Fractional RevOps Director  ·  Early-Stage SaaS

Stop scaling
with seats.
Start scaling with
intelligence.

Your Go-To-Market motion was probably built for 2020. I help early-stage SaaS founders redesign it for 2030, with AI doing the heavy lifting and your people doing what only humans can do well.

Let's talk How it works →
20+ Years building
B2B SaaS revenue motions
£2M–£8M ARR: the stage where your
Go-To-Market motion usually breaks
Fractional Senior, embedded, accountable,
without the full-time cost
Sound familiar?

The signs your Go-To-Market motion
is starting to crack

Most founders hit these walls between £2M and £8M ARR. They are not signs of failure. They are signs of growth outpacing your operating model.

Revenue is unpredictable

Some months are great, others are not, and no one really knows why. You are still running on founder energy, not system.

Every new hire restarts the learning curve

Onboarding takes months. The playbook lives in people's heads. When someone leaves, so does the knowledge.

Your CRM is a graveyard

Data quality is low, forecasts are guesswork, and no one trusts the numbers. Decisions get made on instinct because the data does not support anything better.

You have hit a headcount ceiling

The instinct is to hire more people. But more people do not fix a broken system. They amplify the problem and multiply the cost.

The shift

The GTM model is changing.
Most teams are still building the old one.

The companies that move to an AI-native Go-To-Market motion in the next 18 months will not just grow faster. They will permanently change what it costs to compete.

This is not about adding AI features to an existing process. It is about rethinking what your Go-To-Market motion looks like when AI is doing the routine work, and your people are doing what they are actually best at.
Old Model — 2020
  • More headcount = more output
  • Playbooks live in people's heads
  • Onboarding takes months
  • AEs doing admin, not selling
  • Founder as the system
New Model — 2030
  • One AE, one agent, multiple territories
  • Playbooks installed as agent instructions
  • New hires productive from day one
  • AEs focused entirely on selling
  • Process as the system
The full revenue motion

Every role in your GTM motion,
reimagined with an AI sales agent

AI does not replace your team. It removes the work that was preventing them from doing their actual job well.

Marketing
Campaign creation by hand, slow iteration
AI generates and tests content variants. You set the strategy.
SDR / BDR
Hours on research, generic outreach
Agent handles research and first-draft outreach. SDR focuses on connection.
AE / Sales
Admin eating 40-50% of the day
Agent handles prep, notes and CRM. AE focuses on discovery and closing.
AI
Layer
RevOps
Manual reporting, reactive data work
AI surfaces signals before they become problems. RevOps focuses on architecture.
Customer Success
Reactive to churn, QBRs done manually
Agent monitors health signals and flags risk. CS focuses on expansion.
Leadership
Decisions based on instinct and lagging data
Real-time pipeline intelligence. Forecast built on data, not optimism.

Everyone doing what you would want them to do, consistently, at scale.

The playbook as a plugin

Your framework.
Installed on
every agent.

The playbooks do not sit in a document. They get packaged as instruction files, installed into AI agents your team already uses.

Knowledge that takes months of coaching to transmit is now an instruction file that works from the first draft.

Every new SDR prospects using your framework from their first sequence. Every AE starts discovery from the right baseline. The standard does not depend on tenure or memory. It is installed.

Outbound Playbook
ICP definition, personalisation framework, objection handling, qualification criteria, installed as an AI agent instruction set.
AE Discovery Framework
Discovery methodology, deal qualification, proposal logic, follow-up structure. AI works from your process, not a generic one.
CS Health Scoring
Health signals, risk thresholds, QBR prep, expansion triggers. Automated monitoring against your definitions of good.
RevOps Signal Logic
Pipeline health, forecast rules, data quality standards. AI surfaces what matters before it becomes a problem.
AgenticAE

One AE, one agent,
multiple territories.

AgenticAE is your sales process, packaged as an AI agent. It handles everything systematic. Your AE focuses on what only a human can do well. The outcome: Every individual has the execution of multiple.

Layer 1
Instructions
You define how the agent operates. Your brand & tone, your ICP, your messaging, your process. RevOptimise builds this with you first. This is what makes the agent yours, not generic.
Who to target. How to approach them. What good looks like at every stage.
Layer 2
Skills
What the agent can do. Research a prospect. Draft a personalised email. Summarise a call. Write a meeting brief. Each skill runs from your instructions, not a template.
Research. Write. Summarise. Brief. Follow up. Update.
Layer 3
Plugins
What the agent connects to. Your CRM, your calendar, your email, your enrichment tools. The agent does not just draft. It acts.
CRM. Calendar. Email. Enrichment. Sequencing tools.
Traditional
One AE. One territory.
1x
territory coverage
~200
accounts reachable
40-50%
of day on admin
New Model: 2030
One AE, one agent, multiple territories.
2x
territory coverage
~400
accounts reachable
<10%
of day on admin
Buildable today. This model runs inside Claude or ChatGPT right now. The technology is not the missing piece. The configuration is. That is what RevOptimise builds with you.
How it works

Embedded RevOps consultant, not advisory

I work alongside your leadership team, in the business, not at arm's length. Here is how an engagement typically runs.

01

Diagnostic

We map the full revenue motion: where it is working, where it is leaking, and what the highest-impact fix is. You get a clear picture before committing to anything.

