Josh Norris

Josh Norris is a strategic leader in capital-efficient GTM design and post-raise execution for high-growth SaaS companies. He partners with founders and CFOs to ensure new capital converts into predictable, investor-grade revenue systems rather than uncontrolled burn.

He has advised 60+ Series A-D startups, helping teams eliminate burn drift, professionalize reporting, and build GTM infrastructure that supports follow-on funding. His work has contributed to multiple clients reaching seven-figure ARR within their first year and advancing to subsequent rounds.

Josh previously led GTM, revops, partnerships, and business development at Hyperbound, scaling from zero to $5M ARR in under two years, and at Lavender during the 2022 downturn. He also managed a 36-engineer organization at a publicly traded SaaS company, giving him a rare systems-level perspective on how revenue, product, and capital deployment align.

The moment the wire hits the bank is the most dangerous point in a startup's lifecycle. Josh operates as the architecture partner between board expectations and execution, ensuring every dollar deployed compounds.

GTM Consultant

I consult on sales, marketing, and customer success.

Josh Norris 🐦‍🔥

Jerry Pharr

Sr. Director of Global Sales Excellence & Enablement

I help revenue teams deliver sales excellence at scale. And I drink coffee.

When I was a kid I accidentally caused a three-alarm fire when an experiment with ants and a magnifying glass got out of hand. Some call it mischief. I prefer to think of it as intellectual curiosity. 

I've always been curious about things. Personally, I'm curious about sports, politics, and technology. Professionally, I'm curious about the most scalable ways to motivate, activate, and enable GTM teams to solve real problems for customers. Because this is LinkedIn, you're likely more interested in the latter than the former.
 
I began my career as a trainer and motivational speaker for kids -- focusing on civic engagement, leadership, and service. It was a fantastically rewarding experience. Then I hit my 30s and wanted to make money.  :) So I transitioned into sales as a rep, working with brands like Expedia, Southwest Airlines, Farmers Insurance, T-Mobile, Microsoft, CBS, and Dell. 

Since 2015 I've been behind the scenes as a revenue operations and revenue enablement leader, primarily in venture-backed, high-growth tech startups. I lead teams that are responsible for guiding GTM strategy, distilling GTM insights & stories, reducing friction in GTM processes, and improving conversations with prospects & customers. 

And I run a sales performance consultancy aimed at helping GTM teams deliver sales excellence at scale. 
 
If you'd like to chat, send me a note. I typically don't accept connection requests unless we've already engaged in some way, but personalized messages or InMails are A-OK. Bonus points if you tell me something unexpected about yourself. 

Obligatory list of areas of expertise and experience: Revenue operations, AI, sales enablement, sales effectiveness, sales operations, sales asset management, sales leadership, account management, customer experience, analytics, business intelligence, enterprise software sales, SaaS solutions, cloud-based solutions, talent management, consultative selling, digital marketing, startups, interactive media, WordPress, social platforms, leadership development, enterprise learning, UX, learning simulations/games

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The Battle

Josh Norris 🐦‍🔥

Jerry Pharr

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