth and productivity, but more importantly brings concrete examples of what has and hasn’t worked in his nearly 30 years of experience.

For anyone seeking to build a world-class Sales Operations or Revenue Operations organization, or markedly improve the operational excellence of your go-to-market, I highly recommend getting Brian involved.” 

"Brian served as a trusted advisor to me during our company's transition to a modern subscription-based business. His deep expertise in subscription economics, sales incentive structures and strategic transformation provided invaluable insights that shaped our roadmap and optimized our revenue streams. 

His ability to bridge strategic vision with operational execution, combined with strong leadership and clear communication, made a significant impact on our success. Brian is also highly networked and was able to connect us with subject matter experts to redesign our customer engagement model. 

I highly recommend Brian for any organization undertaking a complex business transformation."

"I have worked with Brian at Tableau as a teammate and at Meltwater, where he helped me redesign our approach to the Enterprise customer segment. Brian has been an incredible partner.  In the domain of Revenue Operations, Brian is second to none. 

I've worked closely with him on dozens of projects in multiple categories:  sales capacity planning, segmentation, compensation, BDR/ECS planning, tech stack and analytics, partner ecosystem, customer success, productivity models, and enablement. Brian has helped me validate my strategy in each scenario, call out pitfalls, and see around corners. 

I highly recommend working with Brian if you are a SaaS C-level or Revenue leader."

"I’ve worked with and known Brian for the past 7 years as a business colleague, mentor, and friend.  Brian is an expert in GTM/RevOps strategy and execution, and I was able to see him lead Tableau through a complete transformation into a world-class GTM organization.  He is hands-down the best RevOps leader I’ve ever worked with.  

His leadership style is collaborative with a strong conviction on what is best for customers, employees, and the business.  His skill in bringing teams together with a logical, practical approach is exceptional. His wealth of experience allows him to provide a variety of adaptive solutions to complex issues involving compensation structures, operational/ infrastructure investments, and GTM best practices.   

I would highly recommend Brian as a top-notch, transformational leader who adds tremendous value to organizations."