Acquire and expand customers quicker, cheaper, and for longer | Coaches B2B scale-ups scale more efficiently and effectively through proven frameworks | Organizing the MarTech World Forum London 2024

If your board or investors ask simple revenue questions and three people disappear into Excel, we need to talk.

Your forecast sounds confident on Monday. By Thursday, reality disagrees, and no one can explain why.
You spend more time arguing about stages than coaching deals. 
Deals do not die in your CRM. They just quietly age out while everyone watches.

The heroics that got you here are now the bottleneck. You have 15 dashboards, forecast theatre instead of truth, and a revenue engine leaking cash at invisible handoff points.

You are not bad at this. The system is.

I help €20 to 100M B2B SaaS scale-ups turn scattered data and forecast theatre into a revenue engine you can actually steer. Within 90 days. Without a reorg, new tools, or hiring a full-time VP RevOps.

Your RevOps team owns the system when I leave. I bring the pattern. They keep it running.

We start with a fast 4-part maturity scan to find the real constraint. Then we install three structures:
→ One-page strategy linking goals to the programs that actually move pipeline, win rates, and NRR.
→ One Revenue Room where metrics, risks, and decisions live in one view. No more "marketing numbers" vs "sales numbers." Just the number.
→ One operating cadence that replaces updates with decisions. If we are not making decisions, we are just having expensive coffee.

When it works, you explain where pipeline is healthy, where it is leaking, and how you are fixing it in 10 minutes flat. You get the headspace to think 3 years ahead, not 3 hours behind.

I am Rutger Katz, Fractional VP of RevOps.
Most RevOps people grew up in the growth bubble. They know how to spend money. I spent 15 years architecting efficient growth, so I know how to stop wasting money.

At one tech company, I uncovered €1M in unseen upsell opportunities. 
At Relay42, I rebuilt onboarding and adoption to move NRR.

Stop drifting. Start steering.
Revenue Engine Checkup in Featured. 10 minutes.
Or DM me "CHECKUP" for the questions directly.

I also speak/podcast guest on strategic RevOps, neurodivergence in leadership, and scaling to 100M ARR. 
Check www.neontriforce.com/speaking for more

Rutger Katz

Lighthouse Logic

At Lighthouse Logic, I focus on bridging the gap between AI technology and B2B sales by creating specialized ChatGPT training programs. My approach centers on delivering actionable training that helps sales teams integrate Generative AI into their daily routines, enhancing activities like prospecting and sales presentations.

I lead all aspects of the business, from developing strategic initiatives to engaging with clients and ensuring that our training solutions are tailored to meet the specific needs of each sales team. Additionally, I play a key role in shaping the content and delivery of our training programs to ensure they remain relevant and meet the evolving needs of sales professionals.

At Lighthouse Logic, our emphasis on practical and immediate applicability has made us a trusted partner for businesses seeking to incorporate AI tools like ChatGPT into their sales processes. This work is dedicated to making AI a practical tool that sales professionals can rely on to achieve their goals efficiently and effectively.

Founder

Workera

As a Senior Enterprise Account Executive at Workera, I was tasked with driving sales of an AI-powered skills development platform tailored to enterprise-level clients. This role required a deep understanding of both AI technology and enterprise needs, as I was responsible for guiding companies through the challenges of skills measurement and workforce development. I navigated complex sales cycles and helped organizations understand how advanced tools could be used to enhance workforce capabilities and prepare for future demands.

During my tenure, my consultative sales approach using the MEDDICC sales methodology allowed me to understand client challenges deeply and offer tailored solutions that met their unique needs. I worked closely with HR and L&D executives to demonstrate how our platform could be integrated into their existing systems to enhance employee performance and organizational efficiency. The solutions I provided enabled organizations to better identify skill gaps and address them with targeted training initiatives.

