John Bryant

GTM Architect | Revenue Leader

Revenue leader with 20+ years scaling B2B SaaS organizations from $20M to $100M+ ARR. I transform underperforming sales teams into high-performers through process discipline, cross-functional integration, and strategic GTM design. Increasingly focused on helping companies rethink how they structure sales and marketing—specifically, whether demand gen works better under revenue leadership.

22% → 80%
Quota Attainment
+36%
ASP Increase
-18%
Sales Cycle
$20M → $100M
ARR Scaling
Self-Employed (Current)ConversicaAcousticIBM CorporationOracle NetSuite
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Experience

Each role includes queryable AI context—the real story behind the bullet points.

Self-Employed

GTM Advisor & Fractional Revenue Leader

Jul 2024 — Present
  • ●Advising Series A/B companies on GTM structure, pipeline governance, and revenue team integration
  • ●Supporting founder-led businesses in SaaS/Tech and home services sectors to implement discipline into sales and marketing efforts
  • ●Implementing AI-based solutions to help identify and qualify early-stage opportunities

Conversica

Sr. Director → VP, Global Direct Sales

Jan 2023 — Feb 2024
  • ●Drove 34% YoY ARR growth by overhauling coverage model and pipeline governance
  • ●Closed largest deal in company history ($1.5M ELA)
  • ●Introduced AI-enabled forecasting & coaching tools, improving forecast accuracy & productivity
  • ●Built unified pipeline review cadence integrating demand gen and RevOps

Conversica

Sr. Director of Sales, Mid-Market & Enterprise

Aug 2021 — Dec 2022
  • ●Increased ASP by 36% and reduced sales cycle by 18% through MEDDPICC rigor
  • ●Delivered 22% lift in NRR through expansion strategy developed with CS and RevOps
  • ●Built coaching cadence that produced multiple consecutive quarters of quota-exceeding AEs

Acoustic

RVP → VP of Sales

Jul 2020 — May 2021
  • ●Increased renewal rate to 90% and achieved 85% expansion quota attainment
  • ●Rebuilt CS-aligned upsell motion to strengthen retention and expansion ACV

Acoustic

Regional Vice President of Sales

Jul 2019 — Jul 2020
  • ●Delivered $4M in new logo ARR post-spin from IBM
  • ●Reset GTM operating model across compensation, pipeline definitions, and field processes

IBM Corporation

Worldwide Sales Leader, Watson AI Marketing

Jan 2016 — Jun 2019
  • ●Managed $70M global quota, grew market share 25% YoY
  • ●Led integrated GTM programs aligning global sales, marketing, and product organizations
  • ●Expanded and delivered first deals in Asia (Taiwan) and South America (Chile, Peru, Argentina, Colombia, Brazil)

Oracle NetSuite

Sr. Director of Sales, Retail Vertical

Jul 2014 — Dec 2015
  • ●Led $25M P&L for Retail vertical with 30% year-over-year revenue growth
  • ●Managed team of 20 AEs and 3 sales managers
  • ●Built vertical GTM strategy and improved forecasting and execution discipline

Skills

An honest assessment of where I am

Strong

  • Go-to-Market Strategy & Architecture
  • Revenue Operations & Pipeline Governance
  • Sales Turnarounds & Org Scaling
  • Enterprise & Mid-Market SaaS Sales
  • MEDDPICC & Sales Process Discipline
  • Cross-Functional Team Integration
  • Salesforce
  • Clari
  • Outreach

Moderate

  • AI-Enabled Sales Tools & Forecasting
  • Demand Generation & Pipeline Strategy
  • Conversational AI Platforms
  • HubSpot
  • Tableau
  • Chorus
  • ZoomInfo

Gaps

  • Product-Led Growth (PLG)

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