Start with the operating truth
The process diagram matters less than what people actually do when the quarter gets noisy.
About Mike
I build the systems people are expected to live with.
I started on the frontline, moved into RevOps and GTM systems, and now build applied AI programs that have to survive real revenue pressure.
The throughline
I learned the work from the people stuck doing it.
My career began on the frontline—building pipeline, qualifying enterprise opportunities, and leading sales development teams. That experience made the cost of unclear process tangible: lost context, slow handoffs, noisy data, and tools that create work instead of removing it.
I moved deeper into RevOps and GTM technology to fix those problems at the system level. At UiPath, that grew into ownership of a $3M global technology portfolio, an international team, and operating outcomes spanning pipeline, productivity, governance, and spend.
At Confluent, I built a GTM AI program from zero across Sales, Customer Success, Revenue Operations, and Marketing: the operating model, governance, builder enablement, production path, adoption, and value measurement. The program grew to more than 190 agents and automations across three platforms. Proprietary implementation details stay private unless cleared for public use.
My edge is not a framework. It is knowing where the workflow will break, what the team will ignore, and which control is worth the friction.
Operating principles
How I approach the work.
Make ownership visible
Strong systems clarify who decides, who acts, what signal moves next, and where exceptions go.
Design for adoption
A workflow is not successful because it launched. It succeeds when teams trust it enough to use it.
Career path
Built from the work outward.
Enterprise technology foundation
Early experience inside a global technology company established the enterprise context that carried into later sales, operations, and systems leadership.
Enterprise technology
Frontline sales + team leadership
Built the operator foundation in enterprise SaaS—creating pipeline, qualifying complex opportunities, and helping a growing team adopt a more consistent outbound system.
$2.7M pipeline · $1.4M ARR
Sales development to GTM systems
Moved from leading SDRs into RevOps programs and GTM technology ownership, connecting enablement, process design, analytics, and the systems behind execution.
34% more qualified opportunities · 55% faster follow-up
Global GTM technology leadership
Led a global technology portfolio and international team, with accountability for governance, adoption, business value, and cross-functional operating quality.
$18M pipeline · $720K spend reduction · 52% fewer access tickets
GTM AI + systems leadership
Leading practical AI-enabled operating systems work—using AI where it improves signal, removes repetitive work, and leaves teams with a clearer way to run.
Enterprise SaaS · GTM AI & Systems