Senior Enterprise Account Executive

Udemy

At Udemy Business, I served as a Senior Enterprise Account Executive, where my primary responsibility was to drive sales of our comprehensive online learning platform to large enterprises in Michigan and Ohio. My focus was on identifying new business opportunities and closing high-value deals that aligned with the learning and development goals of these organizations. My role also included working closely with internal teams to ensure that the solutions we provided were fully integrated and aligned with each client's objectives.

Beyond just closing deals, I was deeply involved in understanding the unique challenges faced by each client and tailoring our offerings to meet their specific needs. My work contributed to the platform's success in going public and solidifying its position as a leader in the online learning industry. These achievements, highlighted by my inclusion in the 2021 President's Club, helped to strengthen Udemy Business's competitive edge and its standing as a top choice for enterprise learning solutions.

Senior Enterprise Account Executive - Udemy Business

Enterprise Account Executive - Udemy Business

LinkedIn

As a Mid-Market Account Executive at LinkedIn Learning, I was responsible for selling e-learning solutions to medium-sized businesses. My role required a deep understanding of both the platform’s capabilities and the specific training needs of each client. I demonstrated the value of LinkedIn Learning's offerings through detailed presentations and hands-on demos, aligning our solutions to support their learning and development goals.

At LinkedIn, I excelled at prospecting new business opportunities by building trust and ensuring that clients recognized the real value in our offerings. I took pride in providing exceptional service and support, reinforcing the platform’s reputation as a leader in the corporate education space. My proactive approach and strategic thinking helped expand the platform’s reach and influence in the online learning industry.

Mid-Market Account Executive, LinkedIn Learning

LearnCore - a Showpad company

As the Manager of Sales Strategy and Operations at LearnCore, I played a key role in streamlining our sales processes during a significant period of growth. I spearheaded initiatives to optimize our sales pipeline, manage territories more effectively, and build partnerships that were crucial to our expansion. By implementing data-driven strategies and utilizing Salesloft for more precise prospecting, I boosted the efficiency and effectiveness of our sales team.

My strategic approach resulted in a more efficient and effective sales operation, positioning LearnCore for its acquisition by Showpad in June 2018. Additionally, I focused on improving cross-functional collaboration, ensuring that our sales strategies aligned with broader company goals. My contributions in this role were pivotal in ensuring that our sales team was well-equipped to meet and exceed its targets.

Manager, Sales Strategy and Operations

At LearnCore, I drove sales of our learning management system, which focused on enhancing sales performance through the Pitch IQ platform. This video role-play platform enabled sales teams to practice and perfect their sales pitches in a realistic environment. In this role, I quickly established a strong sales pipeline, targeting mid-market clients with innovative sales prospecting techniques to align our training platform with their specific sales team needs.

My approach involved understanding each client’s unique needs and demonstrating how our platform could help their sales teams refine their pitches and close more deals. This role allowed me to hone my ability to present complex solutions in a straightforward manner, ultimately helping LearnCore strengthen its position in the competitive sales technology market.

Account Executive

FunnelWise

At FunnelWise, a sales and marketing funnel analytics platform, I worked as an SMB Account Executive with a primary focus on outbound prospecting and managing SMB opportunities throughout the sales cycle. During my time at the company, I utilized a data-driven approach to identify and engage potential clients, building a solid foundation for our sales pipeline. My role required a relentless focus on generating leads and maintaining high activity levels, ensuring that I consistently exceeded my monthly targets.

My passion for success and commitment to continuous improvement allowed me to adapt quickly to the fast-paced environment, positioning myself as a dedicated and coachable team player eager to drive results. This position also laid the foundation for my future success in full-cycle sales and provided valuable experience in working within a dynamic startup environment, where adaptability and a proactive mindset were essential for success.

Syncron

At EazyStock, I stepped into the role of North America's first sales rep for their cloud-based inventory optimization software. My primary responsibilities included overseeing the full sales cycle, from prospecting to closing, in a market that had yet to be established. Working remotely with a Europe-based team, I quickly adapted to the complexities of the SaaS industry, developing a deep understanding of how EazyStock's technology could transform inventory management for SMBs.

