+150%
Upsells, year on year
01 · Fix
Upsell growth from a joined-up process
As head of customer experience at a B2B SaaS company, I built onboarding, account management and support from scratch and ran them as one connected process.
GTM advisor for technical B2B SaaS founders · Prague
You build the product. I make sure it sells.
I help technical founders move from founder-led sales to a go-to-market that repeats: a clear ICP, a sales process your first hire can run, and a site that buyers and AI assistants can find. I do the work with you, not just the advice.
Or write to shash@pm.me
Nobody can find you. Nobody’s buying yet. That’s usually the actual problem →
In short
What does a go-to-market advisor for technical founders do?
A go-to-market (GTM) advisor works out who your product is for, why they buy, and how a deal moves from first call to signed, then helps you fix or build the parts that are missing: the ideal customer profile (ICP), founder-led sales and how to make it repeatable, the timing of a first sales hire, and how easily buyers find you in search and AI answers. I do this for technical B2B SaaS founders, from first customers to around Series A, by diagnosing first, then fixing or building with your team.
The problem
Sound familiar?
Most of these are fixable. The hard part is knowing which one is yours.
Strategy
“We’re busy, but I couldn’t tell you if we’re heading the right way.”
Users like the product, but the ICP, the buyer and the reason they pay are still in your head, not written down.
Operations
“Everything runs through two or three people, and the CRM is half empty.”
Handoffs between sales, onboarding and support happen in Slack threads and spreadsheets, and customers feel the gaps.
GTM
“I’m still the one closing every deal.”
Wins depend on the founder. There is no repeatable motion, no pipeline you can forecast, and the ICP is “anyone who needs this.”
Marketing
“Engineers like what we built, but the people who sign the budget have never heard of us.”
The messaging describes the product, not the problem. The site is not built to be found in search or AI answers, and none of it connects to pipeline.
Sales
“We hired a salesperson and it isn’t clicking.”
No agreed stages, nobody but the founder has run a deal start to finish, and the hire is copying something that was never repeatable.
Brand
“We keep shipping, but the site still reads like version one.”
The product is stronger than how it is presented. Buyers can't tell what you do in the first few seconds.
Why me
Most advisors know one slice. I’ve worked the whole commercial side.
Sales, customer success, onboarding, go-to-market. When one part is broken, the cause is often in the next one along. I started as an engineer, so technical buyers do not need a translator.
Worked with & for
…and many more.
Proton, Productboard, Oracle, Apify, Resistant.ai, IceWarp, Distress Monitor, Brand Embassy, Expedia, Dataweps, and many more
15+
years in B2B SaaS sales, customer success and go-to-market
2
regions worked across: EMEA and APAC
2
degrees: electrical engineering and an MBA in finance, which helps with technical buyers
How I help
Pick your starting point
Every project starts with finding out what is really going on. It covers strategy, operations, GTM, marketing, sales and brand.
Not sure what's wrong?
Diagnose
I look at the commercial side from the inside: your last deals, ICP, funnel, positioning and findability. I talk to the people who know where it hurts, then tell you plainly what is broken and what to fix first.
You get
A written report that ranks what is broken by business impact and urgency. If you want my help fixing it, we scope that separately.
Time
A few days to 2 weeks, depending on scope. Conversations with your team included.
Something isn't working?
Fix
For teams that are doing the work without seeing the results. I find where things get stuck, repair the process, and get everyone pulling in the same direction.
You get
A clear picture of what is holding you back within the first week, then a reset plan your team signs up to, with regular check-ins so progress is visible.
Time
4 to 8 weeks alongside your team, scoped on our first call.
Starting from zero?
Build
For new companies, products and teams that need the foundations in place before they grow: ICP, sales process, positioning, and being found in search and AI answers.
You get
The few foundations that matter most, built properly and handed over ready to use. We pick what matters instead of trying to build everything at once.
Time
A hands-on 4 to 6 week sprint with a clear finish line.
Not sure which one? Or looking for something different? That’s what the first call is for.
