Providing GTM Advisory & Operating roles for PE / growth equity firms and their value creation/operations teams, I work with portfolio companies on a full-time, contract and/or fractional basis, from advisory to project-based consulting to hands-on execution. Past sponsors include: Riverside Company, Five Arrows, Rubicon Technology Partners, a16z, Edison, Lightspeed Ventures, GreylockPast interim/fractional roles include: Navigate360, Modern Campus, n2y-Texthelp, EverTrue, Anitox, Dimension, Ascent, SuuchiGRIDPast Advisory Board roles: Dimension, Ascent

As a Partner and Practice Leader at West Monroe, Brian transformed a bespoke sales enablement practice into key, emerging horizontal offering for GTM strategy & RevOps execution that drove value creation and accelerated profitable revenue growth and EBITDA expansion for PE firms and portfolio companies in B2B SaaS, life sciences, consumer and industrials, ranging from ~$50M to $4B in revenue. • Built, led, and grew team of external / internal subject matter experts from nascent, distributed capability into team of ~15-20 dedicated to GTM/sales strategy and enablement delivery, contributing over $24M in revenue, leading multiple value creation and GTM transformation projects while growing several key client accounts.• Collaborated with industry and functional leaders to develop, refine, and deliver sales & marketing strategy capabilities with standardized RevOps offerings to enable efficient growth at scale, while driving high-impact client outcomes, resulting in >$500M in enterprise value creation.• Led dozens of diligences, and post-close value creation projects to identify and enable operational efficiencies, cross-functional growth and cost-optimization levers in commercial, product, R&D organizations to drive margin expansion and EBITDA growth in support of investment theses.• Served as keynote facilitator and subject matter expert for several PE portfolio summits including: “Leveraging Data & Analytics to Grow the Install Base,” Francisco Partners’ CXO Conference, and “Best Practices in Adoption and Expansion,” Blackstone’s Commercial Summit.• Provided thought leadership and built awareness around GTM capabilities by co-authoring articles, “How a Revenue Growth Management Strategy Will Help Manufacturers Drive Profitability” and WM's GenAI PoV, “How to Infuse AI Into Your Current Sales and Marketing Processes.”

Serving as an Interim Chief Revenue Officer (iCRO) leading Sales, Marketing & Customer Success for multiple private equity-owned portfolio companies across the Riverside Micro-Cap (RMCF) and Capital Appreciation (RCAP) funds - Focused on GTM Transformation - execution, institution/adoption of best practices and acceleration of profitable revenue growth. Deploying Riverside's Sales Excellence framework, the provisional/interim revenue leader takes ownership of the entire revenue life-cycle to increase the commercial effectiveness of GTM functions to improve EBITDA and increase valuation, working closely with the CEO, Board of Directors and portfolio company leadership as a “hands-on” advisor and player/coach resource, providing oversight and guidance specifically in sales, marketing & customer success strategy, alignment and execution.

• Executed post-merger integration, including realigning sales & marketing teams and rebranding.• Built and delivered best practices ICP model, encompassing sales processes and operational metrics in development of new go-to-market model, yielding 57% increase in bookings from Q1 through Q3.

• Built and scaled best practice SDR model, including playbooks and onboarding, that yielded 10x increase in prospecting activity and 250% growth in gross pipeline.• Created and implemented formal pipeline management process and sales metrics, including KPIs that drove ~50% increase in forecast accuracy and ~30% increase in bookings.

