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.

Startup IQ

Co-Founder & GTM Strategist | Startup-IQ

At Startup-IQ, I work directly with Seed to Series A founders to solve one of the toughest challenges in early-stage tech: turning vision into revenue.

Through our flagship Founders GTM Office Hours and tailored GTM Assessments, I help startup teams identify gaps, sharpen their positioning, and build scalable, investor-ready Go-to-Market (GTM) strategies that actually work in today’s volatile market.

Whether it’s clarifying your Ideal Customer Profile, stress-testing your pricing model, or refining your sales motion—I bring decades of experience from startups and global tech giants (IBM, AWS, SAP) to deliver grounded, practical guidance. My focus is always the same: traction, revenue, and founder confidence.

At Startup-IQ, we believe founders shouldn’t have to learn everything the hard (and expensive) way. So we offer direct, tactical support—not fluff, not theory. Just the frameworks, insights, and execution advice you need to build a company that lasts.

🔹 Weekly GTM coaching sessions
🔹 Custom GTM assessments—from quick diagnostics to deep dives
🔹 Sales execution, messaging, and market fit strategy
🔹 Trusted by investors to de-risk early-stage growth

If you’re a founder who refuses to fail—or an investor supporting one—let’s talk.

Principal

Essenvia

As the Vice President of Regulatory AI Solutions (global head of sales) at Essenvia, I am driving a scalable Go-to-Market strategy that positions Essenvia as the leading Regulatory Information Management Systems (RIMS) solution worldwide. By harnessing advanced Generative AI and outstanding platform engineering, Essenvia has built a top-performing RIMS platform trusted by some of the largest global medical device companies—as well as mid-sized innovators. Through a strategic partnership with Accenture, we ensure our customers achieve unparalleled success in navigating the regulatory landscape, fueling growth and innovation in the medical device industry.

Vice President, Regulatory AI Strategy

Elemental AI

Elemental AI delivers practical AI Solutions for Mid-Tier companies that drive massive efficiencies and significant ROI.

Director, Strategic AI Solutions

Nolan Outcomes

At Nolan Outcomes, we're not just business advisors; we're your partners in success. We provide guidance and coaching to leadership teams, investors, and business owners, enabling them to create strategic sales roadmaps that not only find more customers, win more opportunities, and grow their most strategic accounts, but also unlock business value. 

With extensive experience working with technology giants like AT&T, AWS, IBM, SAP, and BearingPoint, private equity firms and multiple early-stage software startups and niche technology services companies, we assist our clients by conducting comprehensive pipeline assessments and optimizations to ensure the efficiency and effectiveness of their sales processes.

Our sales consulting services concentrate on optimizing the sales process, aiming to elevate proficiency by observing and refining actionable behaviors within the sales team. We reinforce the adoption and application of these strategies in real-world scenarios. This approach encompasses the implementation of a robust B2B SaaS sales strategy that transcends mere content. Our consultation support ensures a guided and successful journey toward sales excellence.

Our mission is to transform our clients' sales organizations into high-performing powerhouses. Leveraging our extensive experience in enterprise and channel sales management, we swiftly pinpoint areas for improvement within your sales operation. We then recommend targeted initiatives aimed at driving growth and success. Together, we'll unlock the full potential of your sales organization.

Contact us at https://www.nolanoutcomes.com/

Founder - Sales Performance Consultant

Pavilion

I am a participating and contributing member of Pavilion, the world's largest community for Sales and Go-to-Market Professionals.

Executive Member

BairesDev

I am providing Strategic Sales Support to Baires Dev, the leader in Nearshore Software Development.

“We are your nearshore partner for software development. Our approach centers on understanding before action, offering tailored solutions: dedicated teams, outsourced projects, staff augmentation,
and more. With over a decade of experience, BairesDev has collaborated with startups, SMBs, Fortune Global 500 companies, and industry disruptors across the world. Our clients include brands like Google, J&J, and Rolls Royce.
We employ a team of 4,000+ rigorously vetted bilingual software professionals from the Americas and the Caribbean. They represent the top 1% of talent across 50 countries. Our track record boasts hundreds of satisfied clients and on-budget, on-time project delivery. We're ready to provide the same high-quality results for you. We transform your biggest business and tech challenges into value-driven outcomes and lasting partnerships.”

