Sales leadership without the full-time hire
Fractional VP of Sales and GTM leadership for seed to Series B founders.
Most startups hire a VP of Sales too early, too expensively, and against a motion nobody has proven yet. I come in part-time to prove the motion, build the playbook, hire the team that runs it, and then hand it over.
Where I help
I am Charles Hsieh, a four-time revenue leader and founder of Scale GTM. I work with a small number of seed to Series B teams at a time so the work stays hands-on.
First revenue, from zero
Pre-revenue to first repeatable deals: ICP definition, outbound motion, discovery and demo scripts, and the first 10–20 reference logos.
Founder-led sales handoff
Turn what the founder does intuitively into a documented playbook, then hire and ramp the AEs and SDRs who can run it without you.
Pricing and packaging
Rebuild pricing, tiers, and contract structure so deal size and win rate move together instead of trading off.
Stalled growth reset
Diagnose pipeline, conversion, and team performance; rebuild forecasting, comp, and territory design to restart compounding growth.
How an engagement runs
- 01
Diagnostic
Two weeks inside your funnel, calls, and data. You get a written assessment and a prioritized plan.
- 02
Build
We install the motion: ICP, messaging, pipeline process, pricing, and the metrics that govern them.
- 03
Hire and ramp
Scorecards, interview loops, onboarding, and coaching for the reps and leaders who take it over.
- 04
Hand off
Documented playbook and a full-time leader in seat. The goal is to make the role unnecessary.
Track record
- —Scaled products from $0 to $6M, $8M, and double digit millions in ARR
- —Built GTM orgs from first hire to 50+ across AE, SDR, SE, and ops
- —Landed enterprise logos including Rivian, Amazon, Chewy, and Salesforce
- —Consistent President's Club recipient as both an IC and a manager
- —Engineering background: fluent with technical buyers and effective across cross-functional teams
Companies I have worked with
What founders say
“Charles was a great asset in our initial go-to-market planning and implementation, from advisory work to designing a playbook, pricing structure, and objection handling. He provided us with the framework and processes to scale our revenue.”
“Charles has been an incredible advisor from our pre-launch days designing GTM strategy through the challenges of scaling. His expertise building sales teams from the ground up has been a guiding pillar.”
“Charles has a strong understanding of how to build an effective sales organization and knows how to communicate those insights to entrepreneurs and executives. An invaluable advisor.”
“Charles has been fundamental to our revenue success. He gave us a detailed playbook for customer calls, coaching structures, and strategy reviews, and helped us hire the right talent.”