Brought in by The Riverside Company (investors) as interim CRO to lead revenue transformation and post-integration efforts between core Nav360 business (ALICE Training, Navigate Prepared, and SafePlans) and four new acquisitions (School Check-In, P3 Global, Social Sentinel, and Evolution Labs) in Q4 2020. Led revenue organization of over 50 head count (sales – enterprise / mid-market, customer success, partners / channels, SDRs, and revenue ops) to enhance sales and marketing alignment and drive greater salesforce effectiveness across both K12 and commercial segments.• Increased new logo acquisition (33%), cross-sell / upsell and net revenue retention (27%) from Q2 '20 to Q4 '20, and increased aggregate win rates from 25% to 40% across all opportunities from Q2 '20 through Q1 of '21• Oversaw prioritization and execution of sales transformational roadmap and 2021 revenue operating plan: GTM coverage model, organizational design and structure, quotas, compensation, territory design, and talent strategy (hired five senior leaders and top-graded ~30% of field reps).• Provided forecasting visibility to CEO and RMCF deal & operating teams, adhering to The Riverside Company’s forecasting, pipeline analytics, and weekly/monthly/quarterly operating KPIs.

SBI, The Growth Advisory (F/K/A Sales Benchmark Index, LLC) is a management consulting firm comprised of former sales and marketing leaders specializing in strategy and execution. SBI’s agile practitioner model is dedicated to helping CEOs and their executive teams grow revenue faster than their industry and competitors.• Led business development and GTM consulting engagements for PE-backed, middle-market, and enterprise B2B companies, ranging from $25M to $1B in ARR across multiple verticals, including TMT, SaaS, healthcare, business services, logistics, and industrials, and driving 14% YOY bookings growth.• Drove 50% revenue growth in SBI’s PE practice with new logo and relationship development of key private equity firms (including Blackstone, Apax, Insight, Thoma Bravo, TPG, CVC, Providence, Carlyle, Berkshire, NMC, and AEA) to drive due diligence and post-close value creation engagements.• Delivered commercial diligence projects for companies ranging in $25M-$250M ARR to validate investment theses, assess revenue plan feasibility, identify functional gaps, and prioritize recommendations for long- and short-term revenue lift.• Hosted dozens of revenue growth workshops for PE operators and executive leadership teams, providing commercial effectiveness insights through quantitative and qualitative analyses and helping clients design and implement GTM transformations with sales and marketing budget / ROI metrics and KPI benchmarks.• Served as keynote speaker for organic growth session of Blackstone’s Portfolio CEO Summit (2019) and led multiple sales & marketing best practice workshops at Commercial (CRO/CSO/CMO) Portfolio Summits for partner PE firms.• Provided thought leadership and intellectual capital development in PE / institutional investor community by publishing articles: “Benchmarking Marketing Performance for Your Portfolio Companies” and “What Role Does Field Marketing and Field Sales Talent Play in Enterprise Valuation?”

(NASDAQ - ADP: Global provider of Human Capital Management (HCM) SaaS technology and Business Process Outsourcing (BPO) services. ADP's cloud software and expert insights to help small to enterprise-sized business to unlock the potential of their people. HR. Talent. Benefits. Payroll. Compliance.)• Built and implemented strategic GTM plan for middle-market PE channel, and drove revenue growth with ~50% CAGR from FY14 to FY17 across the domestic US market.• Led and grew Sales team to 15+ reps and leaders, responsible for building long-term GP relationships, driving revenue within each PE portfolio (new logo & expansion) and increasing market share across the PE channel.• Consulted with private equity deal & operating teams on pre-acquisition due diligence, and post-acquisition operational transformation projects including human capital and HRIS optimization, HR benchmarking and execution plans.• Created additional value in individual portfolio companies by delivering HR outsourcing & technology solutions to align with partner PE firms' key growth initiatives and stabilizing/reducing SG&A expense.• Implemented strategic sourcing initiatives and leveraged spend incentive programs to reduce SG&A across PE firms’ portfolio companies to expand EBITDA margins.• Responsible for strategic partnerships with external consultants and internal marketing partners to broaden ADP brand awareness and deliver unique value proposition to the PE industry.• Led industry expert panel discussions on M&A challenges ranging from corporate carve-outs to the evolving role of operating partners within specialist/generalist models for: - Private Equity International’s (PEI) Operating Partners Forum (2016, 2017) - Capital Roundtable's “Best Practices for Creating Value In PE Portfolio Companies” (2016, 2017) - Cohn Reznick's Annual Liquidity and Capital Raising Forum (2016)