Carol Malakasis

Market Pull Group

"Startups strive for market pull. We help you find it" 

Hi there! At Market Pull, we help early stage founders and sales teams (Seed - A) predictably scale to their first $1M in ARR and beyond. 

But let's take a step back. You already know that 90% of early startups fail. 

And you probably know that's due to lack of product market fit (not enough traction), poor or no sales execution (no playbook), bad founding hires (wrong candidate / wrong stage), burning through your runway (is the business even viable?)

But...is it you? Do you lack sales ability / hate selling OR is it time for a product pivot?

You're losing sleep over: 

🔵 Selling to the right ICP

🔵 Transitioning from inbound to outbound sales

🔵 Successfully qualifying and closing deals

🔵 Finding the right pricing model

🔵 Selling without being 'salesy'

🔵 When to hire and train a sales team

🔵 Executing a repeatable sales motion. 

That's where we come in. 

We audit your processes, custom build your GTM strategy, teach you how to sell (founder-led selling), and help you hire, onboard, and train your first sales team. 

Our clients are able to get to their first $1M ARR and beyond, in a predictable, scalable way, and use the processes we build together for the lifecycle of their business. 

When you hire me, I am a part of your team. I am known for my directness, dedication, and aversion to BS.

If you'd like to work with me, DM me. I look forward to meeting you!

CEO & founder

SOSA

Startup Mentor

Entrepreneurs Roundtable Accelerator

Starta VC

Sales mentor for the Spring & Fall 2023 Cohorts

Techstars

Rampd

WHO GETS RESULTS WORKING WITH RAMPD:

Founders of early stage startups at the Seed to Series A stage, who want a predictable sales system to grow their revenue operations consistently as they scale their organization.

WHAT WE DO:

There are 5 chapters to an inside sales playbook — Building, Hiring, Training, Managing and Measuring. I walk you through a systematized process on how to execute each step flawlessly over the course of an accelerator program. With me you get a Trainer, Consultant, Coach and Mentor all in one.

Managing Partner | Head of Training 

WeWork

Seated

Senior Key Accounts Partner (Series B)

- Promoted in this position to handle our top tier, key accounts.
- Consistently closed over 100% to goal
- Launched Boston, Atlanta, and Chicago market

Senior Key Accounts Associate

- Second salesperson to be hired in the team (Seed stage)
- Helped built initial script and outreach materials
- Consistently closed over 100% to goal

Senior Account Executive 

Trendy Pal

Trendy Pal is a two-way app connecting local retail shops with influencers, in order to acquire new clients and promote retention via built-in loyalty program.

- Built GTM strategy
- Trained sales team
- Recruited VP of Sales

Sales Consultant

Munch Ado

All-in-one digital solution for restaurants providing social media and e-commerce design and management, driving growth and revenue online.

Director of Account Management

When I got hired at my first sales role, selling goat cheese door to door, I did not know what “revenue” meant. Fast forward 15 years later, I am an expert at scaling revenue for Seed - Series A startups. 

I am a NY sales vet who spent the last 15 years in startup sales. 

After my brief stint selling cheese, I co-founded a CPG brand (acquired) selling handmade Horchata to local markets and Wholefoods. 

I pivoted in tech in 2012 and found my passion in building SMB startups. I’ve been part of the founding GTM team in three high growth startups (2 exits). 

I’ve made over half a million cold calls, trained sales teams, hired and onboarded hundreds of reps, and sold over $2M in revenue. 

Since 2020, I am a GTM consultant, trainer, and coach for B2B SaaS companies. I’ve helped over 100 YC companies get to their first $1M in revenue and beyond. 

.........................................................................................

The first five years of a startup's life are the most crucial. 

During this time 90% of startups fail. 

Top reasons include lack of product market fit, poor or no sales execution, bad founding hires, burning through your runway. 

I de-risk all of the above and provide you with the tools and systems to predictably scale to Series A and beyond. 

When traction isn’t there, is it really your product or…is it you? Do you struggle with selling, lack a repeatable sales process, or need a product pivot? 

