Your reps don't trust the leads. Marketing doesn't trust attribution.
Marketing reports activity. Sales feels pressure. RevOps has the data. And nobody shares a definition of demand they'd bet a quarter on, so "qualified" means one thing in the deck and another on the floor, and the argument repeats every Monday.
Run that for six months and you know the bill: reps cherry-picking the queue, two SDR salaries spent on accounts that were never going to buy, burned domains, a CRM nobody updates because nobody trusts it, and a pipeline slide the board quietly stopped believing.
Another dashboard won't fix it. A shared definition of demand will. Your team isn't bad; it's navigating without instruments.
I know because it happened to me first. My own outbound used to book four to eleven meetings a week. Then it fell to two or three, and I did what everyone does: more inboxes, more volume. It changed almost nothing.
The market hadn't gotten harder to reach, just harder the way I was reaching it. The week I switched to trigger-based outreach, writing only when something had actually happened inside an account, the numbers came back higher than before. That lesson became the system, and later the book.
The fix costs less than one mis-hire. I plug in one or two days a week, build the machine with my own hands, and hand your team the keys.
Three steps. You stay in command.
Chart
I tear down your funnel, CRM, and outbound, and give you a prioritized roadmap. It's yours even if we stop there.
Build
Market map in Clay. Signal scoring. Trigger-based outreach across email and LinkedIn, with actual deliverability. Agentic workflows in Claude Code and n8n doing the research your SDRs used to do by hand. Ships weekly, in your Slack.
Transfer
Everything documented as runbooks. The machine keeps running after I leave. That's the point.
Why me: I coached 100+ revenue teams before I ever automated anything, then spent three years building AI-native GTM systems for AI and security companies. Clay lists my company in their official partner directory. And this exact plan ran twice this year, at Vijil and at Aembit.
START WITH THE ASSESSMENT · $2,500Watch one account cross the chart.
Every account gets two scores. Awareness: do they know you? Readiness: is something moving right now? Meet Northwind Security. Keep scrolling and watch both numbers move.
Don't take my word for it. Look at the system.
These are the live systems, captured 28 Aug 2026, client data scrubbed. The scoring platform is mine: multi-tenant, in production, 141 tables, 57 workers running around the clock. On the call, ask me to share my screen. I will.
And the number most vendors hide: the system fires false positives. Some of what it flags as hot is noise. I measure that rate on purpose and tune thresholds until sales can live with it. Distrust anyone who tells you their intent model doesn't miss.
One seat instead of three hires.
| FRACTIONAL CMO | REVOPS AGENCY | GTM CONTRACTOR | THIS SEAT | |
|---|---|---|---|---|
| Strategic ownership | Yes | Rarely | No | Yes |
| Embedded in your team | Sometimes | No | Sometimes | Yes |
| Hands-on build | Rarely | Yes | Yes | Yes |
| One dedicated senior operator | Yes | Varies | Varies | Yes |
| You keep the IP + runbooks | Varies | Varies | Rarely | Always |
| Per month | $8–15k | $5–15k | $4–8k | $4–7.5k |
- Owns the strategy
- Embedded in your team, in your Slack
- Builds the system hands-on
- One dedicated senior operator
- IP + runbooks stay with you, always
RANGES ARE PUBLISHED US MARKET RATES, 2026. GOOD PEOPLE EXIST IN EVERY COLUMN; THE DIFFERENCE IS THE OPERATING MODEL.
Pricing: Assessment $2,500 (two weeks, roadmap is yours either way). Then $4,000/mo for one day a week or $7,500/mo for two, month to month after 90 days. US LLC, US hours. Your procurement team won't blink.
Risk reversal: If the assessment convinces you that your own team can run the roadmap, do that. Some do.
GET THE ROADMAP · $2,500Skip the call if...
Two or more of those? I'll say so in the first five minutes and point you at someone better.
- You grow through product or content. I build sales-led motion for complex B2B. Different sport.
- You're pre-PMF. A demand engine amplifies a motion that works. It can't find your market for you.
- You want hands for a playbook you already wrote. I own the system or I'm useless to you.
- You need a body in an office. I'm remote, on US hours, from Argentina.
I wrote the book on this.
The Demand Compass: The Signal-Based GTM Framework for B2B Marketing Leaders in Complex Sales. With Marcos Stubrin. August 2026. Chapter 12 is the quadrant model you just read. Chapter 19 is the first ninety days. Read those two chapters and you can skip the theory portion of our call.
"A compass does not tell you where to go. It tells you where you are, so you can decide the right move."
Recent notes from the field.
2026
2026
2026
ON US HOURS
The short version.
Founder of automate rev.ops. since 2020. Official Clay partner, among the first certified experts. Before that: three startups founded (2015–2020), a mentor seat at IDEX since 2019, 100+ revenue teams coached, 185 sales calls analyzed. That order matters: I learned how sellers actually behave before I started wiring systems around them.
People I've built for.
"They figured out everything on their own. Up and running in a matter of weeks. Something we would never have been able to do internally."
"There's a lot of general advice out there. These guys helped me get specific for my niche, so I stopped wasting time on things that weren't relevant to me."
"Never again will you spend weeks creating a lead list. Weeks became minutes. It's a before and after in my business."
Asked by every skeptic. Good.
Argentina. Is that a problem?
Hasn't been once since 2023. Every client is US-based. US hours, US LLC, W-9. Same time zone as your East Coast reps, better coffee.
What happens when you leave?
You keep the Clay workspace, the scoring model, the sequences, and a runbook for each. Handoff has its own week in the plan.
How fast until pipeline?
Infra ships weeks 3 to 6. Replies start as warmup finishes, weeks 6 to 8. Anyone promising booked meetings in week one is skipping deliverability, and you'll pay for it in dead domains.
Which tools?
Clay (certified), HubSpot, Smartlead, LinkedIn engines, n8n, Supabase. Already have a stack? I build on it.
Why this instead of your agency?
The agency does it for you from the outside. This seat sits inside: your Slack, your standups, your number on my head.
How do I check any of this?
Click the links. Clay's expert directory, the book on Amazon, LinkedIn. Then get on the call and make me share my screen.
If that leak sounded familiar, here's how I help.
Fifteen minutes. You bring your funnel numbers, I bring the live system. Either we find a fit or you leave with a free second opinion on your pipeline. Both outcomes beat another Monday of the qualified-lead argument.
BOOK 15 MIN WITH DAVID