I fix broken sales organizations.
Whether you’re a 5-person startup or a public company, I build structure & repeatability into sales organizations to scale. I look at your people, process and tools, find where revenue is leaking, and leave you with a sales motion your team can run without me.
The problems I get called about.
These are common challenges that all CEOs and founders face. If two or more fit, we should talk.
- The founder is still the best closer, and that's the problem.
- Consistently missed forecasts.
- Too many tools, and none of them talk to each other.
- Sales rep and management compensation concerns.
- Pricing, negotiations, and closing.
- You've hired a head of sales who didn't work out. Help us keep the ship afloat while we find someone new.
I need you in the room.
Fractional CRO, interim VP of Sales, or a focused project. I become a trusted member of your team to help you hit your goals.
I need a gut check.
Executive sales coaching for founders and sales leaders. A couple of hours a week to pressure-test decisions, review the pipeline, and talk through what's next.
Ways I can help
Named by what's going wrong, so you don't have to pick a service first.
Founder-led to repeatable
Only the founder can close. I turn what they do instinctively into a process, a pitch and a hiring profile the team can run.
Pipeline and forecast you can trust
Deals sit in the wrong stage, have no real champion, and slip every month. I set stage definitions, run the reviews, and fix forecast discipline.
Lead flow and funnel definitions
Nobody agrees what a lead is, and inbound demand leaks between signup and sales. I define prospect, lead and SQL, then close the gaps.
Roles, territories and comp plans
Swim lanes are blurry and the comp plan pays for the wrong things. I design roles, routing and comp that reward the behavior you want.
Pricing and packaging the team can sell
Prospects buy the smallest plan or negotiate every add-on. I simplify the menu and the story so value leads the conversation.
Outbound that produces meetings
Spray-and-pray isn't working. I build a focused named-account motion with messaging by role and use case.
Hiring your sales leader or first reps
The hiring profile, interview scorecard and first-90-day plan, so the next hire doesn't cost you another year.
Interim sales leadership
Your VP of Sales just left or hasn't been hired yet. I run the team in the meantime, as I did as interim VP of Sales at Appen.
Organization Diagnostic
A fixed-scope look at your sales organization before anyone commits to a longer engagement. You get a written assessment and a 90-day plan you can run with or without me.
- Week 1Listen. Interviews with leadership and reps. Sit in on live calls. Pull the CRM data.
- Week 2Diagnose. People, process and tools, measured against your goals. What's working, what's broken, and why.
- Week 3Decide. A written readout and a 90-day plan: structure and clarity first, then early wins, then repeatability.
Is this deal real?
Pick one deal you're counting on this quarter and answer the questions I ask in every pipeline review. Your answers stay in your browser.
I'll tell you what I'd do with this deal in a pipeline review.
Tools & playbooks
Things I built for clients, cleaned up so your team can use them. More live on ScottieApps.
Sales games for your team
Wheel of Objections, PowerPoint Karaoke, Discovery Jeopardy, SKO Bingo, Buyer Roulette, Competitor Showdown and Kickoff Icebreakers. Built from your website in seconds.
Conversion reality check
Enter the conversion rates in your plan. See where they sit against what I've seen work, before the board does.
Founder-led to repeatable
Discovery scripts, stage definitions, qualifying questions and a first-call deck structure. Everything I install in the first 90 days.
Talks, podcasts & media
Conversations about sales, go-to-market and building revenue teams.
Lunch Money with Scott & Edan
Two senior SaaS sales executives, every week, on sales, SaaS and leadership.
Talks
Keynotes and conference sessions on data, sales leadership and building teams.
Guest appearances
Talking sales leadership, CRMs, AI and what actually works.
- ▶ We're Not On Easy Mode: Your CRM is Full of Sh!t (and AI Made It Worse)
- ▶ We're Not On Easy Mode: Do We Still Need a CRM?
- ▶ We're Not On Easy Mode: We're Not On Easy Mode Anymore
- ▶ GTMnow: Why Curiosity and Passion are Superpowers for Sales Leaders
- ▶ One Sharp Sword: A Reed in the Wind: Data, Decisions, and Leadership Clarity
- ▶ Sales Screen: Building Trust with Remote Working Teams
- ▶ In Conversation: On All Things AI Sales and Sales Enablement
- ▶ Beyond Snake Oil: with Scott Schnaars
SalesTechStar Interview
On leading the Americas sales team at Cloudinary, sales tech and building teams that scale.
Results, in their words.
Scott transformed our entire sales organization by assembling a world-class team from the ground up, implementing effective processes, and driving accountability at every level. His leadership not only ensured that we consistently surpassed our targets quarter over quarter, but also fostered a culture of excellence, collaboration, and growth.
Scott went above and beyond as a trusted advisor for me at Stashpad. He’s the first person I turn to when I have a problem I’m overwhelmed by and he helps us with everything from refining our pitch, ICP, and messaging to building our sales process. He’s been there done that a thousand times before so he has a great instinct on what will work and what won’t.
Scott came in, rolled up his sleeves, and immediately helped us to level our pipeline, make it more predictable, and increase our close rates. We went from lumpy, unpredictable revenue to a solid run rate on track to hit our annual goals.
Thirty years of selling software. Still curious.
I started selling in high school, knocking on doors to sell office equipment to local businesses. My software career began at Borland, then sales leadership roles at WebEx, Yahoo, Dynamic Signal, Badgeville, Cloudinary and Sovos, including a stint in London running European operations.
Along the way I helped raise $150M+ in venture funding and was part of more than $2B in exits. What I'm proudest of is the people: fewer than 2% regrettable attrition across the teams I've led, and a lot of reps who became leaders.
Today I work as a fractional CRO, consultant and executive coach for B2B tech companies, from five-person startups to public companies. I also founded Yirla and build ScottieApps for fun. I live in San Jose with my wife.
A few things I believe.
Strong opinions, loosely held.
I'll come in with a point of view backed by data and experience. Show me better data and I'll change my mind. An opinion at least moves the conversation forward.
Pick up the phone.
Email is great for follow-up and terrible for closing. It's too easy to ignore and too easy to answer in one word. Most teams would sell more if they called.
Prepare and present.
That's the part we control. I'm a preparation nut, and I'll make your team one too. Everything after the pitch is up to the buyer.
Let's Talk About Your Goals.
No deck or polished brief needed. Tell me where you are and where you want to be. Better yet, grab 30 minutes and we'll talk it through.
Or email scott@scottschnaars.com