Senior Advisor

Amazon Web Services (AWS)

As a part of the dynamic Rapid Response team, I supported multiple customers in initiating their AI/ML journeys, particularly focusing on AWS Generative AI. I was honored to receive the Amazon AWSome Award for my contributions, which included enhancing our GenAI sales pitch and coaching AWS Account Managers to bolster their engagement with GenAI Solution customers.

Senior Account Manager, Rapid Response Team

Maven Wave, an Eviden Company

Served as the selling sales manager leading Maven Wave's exceptional Sales Team in the East Region. In addition to managing my team, I spearheaded as the lead sales executive for several of our most strategic customers. Our collaborations with leading clients aimed to harness the power of Google Cloud Platform and Google Workspace, driving phenomenal business outcomes. Main focus revolved around customer solutions in Machine Learning, Generative AI, DevOps, Application Development, Data Analytics, and Data Modernization. Each initiative was geared toward delivering impactful results.

★ Key accomplishments:

➜ Drove over 120% of objective for H1/2021.
➜ Winner of 2020 Atos North America 100 Percent Club.
➜ Stood as Google's #1 NA Services Partner at Maven Wave, and I was at the forefront, showcasing our expertise.

Eastern Region Sales Manager

Datometry

As the Head of Global Sales for this early stage startup, I spearheaded Datometry's exponential worldwide revenue expansion via Partner Channel Sales for the company’s SaaS solution and related professional services. Orchestrated the rapid expansion of the company by strategically cultivating robust partnerships with Public Cloud Vendors, Global Systems Integrators, and Data Warehouse Consultancies. Empowered Global Enterprise Customers to gain competitive advantages by leveraging their data assets, orchestrating seamless migrations from Teradata to Cloud Native Data Warehouses.

Global Growth Leader

Qubole

Qubole maximizes Big Data ROI, offering a swift, cost-efficient Cloud-native platform integrating diverse data sources with top Open-Source technologies across major Public Clouds.I was top salesperson at this early stage startup, delivering 180% of objective.

Regional Sales Director

"Some say sales is a science. I say it’s more like jazz—structured, but with just enough improvisation to surprise and win."

I’m Jack Nolan, a Principal at Startup IQ—where we help Seed to Series A startup founders go from product to pipeline to predictable revenue. We work with ambitious Founders who are tired of throwing darts in the dark when it comes to sales. I'm also a Fractional Sales & GTM Leader and a Contract Speciality Salesperson. 

I’ve spent the better part of my career leading global enterprise sales teams at IBM, AWS, SAP, and AT&T, and building revenue engines for fast-moving tech startups across industries. From opening 8-figure deals in Fortune 500 boardrooms to mentoring scrappy first-time founders, I’ve seen what works—and what fails spectacularly.

What I know: Most startups don’t have a sales problem—they have a Go-to-Market problem.
Wrong ICP. Weak messaging. Confused pitch. Premature hiring. It’s a recipe for churn, chaos, and a very short runway.

Startup IQ exists to fix that.

We give startup founders and their investors strategic, no-fluff GTM assessments, tactical advice that actually works in the real world, and founder-focused coaching that accelerates traction. Whether it’s identifying your real buyer, refining your pitch, or avoiding costly hiring mistakes, we help you make smarter GTM decisions before your burn rate catches up.

If you're an early-stage Founder looking to build a repeatable sales motion—or an investor trying to de-risk your portfolio—let’s talk.

I don’t do theory. I do outcomes.
And I do it with teams that want to win.

📩 jack@startup-iq.com
🌐 www.startupiq.xyz

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Carol Malakasis

John (Jack) Nolan

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