You're losing sleep over: 

🔵 Selling to the right ICP

🔵 Transitioning from inbound to outbound sales

🔵 Successfully qualifying and closing deals

🔵 Finding the right pricing model

🔵 Selling without being 'salesy'

🔵 When to hire and train a sales team

🔵 Executing a repeatable sales motion. 

That's where I come in. I audit your processes, custom build your GTM strategy, teach you how to sell (founder-led selling), and help you hire, onboard, and train your first sales team. 

My clients are able to get to their first $1M ARR and beyond, in a predictable, scalable way, and use the processes we build together for the lifecycle of their business. 

When you hire me, I am a part of your team. I am known for my directness, dedication, and aversion to BS. 


If you want to work with me, DM me. You can also book a call at https://calendly.com/malakasis ☎️

Envoy

Pavilion is powered by an international community of revenue leaders from the world’s fastest growing companies. Together, we teach new skills, forge meaningful connections, and help our companies grow. 

As an Event Host, I host Executive Salon Dinners for Pavilion and drive insightful, confidential dialogues on trending topics, growth opportunities, and strategies for overcoming challenges. 

Unlock your professional potential and level up with community-powered learning for CEOs, GTM leaders, and teams. Join today at joinpavilion.com/apply-now.

George Homer

Interfolio from Elsevier

Part of the Enterprise Sales Team supporting Higher Education institutions with software tools for Faculty search, retention, promotion, tenure, and activity reporting.

Enterprise Account Executive

Ogandawa Foundation

Board Member for Ogandawa Foundation a 501c3 Non Profit that is fiscally sponsored by the Edward Charles Foundation.

Board Member

GMH Advising

I help startup founders get out of the sales weeds to create a repeatable and scalable sales motion. My proprietary process starts with a comprehensive audit of current sales and marketing operations that is transparent, objective, and candid. We assess what is working, what areas need improvement, and create a plan of actionable insights to grow revenue and improve Go-To-Market processes.

Founder

Vector Solutions

Hired to launch a SaaS online training corporate business line for new clients and existing customer expansion. 
-I was the top sales producer at Get Inclusive closing $1.7M of the $2.2M company total in new ARR, exceeding $1M quota which led to an acquisition by Vector Solutions.
-Navigate and build trusting relationships with multiple stakeholders, identifying influencers and deal champions, and listening to the needs of each functional area to create comprehensive deal plans.
-Discerned customer requirements, overcame objections, resolved inquiries, and secured deals.
-Speak to offerings as they relate to the customers’ unique challenges and manage complex purchase processes by collaborating cross-functionally with sales engineers, product managers, customer success managers, and marketing to address concerns and close six-figure deals. 
-Participate in conversations with senior-level executives to develop strategic initiatives to grow revenue.

Vice President of Strategic Accounts

Impactly

Strategic Advisor

Get Inclusive (Acquired: Vector Solutions)

Managed a large group of accounts and developed sales plans to prospect, build and manage relationships with prospects at new logo opportunities. Achievements include:
-Top sales producer closing $1.7M of the $2.2M company total in new annual contract value (ACV), exceeding $1M quota which resulted in the acquisition by Vector Solutions. 
-Crafted a GTM strategy to achieve 120% revenue growth YOY in 2022.
-Developed a sales plan to prospect, build and manage relationships with customers.  
-Prepare forecasts and report KPIs to Chief Revenue Officer.
-Keep abreast of new product lines, competitors’ products, and industry trends to provide exceptional service.

Traliant

Helped Traliant rise to #13 on Deloitte Technology Fast 500 in 2020 as a sales team member. Traliant was acquired by PSG in 2021. 
-Crafted outbound GTM strategy for new logos closing the largest ACV deal in company history (Oracle with international deployment).
-Exceeded quota at 152% for new logos and existing customer expansion. Key new customers included Rivian, ITG Brands, Highmark Health, Coca-Cola Northeast, Coca-Cola Southwest, and OTPP.
-Managed prospects and created proposals to exceed customer expectations. 
-Cross-sold to large existing customers and increased revenue by an average of 86% per account.
-Conducted cold outreach on new logo Fortune 100 potential customers for SaaS training and LMS service.

