Back to Case StudiesB2B SaaS · Seed / pre-Series A
From founder-led selling to first AEs and enterprise-readiness
A technical founder had closed every deal personally. The next round required a repeatable sales model and enterprise-readiness for upper mid-market buyers. RevLift3 designed the sales motion, hired the first AEs, and aligned infrastructure for enterprise procurement.
<90 days
First AE ramp
−60%
Founder deal time
Complete
Enterprise artifacts
Challenge
- 100% of revenue originated by the CEO
- No documented sales process, discovery framework, or forecast rhythm
- Gaps in security, SLAs, and implementation for enterprise buyers
- Uncertainty about when and who to hire first in GTM
Approach
- Documented the founder’s actual playbook and formalized it into a repeatable process
- Defined first AE and SDR profiles, interview frameworks, and scorecards
- Designed SLAs, security, and implementation artifacts for enterprise procurement
- Installed a lightweight forecast and pipeline rhythm the founder could run
Outcomes
- First two AEs ramped in under 90 days
- Founder time in individual deals reduced by ~60%
- Enterprise procurement artifacts (MSA, security, SLAs) in place
- Series A diligence completed with a defensible revenue narrative
Services involved
GTM Strategy & Revenue Architecture
Define ICP, value proposition, pricing, and a lean revenue architecture for predictable multi-year growth.
Learn moreEnterprise Sales, Service & Infrastructure Readiness
Transition from founder-led selling to a repeatable enterprise sales model with the rigor procurement and boards expect.
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