GTM Strategy & Revenue Architecture
ICP definition, sales process design, territory and comp planning, org structure. The blueprint for how revenue actually gets made at your company, not a generic playbook.
Fractional GTM leadership for B2B founders
Fractional Sales &
GTM Leadership
We help founders grow revenue through hands-on leadership. We build and scale your money machine with you.
Revenue engine build plan
Live
ICP & pipeline model
Week 1
Sales process & comp plan
Week 2–3
Forecast & dashboards
Week 4
Coaching cadence
Ongoing
A few days a week
Weekly cadence
No full-time
salary
Scale the involvement as you grow
Why fractional
A full-time VP costs $300K+ before equity. Most companies your size don't need that yet.
They need someone who's actually built and run a money machine. Pipeline, comp plans, coaching, forecasting, a few focused days a week instead of a full-time salary.
See engagements
Full-time VP of Sales
$300K+ / year, before equity
- Full-time cost from day one, whatever the stage
- Months of searching, hiring and ramp before anything moves
- Equity on top of the salary
or
Pavemnt, fractional
From $2,000 / month
- A few focused days a week, starting now
- An operator who has built and run the engine before
- Scale the involvement up or down as the org grows
Services
What fractional GTM leadership actually covers
We always kick off with the same guiding question: where is the low hanging fruit, and why are we struggling to grab it? From there, the work is whatever your stage actually needs. If it makes you money, we will work on it with you.
Embedded Sales Leadership
Weekly pipeline reviews, live deal coaching, forecasting, hiring and onboarding your next reps. We run the cadence like an in-house Director because we've run it before, for real.
RevOps & Reporting
CRM cleanup and buildout, funnel tracking, dashboards leadership actually trusts. So decisions get made on real numbers, not gut feel or a spreadsheet nobody updates.
How it works
Three phases, no long ramp.
You get an operator in the business, not a deck and a retainer. Here is what the first quarter usually looks like.
01
Diagnose
We pressure-test the whole motion: pipeline, process, CRM, comp. We find the low hanging fruit you have not been able to grab.
02
Build
ICP, sales process, comp plan, forecast, dashboards. Whatever the gap is, we build it with you rather than handing it over.
03
Run
Weekly pipeline reviews, live deal coaching, hiring and onboarding. We run the cadence until your team can run it without us.
Who we serve
We work best with two kinds of founders.
Different starting points, same problem. Revenue depends on you personally.
Early-Stage SaaS / AI Founders
Revenue growth is still dependent on your time, and there's no real confidence in how it scales. It's just you, a half-baked and under-used CRM, and a ton of knowledge stuck in your head. We build the function from scratch: process, comp, pipeline, the whole motion.
See engagementsAgencies & Professional Services
You're generating the pipeline and probably closing the deals. Your growth comes mostly from referrals and network, not a repeatable system. It works, until it doesn't scale. We turn what's already working into a real sales function you can grow without you in every deal.
See engagementsWho we are
Operators, not consultants.
You work directly with the people who have built the engine
before.
No account manager in between.
Mitch Pangallo
Co-Founder, SalesIn my last full-time role, I came in when the company was at $100K in ARR. They were struggling to exit founder-led sales and systems and process were slim. Over 5 years I built an engine that produced $50M+ in pipeline and generated $12M+ in new ARR. I know what it takes to get from 0 → 1 and from 1 → 10.
I see founders and owners who need to start scaling sales make the same mistakes over and over. In a world with powerful AI, you do not need a $300K full-time VP of Sales when you're under $10M in annual revenue. You need systems and processes that give your front line sellers the best chances to win.
We built Pavemnt to fill that gap. I help founders build, manage, and maintain their sales and revenue engine.
Evan Neises
Co-Founder, Systems & DataI build the systems and data side of the engine. CRM architecture, automated sales call analysis that surfaces coaching feedback in minutes instead of days, AI agents that qualify leads before they hit a rep's desk, reporting that leadership actually trusts, and integrations across your tech stack. If it needs to connect, sync, or talk to something else, that's the kind of problem I solve.
Most teams we meet are not short on data. They are short on data they trust, and a clear path from what they know to what they should do next. Our job is to close that gap quickly, then keep the stack simple enough that your team keeps using it after we step back.
I help founders make sense of their data and build the systems that keep it accurate, connected, and actually useful.
Engagements
Two ways to bring this on board.
Both are fractional. No full-time salary, no long-term contract you can't get out of. Start where it makes sense and scale the involvement as the org grows.
GTM Advisory
$2,000/mo
Strategy and the blueprint. You execute.
- Revenue architecture & org design
- ICP & sales process documentation
- Comp plan & forecasting framework
- Weekly strategy sessions
Embedded Leadership
$6,000/mo
Everything in Advisory, plus we run it with you.
- Weekly pipeline reviews & deal coaching
- Rep hiring, onboarding & enablement
- CRM / RevOps systems buildout
- Board & investor reporting support
Custom
Let's talk
For teams that need something between the two, or beyond either. A specific project, a heavier lift, or scope neither tier covers.
- Scoped to what you actually need
- Flexible engagement structure
- Built after a conversation, not a template
No full-time salary, no long-term contract. Scale the involvement as the org grows.
Let's find the low hanging fruit.
One conversation is usually enough to tell whether we can help and which engagement fits. If it's neither, we'll say so.