I Build Revenue Engines That Scale $100M+ ARR
CRO & Global Sales Leader · 20+ Years Scaling B2B SaaS
5 Exits (IPO + M&A)
Over two decades, I've walked into B2B SaaS companies where the product was strong but the commercial engine didn't match the ambition — and built the operating system that turned technology into revenue. I've done it seven times. Five exited through IPO or acquisition: OpenTable, Mindbody, Lightspeed (2x), and SKEEPERS.
Today I'm leading AI-native GTM strategy as Interim CRO at ForwardLane, an AI Hot 100 company — building the commercial engine for a new AI product launch, from ICP and segmentation through sales process and competitive positioning.
The Numbers
What I Do
Full-Funnel Revenue Leadership
I own the full global revenue function — new business, expansion, retention and channel — and align Sales, Marketing, Product, and Customer Success around a unified operating cadence.
Pipeline coverage, forecast accuracy, sales velocity, and net revenue retention aren't reporting metrics; they're the operating inputs I use to diagnose what's working, intervene early, and drive predictable growth. I don't just build the revenue organization — I build the RevOps infrastructure and data discipline that makes high performance repeatable.
Go-to-Market Architecture
ICP definition, segmentation, sales process, playbook, tech stack, forecasting cadence — I've built these from the ground up at seed-stage companies and inherited established revenue organizations where the work was to diagnose, preserve what performed, and fill the gaps.
The common thread across both: bring structure and rigor to the commercial engine so it profitably scales. Nearly every company on my resume required moving customers off legacy processes and onto modern technology.
Enterprise Sales Transformation
Navigating long, multi-stakeholder enterprise sales cycles through structured methodologies — multi-threaded account mapping, MEDDIC-aligned qualification, and disciplined deal inspection — to move companies upmarket and compress time to close.
I build strategic partnerships that integrate solutions into broader industry ecosystems, accelerating adoption and deepening client commitment. The approach is grounded in customer outcomes — which is how I've tripled enterprise ACVs, improved NRR to 119%, built channel programs from $0 to $10M in a year, and expanded a single account from $700K to $5M globally.
AI-Enabled GTM Strategy
Currently leading the full commercial build for an AI-native decision intelligence platform as Interim CRO, defining ICP, segmentation, sales process, and competitive positioning for enterprise buyers.
I also advise revenue organizations on integrating generative AI into their GTM workflows — from predictive forecasting and pipeline development to prospecting and sales execution.
Case Studies: Revenue Leadership in Action
Career Timeline
G2 Strategic Advisory / ForwardLane
Revenue advisory & AI decision intelligence for institutional asset managers
AI-native GTM build from scratch
CurrentNarvar
Post-purchase platform for retailers
100% ARR, 109% pipeline in <5 months
VTS
Technology platform for commercial real estate leasing, asset & tenant management
Tripled ACV, $50M renewals, $10M channel
Octoly
Technology platform to manage influencer marketing for leading retail brands
50% revenue growth, global team (U.S. + Paris)
Acq. by SKEEPERS (2021)ShopKeep
Cloud-based mobile point-of-sale solutions for SMBs
+30% revenue, 102% quota, +54% MRR
Acq. by Lightspeed (2020)NuORDER
B2B eCommerce platform for retailers and brands
40% growth, enterprise wins (Spanx, FOX, Lacoste)
Acq. by Lightspeed (2021)Booker
SaaS for management, booking, marketing & POS for services businesses
$500K → $24M, 2 → 100+ team
Acq. by Mindbody (2018)Satmetrix
Built partner network of interactive advertising & word-of-mouth agencies
Increased partner revenue by 25%
Biz360
Market intelligence platform
Direct: Secured largest global contract in company history. Channel: Built partner network from $0 → $2M
OpenTable
Online restaurant reservation platform
Opened 4 markets, 157% revenue increase
IPO (2009); acq. $2.6BInacom Information Systems
Hardware, software and systems integration
Built business with Disney from $0 to $20M. 30 out of 400 selected for Corp Account Team.
The Revenue Engine Blueprint
The industries and stages change. The operating system doesn't.
Diagnose
Audit the current revenue organization: ICP clarity, pipeline health, win/loss patterns, forecast accuracy, unit economics, team capability, and cross-functional alignment gaps. Identify what's working, what's broken, and what hasn't been built yet.
Define the ICP & Segmentation
Define the ideal customer with precision — segment by value and complexity, and build distinct motions for each. Pressure-test assumptions with data, not intuition, to ensure the go-to-market is pointed at the highest-value opportunities.
Architect the Organization & Team
Design the revenue org structure to match the go-to-market: roles, layers, coverage model, and reporting lines. Assess existing talent, recruit for capability and culture fit, and build the coaching cadence and career paths that retain top performers. Align enablement, comp plans, and skill development to the sales motion the business requires.
Build the Sales Process
Stage-gate methodology with clear exit criteria, qualification frameworks, and multi-threaded account mapping for complex deals. Integrate AI-driven tools for prospecting, pipeline development, and predictive forecasting to increase velocity and accuracy.
Implement the Operating Cadence
Weekly pipeline inspection, forecast discipline, deal reviews, and cross-functional alignment rhythms with Marketing, Product, and CS. Every decision grounded in data; every metric tied to revenue outcomes.
Land, Expand, Retain
New logo acquisition gets the headlines, but expansion and retention drive enterprise value and capital efficiency. Build the account management motion that grows existing clients systematically and improves net revenue retention.
Measure & Iterate
Unit economics, pipeline velocity, CAC-to-LTV, forecast accuracy, NRR — build the dashboards and operating reviews that give the board visibility and give the team clarity. Double down on what's working and redirect what isn't.
What People Say
Tracey has a unique combination of skills and personality that make her the strongest of executives. In strategic situations she clearly understands when to bring out of the box immediate solutions to the table forgoing scale, and when to think long term. She's also able to articulate to her peers and team the logic and strategy behind the decision. She does all this with humility and positivity.
Tracey walked in, diagnosed exactly what was missing, and started building immediately. Within 90 days we had pipeline visibility, forecast discipline, and a cross-functional cadence we'd never had before. She operates like a CRO from day one — she doesn't need a year of runway to make an impact.
When I joined Biz360, my boss said, 'You will love Tracey.' And I did. She has the right combination of smarts, passion and business judgment. She is especially gifted in working with new markets and new channels in figuring out what are the attributes that will make a likely prospect a likely customer.
Tracey Solanas is a remarkable sales executive, inspiring leader and one of the hardest working people I have had the pleasure of reporting to and working with. Her energy, humor and work ethic motivate everyone around her. Whether building a sales team or individually contributing she takes a very thoughtful and organized approach to sales, and delivers great results.
Ready to Build Your Revenue Engine?
I'm actively exploring CRO and SVP, Global Sales opportunities with growth-stage and enterprise B2B SaaS companies — particularly in AI, enterprise technology, and vertical SaaS.
The fastest way to reach me is through the form or LinkedIn. I respond personally to every inquiry from founders, CEOs, and boards.
LinkedIn Profile →