Tom M.

Independent Revenue Transformation Director (Fractional CRO / GTM Operator). I take on fractional and interim commercial leadership engagements for B2B SaaS and tech scale-ups: typically 2 to 5 days a week, 3 to 12 months, embedded with the team, remote across Europe or hybrid from Paris. Caugia is the GTM diagnostics platform I founded and use to ground engagements in evidence rather than opinion.

• Scope: strategy and funnel design, Salesforce/CRM business ownership, Revenue Operations and board reporting, sales methodology and coaching (MEDDIC), pragmatic AI in the revenue workflow.

Greenly is a certified B Corp climate tech platform for carbon measurement and reporting. As SVP GTM & Revenue Architecture, reporting to the CEO, I owned company-wide pipeline generation and rebuilt the revenue engine.

• Redesigned the funnel from inbound-led to outbound-led and built a signal engine (ICP scoring, enrichment, orchestration) feeding SDR, AE and partner motions.
• Built a GTM Engineering team from scratch: GTM engineers, RevOps analysts and automation specialists.
• Applied AI to the sales workflow with measured impact: +5% stage conversion from AI call analysis.

Contentsquare is the global leader in digital experience analytics. I joined as a Director in 2017 and led Global Sales Development as VP from 2020, reporting to the CRO, through the company's scale from $5M to $350M+ ARR.

• Grew the SDR organization from 2 to 100+ across EMEA, NAMER and APAC, with 130+ internal promotions through a structured career framework.
• Built the global SDR operating system: cadences, playbooks, routing, KPIs, forecasting discipline and Salesforce ownership for the function.
• Integrated acquisitions (Clicktale, Hotjar, Heap) into one unified revenue engine.