Sales Operations and Go-To-Market Leaders with experience at hypergrowth B2B software companies
BeaconGTM helps CEOs and Revenue leaders improve their go-to-market execution and build revenue machines that can scale and stand the test of time. Their team has built and scaled GTM teams at companies like DataDog, Drift, Klaviyo and others and BeaconGTM has work with scaling companies like Slang.ai, EasyLlama, Userpilot, and Checkmk.
Sean Lane
Sean Lane is a Founding Partner of BeaconGTM. Previously, Sean was the VP of Field Operations at Drift, where he spent five and half years growing the Sales and go-to-market teams up through and beyond the company’s acquisition by Vista Private Equity. Before that, Sean led Revenue Operations at Upserve, joining as the 25th employee and growing with the company to 250+ employees.
Michelle Pietsch
Michelle Pietsch is a Founding Partner of BeaconGTM. Previously, Michelle has served as the Vice President of Revenue at Dooly, the VP of Conversational Sales at Drift, and AVP of Sales at Datadog. Over her career, she has built teams from 3 - 100 and grown revenue from $200K - $55M+
Nish Murthy
Nish Murty is a Founding Partner of BeaconGTM. Previously, Nish has served as VP of Customer Success at Postscript, the Sr. Director of Customer Success at Drift, Senior Manager of Presales Operations at Dell EMC and Director of Customer Success at Klaviyo.
Funnel Reporting and Sales Forecasting
Michelle Pietsch and Sean Lane are co-founders of BeaconGTM, where they help CEOs and Revenue leaders improve their go-to-market execution. Their team has built and scaled GTM teams at companies like DataDog, Drift, Klaviyo and others and BeaconGTM has worked with scaling companies like Slang.ai, EasyLlama, Userpilot, and Voiceflow. In this guide, Michelle and Sean walk through setting up and managing funnel reporting and sales forecasting.
Strategic and Tactical RevOps Planning for the New Year: The Fiscal Year Flip
Sean Lane is the former Head of Revenue Operations at Drift and a founder of BeaconGTM, providing scalable revenue strategies for start-up and scale-up companies. In this guide, Sean walks through the steps to build a strategic and tactical plan for the new year including building an operating plan, quota and headcount planning, territory planning, and compensation planning.
Building a Sales Ops Function
Sean Lane is the Founder of BeaconGTM. Previously, he led revenue operations at Drift and Upserve, and hosted Drift's Operations Podcast. In this guide, he explains the different roles sales ops plays, and how to build both the org and processes that make up the function.
AMA on Strategic and Tactical RevOps Planning for the New Year
Sean Lane has led RevOps at Drift and Upserve through 8 annual planning cycles. In this AMA, he'll talk about what needs to be done in Q4 so that customer-facing teams are ready for the first day of the new year. We'll dig into tactics, including building an operating plan, quota and headcount planning, and territory planning.

Areas of Expertise

1.
Instrumenting the Customer Journey It’s incredibly important to build out the customer journey and the hand-offs within it, from the earliest prospecting efforts through the sale process, and into post-sale implementation and customer success. Sean has end-to-end experience building and instrumenting organizations' tech stacks, having worked in nearly every customer-facing role including SDR Management and Customer Success before moving into Operations.
2.
Sales Processes and Forecasting Sean has extensive experience building processes and strategy for key sales activities like lead delivery, opportunity and pipeline management, and forecasting.
3.
Sales Specialization and Segmentation In his time at Drift, Sean has helped with two massive segmentation efforts to specialize sales teams and better meet customers' needs. He can discuss the way funnels and metrics differ for different market segments, you’d set up and treat an SMB vs. mid-market vs. enterprise funnels, based on the different sales cycles, average selling prices, and deal complexities.
4.
Building SDR Teams At Upserve, Sean grew the company's SDR team from 7 people to 20 in 18 months. He has extensive knowledge about key Sales Development metrics, processes, and performance management.

Want free guides?

We feature guides every month in our newsletter

Newsletter Sign Up