Building a net-new pipeline from zero at a Series B company.

Joined as the first enterprise AE in a territory with no existing relationships and no inbound. Built a named account strategy from scratch: identified the top 40 targets, mapped every champion and economic buyer, and ran a full MEDDPICC motion on each. Closed the first two enterprise logos within 90 days of the first call. The motion I built became the template for the next three reps hired.

What Made It Work

• 01Champion-first account strategy: identified the person whose career improved if we won before the first meeting
• 02Discovery methodology that stayed open three calls longer than standard: pain was always deeper than it first appeared
• 03Executive briefing format delivered before every QBR: gave the champion something to carry into the room
• 04Mutual action plan that made the buying process the prospect’s process, not ours

The Core Problem

• 01Sales team doing manual research for 45-90 minutes per account before every first call
• 02Follow-up emails generic and slow: sent 24-48 hours post-meeting on average
• 03Pipeline reviews consuming 3+ hours per week with no structured pre-read
• 04No consistent ICP scoring: reps chasing the wrong deals

Rebuilding a sales motion from the ground up with AI as the operating layer.

At Vivify 247, I designed and ran a full AI-native sales motion: prospecting, research, personalization, follow-up, pipeline management: using a stack of AI tools integrated into a single daily workflow. What used to take a team of three I ran solo for 15 months before the first hire. The system is still running.

Ramping a team of five AEs with no prior SaaS experience in under 90 days.

Built the playbook, ran the training, managed the pipeline, and sat on calls with every rep for the first 30 days. The methodology was simple: master discovery first, everything else follows. Four of five reps closed their first deal within 90 days. The one who did not left voluntarily: the standard was clear from day one.

The Playbook Components

• 0130-60-90 ramp plan with specific milestone gates at each checkpoint
• 02Discovery framework trained through live call recordings, not slides
• 03Weekly 1:1 format: pipeline health, one win, one miss, one coaching moment
• 04Clear performance expectations from day one: ambiguity is the enemy of ramp speed