This role required me to be highly self-sufficient and resourceful as I navigated the challenges of breaking into a new market. By leveraging my growing expertise in the software, I secured EazyStock's first North American client, setting the stage for future growth. This experience was instrumental in sharpening my skills in full-cycle sales and overcoming the hurdles of working in a startup environment.

The Numina Group

At Numina Group, a leader in warehouse automation solutions, I served as the Business Development Manager, where my primary responsibility was driving new business sales and pipeline generation for our sales engineer team. In this role, I consistently exceeded my quarterly and yearly targets by developing and executing multi-touch sales sequences through platforms like HubSpot and Mailchimp. My deep understanding of advanced warehouse automation technologies, including warehouse control and voice picking systems, allowed me to effectively communicate our value proposition to large-scale distribution centers and e-commerce businesses.

In addition to sales, I took a role in on-site client implementation, as well as trade show marketing, ensuring that our pre- and post-event lead strategies were seamless. Beyond new business development, I also played a key role in building out our outbound sales strategy and sales processes. This experience honed my sales prospecting skills, from cold calling to creative outbound strategies, and provided me with the tools to excel in a complex industry with the guidance of an exceptional mentor: Numina Group's CEO, Dan Hanrahan.

Business Development Manager

Marcus Evans

As a Business Development Representative at Marcus Evans, I was responsible for generating leads and securing sales for strategic business conferences aimed at senior executives of Fortune 1000 companies. My primary tool was the phone, where I spent countless hours cold calling and perfecting my pitch. This role demanded persistence and a thick skin, teaching me early on the value of perseverance in the sales process.

While the work was challenging, it was also where I discovered my love for sales and honed my skills in prospecting and relationship-building. The lessons learned during this time, particularly the importance of resilience and adaptability, have been foundational to my success in every sales role since. This experience underscored the critical role of cold calling in driving results and shaping a successful sales career.

Business Development Representative - Delegate Relations

Always Learning | Generative AI's Sales Champion | Midwest Dad | Powered by Prompts

In sales, standing still is never an option; you either adapt or get left behind. For me, growth in sales has always meant embracing change and using it to your advantage. As new technologies emerge, they offer fresh opportunities to refine and elevate our approach to selling. So, when I first encountered ChatGPT, it wasn’t just about new technology - it was about rethinking how sales can be done. My goal has always been to turn challenges into opportunities, using tools that are practical and easy to apply.

That’s why I founded Lighthouse Logic earlier this year: to provide B2B sales teams with tangible, actionable skills in using ChatGPT. My goal is to bridge the gap between technology and day-to-day sales activities, ensuring that AI becomes a tool that sales professionals can rely on for everything from prospecting to closing deals. At Lighthouse Logic, we don’t just teach AI concepts - we show how to apply them in practical, results-oriented ways that make an immediate impact on sales performance.

What I bring to the table is a blend of deep sales experience and a forward-thinking approach to technology. I understand the pressure sales teams face and the need for tools that provide real support, not just more complexity. At Lighthouse Logic, our Generative AI training programs are hands-on and tailored to the specific needs of B2B sales teams. We provide the knowledge and skills to not only understand ChatGPT but to use it effectively from day one.

My mission is simple: to make AI a practical tool that enhances the human element in sales. I believe that with the right training, every sales professional can use AI to not only meet but exceed their goals. At the end of the day, it’s not just about learning new technology—it’s about applying it in ways that make your sales efforts more successful, more efficient, and ultimately more rewarding.

Each challenge in sales presents a chance to grow. I’m here to ensure your team seizes those opportunities with the help of AI. Interested in practical ChatGPT training that drives results? Let’s connect and explore how Lighthouse Logic can help your sales team excel. Explore our AI training programs for B2B sales teams at lighthouselogic.ai.

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