Strategic Account Director

Impact Compliance Training

Founded and bootstrapped a SaaS startup company for online training. Brought on 100 new logos and scaled the company from zero to $1.1M in Annual Recurring Revenue (ARR) in 15 months.
-Built GTM functions including playbooks and cadences, overcame objections and oversaw marketing including PPC, SEO, content, and tech stacks.
-Hired, trained, and mentored new full-cycle sales representatives.
-Coached sales representatives to exceed quotas by 52% on outbound demos and closed-won opportunities.

Co-Founder/Sales Director

EVERFI

Supported the largest new logo and existing customer expansion opportunities within the Higher Education and Corporate Compliance SaaS online training platform segments.
-Closed $2.2M in ARR and recognized as the #1 top sales producer out of 45 reps which exceeded annual quota by 113% in 2017.
-Led GTM strategy for outbound and inbound playbooks, new product launches, content, and sales training.
-Mentored multiple junior sales representatives resulting in career-changing professional development with corresponding income increases.

LawRoom (acquired by EverFi)

Recognized as the top sales producer for 6 consecutive years, leading the company to a mid-8 figure acquisition by EVERFI.
-Drove company revenue from $2M ARR in 2008 to $16M ARR when acquired in 2016.
-Produced $1.7M in ARR exceeding annual quota at 171% to goal in 2015.
-Created sales strategies for new product launches, content marketing, and other sales collateral including the execution of outbound playbooks, objections/rebuttals, sales mentoring and training, hiring, and battle cards.
-Influenced strategies for customer success and product management including recommending feature enhancements and resolving customer issues.

Senior Enterprise Account Executive

Helping Founders Create a Repeatable Sales Motion | 1 Startup Founded | GTM Leader | $100m Outbound Pipe Generated

I help startup founders get out of the sales weeds to create a repeatable and scalable sales motion. My proprietary process starts with a comprehensive audit of current sales and marketing operations that is transparent, objective, and candid. We assess what is working, what areas need improvement, and create a plan of actionable insights to grow revenue and improve Go-To-Market processes. 

So why me as an advisor?

I’m not a LinkedIn influencer or a sales coach that comes from big well-funded companies with unlimited resources. I’ve been in the trenches building the car while driving it with a unique bias to action at bootstrapped startups. 

You can get advice from someone that hasn’t actually done this work themselves but it will take you longer and success may not be guaranteed. 

Here is a bit about my experience:

After bootstrapping my way through a college degree while working full-time, I got into tech sales and honed my craft during the Great Financial Crises. 

I worked my way up to the top AE  position and GTM leader generating over $100m in outbound pipeline with $25m closed won that played an extremely significant role in helping 3 companies reach over $100m in combined exits. 

I also bootstrapped my own SaaS company from $0 to $1m in 12 months.

Top results achieved over my 15-year tech sales career:
-Top AE and GTM lead at LawRoom.com generating over $40m in outbound pipeline and $15m net new closed won revenue going from $2m to $16m leading to a mid-8-figure acquisition by EVERFI. 
-Top AE and GTM lead at Get Inclusive generating over $10m in outbound pipeline and $3m net new closed won revenue going from $1m to $5m leading to an acquisition.
-Founded and bootstrapped Impact Compliance Training, a SaaS company from the ground up, and grew the company to $1m ARR in 12 months. Created everything from scratch-outbound sales motions, and sales and marketing playbooks, and hired and trained new full-cycle AEs to blow out quota by 47%.
-Top AE and GTM lead at EVERFI responsible for the largest new logo and upsell opportunities which resulted in over $15m outbound pipeline generated and over $5m closed won in 2 years.
-At LawRoom.com, EVERFI, and Get Inclusive I refined and updated GTM outbound sales motions for cold call process, cold email marketing motions, playbooks, decks, battle cards, new product launches, thought leadership, and objections and rebuttals documents.
-At Traliant I built an outbound sales playbook to bring in the largest corporate opportunity in company history Oracle. Traliant was acquired by PSG in 2021

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Carol Malakasis

George Homer

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