Let’s talkProof
What it looked like in practice
3x
Inbound leads in two years
02 · Build
A marketing engine that compounds
Same company. I built the inbound engine: search-led content on the topics buyers research, SEO and AEO so we show up in Google and in AI answers, sharper positioning, and conversion paths measured through to pipeline, so inbound grew because the system worked, not because of one campaign.
1 → 10+
People in the sales team, 8 quarters in a row over target
03 · Scale
From first sales hire to a team
I joined as the first account executive for the business offering, with no playbook, then became Head of Sales.
125%
Net revenue retention
04 · Retain
Retention in an enterprise book
As a senior enterprise customer success manager at a B2B SaaS company, I worked enterprise accounts at 125% net revenue retention.
“I managed Shash at Proton, where he joined as the first account executive for our Business offering. There was no playbook, so he had to work out who the buyers were and how deals got done while selling every day. He then built and led the team from scratch. He’s direct, he learns fast from customer conversations, and he makes sure he shares what works so others can follow.”
The process
Working together
01
Discovery call
Tell me what you are working on and what is in the way. We work out what you need and what working together could look like. No prep needed.
02
One scope, one price
We agree what changes, what I deliver, how long it takes and what it costs. If something shifts along the way, we talk before anything is added.
03
Working with your team
I work alongside your people, share what I find as I go, and keep the decisions with you.
04
A proper handover
At the end your team has the process, the documentation and the next steps. You should not need to keep me around just to understand what we built.
Need a bigger team?
Some projects need more than one pair of hands. I can bring in people I know and trust, and I stay involved from the first conversation through delivery.
A useful test
Before you hire a salesperson, run this on your last 8 to 10 deals.
Most first sales hires fail before the person even starts: the founder's wins can't be repeated by anyone else yet. Answer five questions about your own closed deals. Three or more "not really" and a hire won't fix it yet.
Read the full test, and what it looked like at Proton →
New to this? Start with founder-led sales →
Read more
Guides and quick answers
What is a full-funnel GTM advisor?
Someone who works across the whole commercial motion: ICP, positioning, findability in search and AI answers, and the sales process that closes the deal. Most consultants cover only marketing or only sales.
When should a technical founder hire a first salesperson?
When you can say, from your last 8 to 10 closed deals, who buys, why now and how a deal moves. If you can't yet, a hire has nothing repeatable to copy. The readiness test above checks this.
How much does an engagement cost?
I don't publish a rate. Each project is scoped on the first call with one scope and one price. The first call, 15 minutes, is free.
Do you work with founders outside Prague?
Yes. I work over video with founders and teams in Europe, the Gulf, North America and Asia-Pacific.
About
Hi, I’m Shash.
15+ years in B2B SaaS sales, customer success, and go-to-market. Head of Sales at Proton, where I scaled the team from 1 to 10+ people across eight consecutive quarters over target. Before that, Senior Enterprise CSM at Productboard, running at 125% net revenue retention. I've also advised Apify and Resistant.ai on building GTM functions from scratch.
I trained as an electrical and electronics engineer, then did an MBA in finance, and ended up in B2B SaaS almost by accident. What kept me there was building teams and hiring, promoting and mentoring the people who made those functions work. That is why I work the way I do now: hand me something brand new or something that is stuck, and I will get into it with you.
You can brief me in English, Hindi or Czech. Based in Prague, I work over video with founders and teams in Europe, the Gulf, North America and Asia-Pacific. See where I work →
OperatorI have run sales, customer success and onboarding, not just advised on them.
Hands-onI work in the details with your team, not from the sidelines.
PragueWorking with teams around the world, over video.
Contact · Prague, CET/CEST
Let’s untangle it together.
A first call of 15 minutes is free, and no deck is needed. Send a few lines about where you are, or write to me directly.
- 1I read every message myself.
- 2If it looks like a fit, I’ll suggest a short call.
- 3If I’m not the right person, I’ll say so and point you somewhere useful.