02

Build

I design and implement the systems, playbooks and AI architecture. Not slides. Working infrastructure your team can run from day one.

03

Embed and scale

We install the playbooks into your AI agents, train the team, and hand over a motion that scales independently, without needing me in the room.

Flexible by design. We scope the engagement around what you actually need.

Engagements start from £6,000. Initial diagnostic included. You know exactly what you are getting before we start.

Get in touch →
Track record

Senior experience
across the spectrum

20+ years building and fixing revenue motions in B2B SaaS, from early stage through enterprise. I have seen what works and what does not.

Jono is the kind of partner you always hope to have on your team — strategically strong, a phenomenal communicator, and deeply committed to driving results. His knack for connecting the dots between strategy and execution consistently delivered measurable results.

Arthur Velasquez, CRO
LegalFly
Fractional RevOps Director
Embedded directly into the founding team. Built the FY25 GTM from the ground up: ICP definition, quota design, HubSpot architecture, forecasting methodology and AI-native operating model. This is what a RevOptimise engagement looks like in practice.
Natterbox
RevOps Director
Joined a new CRO to build a RevOps function from zero. Complete FY24 GTM plan covering organisation design, quota setting, commission plan, operational cadences, forecasting methodology and systems. Time-to-Renew reduced by 2x. Average contract length extended by 30%.
UPP.ai
Interim VP Sales
Stepped in as commercial lead post-investment to rebuild the GTM organisation. Redesigned processes, standardised the CRM, recruited and onboarded the sales and CS teams. Delivered 3x growth in average customer value, consecutive record ARR quarters, and a $10M seed round secured in June 2023.
Vodafone Business
Head of Commercial Operations
Led commercial operations and sales engineering for Vodafone Business UK. Deployed Salesforce Einstein AI for account whitespace analysis and Celonis process mining across the lead-to-order flow. Reduced sales admin time by more than 50% and cut query volume by 80%. Early proof that AI-augmented sales ops works at enterprise scale.
Symantec / MessageLabs
Director, Global Sales Operations
Fourteen years at MessageLabs, through its acquisition by Symantec in 2008. Built and led global sales operations through rapid growth, worldwide expansion and post-acquisition integration. Scaled headcount while increasing per-capita revenue. Delivered 30% gross margin improvement across the SaaS portfolio within 12 months.
Bizagi & ZPG
Commercial Operations
At Bizagi (process automation software), built worldwide sales operations and a Customer Data Platform for ABM, improving marketing ROI while reducing platform costs. At ZPG (now Zoopla), hired post-IPO to build enterprise-grade commercial operations. Doubled lead volume and delivered a 10-point NPS gain within 6 months.
Jono Pank, Founder, RevOptimise
JP
Jono Pank
Founder, RevOptimise
About

I have spent 20 years in the engine room of B2B SaaS revenue.

I know what a high-performing Go-To-Market motion looks like. I know where it breaks. And I know how to build one that scales, without just throwing more people at it.

I have been using AI tools since they first arrived. But what is different now is not the tools. It is what is possible architecturally. There is a way to embed AI at a foundational level, not bolted on after the fact, but as the operating model itself. I have built this in practice during fractional engagements and seen first-hand what it changes.

RevOptimise is the vehicle for bringing that to early-stage founders: the ones who are ready to build a Go-To-Market motion that works for 2030, not one held together with spreadsheets and optimism.

Ready to build your
Go-To-Market motion for 2030?

No pitch deck. No vague proposals. A direct conversation about where you are and whether I can help.

Let's talk →
FAQ

Common questions

AgenticAE is a Claude-powered AI sales agent deployed alongside a human Account Executive. It handles the work that does not require human judgement: updating the CRM after every call, drafting follow-up emails, qualifying deals against your methodology, and surfacing pipeline risk. The AE focuses on relationships and decisions. The agent handles everything else, around the clock.

RevOptimise works with early-stage B2B companies — typically 5 to 50 employees — that are transitioning from founder-led sales to a repeatable GTM motion. If you have one to five AEs, revenue that feels unpredictable, and a CRM that nobody trusts, this is built for you. If you are a 200-person enterprise with a full RevOps team, it is probably not the right fit.

A traditional RevOps consultant delivers a strategy and leaves. RevOptimise is embedded — I build the infrastructure, deploy the agent, and stay involved to make sure it actually runs. The AI agent then maintains that infrastructure every day without ongoing consultancy fees. You get the strategic expertise of a senior RevOps hire and the operational consistency of a system that never has an off day.

A typical AgenticAE deployment takes four to six weeks from kickoff to a live agent in production. The first two weeks cover GTM diagnostic and methodology design. Weeks three and four cover agent build, CRM configuration, and integration with your existing tools. The final phase is a supervised go-live with your AEs before handover. You will see the agent handling real tasks before the end of week four.

Get in touch

Start the conversation

Tell me where you are. I will be straight with you about whether RevOptimise is the right fit.

Send a message

Tell me about your business

A few details about where you are. I respond within one working day.

Book a call

Prefer a direct conversation?

Pick a time that works for you. No agenda. Just a straight conversation about your GTM motion.

30-minute intro call

We will cover where you are, what is not working, and whether there is a fit. No hard sell.

30 minutes
Video call
No commitment required
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