Won about half the deals, from almost none.
A cold start. The region ran on a playbook built for another market, with no demand engine underneath it. We rebuilt the go-to-market from scratch and carried the number with the CEO, CFO, and board.
Publicly-named Airwallex customers.
The first leader had not worked out, and the org assumed a headcount-heavy playbook from another region would port to North America. It would not, and there was no working motion, no demand engine, no real system.
We started with dozens of prospect interviews to find the real ICP, then framed the fix as a system, lead scoring and routing that pointed reps at the right deals, not more bodies to brute-force volume.
We built segmented motions by deal size and complexity, a commercial motion and an enterprise motion, and worked with product to ship modular components that let customers adopt the hardest product fast.
The reps kept the selling and the judgment; the system carried the qualification, routing, and the repeatable parts of the motion, with a coaching and enablement engine underneath.
How the build unfolded.
What I owned, and what it produced.
The whole commercial number, and the receipts it threw off. Pick a lens.
Scaled the Americas about 5x from a cold start, with a clear shot at the $50M target.
What the people I built with said.
Heath led our North America SME sales team with exceptional skill. His deep understanding of the cross-border payments landscape helped the business find product-market fit and propelled our sales to new heights.
I've never learned more from a manager. Heath pairs strategic vision with genuine mentorship, and his sales approaches consistently exceeded targets.
Heath crafted and executed a channel strategy that strengthened existing partnerships and forged new, strategic alliances across industry ICPs. Together we unlocked substantial GTM growth.
An exceptional leader who played a crucial role in my professional growth. His dedication to advancing deals and guiding the team toward our milestones has been invaluable.
Heath is a GTM hero among sales leaders. He is always willing to roll up his sleeves and lead the initiatives most sales leaders would not. His passion is undeniable.
Empathetic, driven, and strategic. Heath scaled the team through major growth and hiring sprints, and is a great relationship-builder with clients and stakeholders.
When I think of an ideal manager, I think of Heath. He amplified and advocated for the team and helped us grow, without it ever feeling like micromanagement.
Heath built the sales team from 0 to 1 and established the processes that gave us structure as the company scaled. Always thinking outside the box, always prioritizing the customer.
Heath executes across sales, marketing, strategy, and ops. I love his fail-fast, test-and-iterate approach. He would be an excellent addition to any GTM team.
Heath is what every sales recruiter hopes for: a dedicated, involved hiring partner who knows the delicate balance of when to push for a candidate and when to let go. If you're scaling a GTM team, Heath is an excellent partner.
See how it played out elsewhere.
Same method, on your workflow.
The playbooks and skills in Operator School are these builds, genericized so you can run the loop yourself. Get the next one in your inbox.