Jeff Lamb

AI-native systems for revenue performance.

I lead AI-native transformation of GTM systems to remove friction in GTM processes and improve human performance: 62x pipeline efficiency, forecast accuracy from 50% to 85-90%, 30% revenue growth, and 10% stage conversion lift under PE ownership.

Twelve years of Revenue Operations, Sales Enablement, and analytics leadership across VC-backed, PE-backed, and public software companies including Salesforce, Degreed, and Skillable, starting as a quota-carrying rep. Currently exploring VP roles in Revenue Operations, Sales Operations, and Sales Enablement.

See the work → Contact me
Jeff Lamb
62×
Improvement in outbound pipeline generation efficiency
85%
Forecast accuracy, from ~50% in two quarters
30%
Revenue growth YoY under PE ownership
2,000+
Global sales leaders served by enablement analytics at Salesforce
Twelve years across
Workday Degreed Salesforce Skillable
Brandon Hall Awards
  • Gold Best Advance in Learning Measurement
  • Gold · 2× Best Sales Onboarding
  • Silver Best Sales Leadership Development
  • Bronze Best Advance in Sales Enablement & Performance
Career & Education
VP, GTM Operations & Enablement
Skillable
May 2023 — Present
Director, Enablement Analytics & Strategy
Salesforce
Mar 2021 — May 2023
Senior Manager, Sales Enablement
Salesforce
Aug 2017 — Mar 2021
Head of Revenue Enablement & Operations
Degreed
Nov 2014 — Aug 2017
Account Executive · BDR
InsideSales.com · Workday
2012 — 2014
MBA
Gonzaga University
2011 — 2012
BA, Economics
Utah State University
2006 — 2010
Approach

Driving revenue efficiency by reducing friction in Operations and Field Performance.

GTM Operations leader with 12+ years designing and scaling the systems, workflows, and operating models behind high-growth B2B SaaS revenue engines. The last 18 months have focused on designing and building AI agents and agentic GTM workflows that measurably change how sellers, managers, and customer-facing teams execute. Hands-on architect of an 8-pillar AI-GTM roadmap with real work in flight across pillars, including the Seller Readiness System: a 5-element scorecard framework designed to deliver stage-aware coaching in the seller workflow through MCP-integrated LLM workflows. Deep fluency across modern automation platforms including Zapier, HubSpot workflows, and MCP-integrated workflows via Claude Desktop. Six years at Salesforce directing global enablement analytics for the Sales organization and Brandon Hall Award-winning programs for a 2,000+ sales leader audience. Career started as a quota-carrying rep at Workday and InsideSales.com.

01 · Enablement
Measurable enablement programs. Science-backed business outcomes.
Onboarding measurement, seller readiness, and executive programs built to move performance metrics, not just deliver content. Featured work: OPM, Seller Readiness System, program design at global scale.
See enablement work →
02 · Operations
Engineering the operating system for efficient, repeatable growth.
Sales methodology, stage and process design, forecast rigor, deal inspection cadence, and an 8-pillar AI-GTM roadmap actively reshaping how sellers, managers, and CS teams execute. Featured framework: Project RAIN.
See operations work →
Enablement

Enablement built on evidence. Measured by outcomes.

The impact of enablement shows up in the evidence: behavior changed, outputs improved, and outcomes measured. Three featured projects that put that principle into practice.

Featured — Salesforce
Onboarding Performance Matrix.
Global new hire ramp measurement

Executive dashboard designed for global sales enablement leadership to see new-hire ramp status, readiness gates (Ready to Sell / Ready to Thrive), and early performance indicators across a 1,200+ new hire population.

Shifted the operating rhythm from lagging performance reporting to leading readiness signals — leaders could identify at-risk cohorts weeks earlier than the previous manual reporting cycle allowed.

Onboarding Performance Matrix
Ramp, readiness, and early performance
New Hires
1,200
Ready to Sell
56%
Ready to Thrive
32%
On-Track Ramp
22%
Met Productivity Threshold
26%
↑ On target
First PG Opportunity Complete
81%
↑ +7pts YoY
First ACV Deal Complete
76%
↑ Strong
Seller Readiness Scorecard
Alex Rivera
Direct Seller · 14 months in seat
Overall Readiness
78 / 100
Strong skills. Activity gap.
B
KPI
72 /100
On Track
Messaging
88 /100
Strong
Activity
64 /100
Focus
Cert.
90 /100
Strong
Territory
76 /100
On Track
Coaching Focus — 30 Days
AI
Skills and certifications are top-quartile. Activity gap is suppressing pipeline. Lift outbound touches from 98 to 140+, meetings from 6 to 9, and work the 11 active intent signals before they cool.
Featured — Skillable · Current
Seller Readiness System.
AI-native seller readiness · Prototyping

A 5-element scorecard framework designed to deliver stage-aware coaching in the seller workflow through MCP-integrated LLM workflows. Combines KPI, Messaging, Activity, Certification, and Territory Strength into a single overall readiness grade.

Architected as an agentic GTM experience: AI diagnoses the biggest lever, prescribes the priority actions, and delivers coaching in the seller's day-to-day workflow. Framework complete; coaching delivery mechanism partially in production; agent integration in active build.

Featured — Salesforce
Mastering Sales Leader.
Global simulation program · 1,200+ sales leaders · Brandon Hall Award

Designed and delivered Mastering Sales Leader in partnership with BTS, a global business simulation firm. A gamified, competitive experience where 1,200+ sales leaders progressed through simulated deal strategy and team performance decisions, scored against peer pods with a final winner recognized at the end.

Moved sales leader development away from lecture and toward decision-making under real-time pressure. Recognized with a Brandon Hall Award for the measurement approach connecting simulation choices to observable leadership behaviors back in the field.

Mastering Sales Leader
Simulation Leaderboard.
Round
3 of 4
Pod Standings — Current Round
01
Pod Meridian
2,140
02
Pod Ascend
1,960
03
Pod Vertex
1,780
04
Pod Horizon
1,620
Deal Strategy
720
Multi-thread, MEDDIC, close plan
Team Performance
680
Coaching, escalations, ramp
Forecast Accuracy
470
Commit vs. actual delta
Pipeline Health
270
Coverage, velocity, mix
Partner: BTS
1,200+ sales leaders · 4 rounds · Brandon Hall Award
Operations

AI-native GTM operations.

Forecast rigor, deal inspection cadence, and an 8-pillar AI-GTM roadmap that's actively reshaping how sellers, managers, and CS teams execute. Featured framework: Project RAIN — a working strategic framework for moving from one-off AI experiments to scalable impact across the GTM function.

Featured — Skillable · Current
Project RAIN — 8-Pillar AI-GTM Roadmap.
FY26 strategic framework · Real work in flight across pillars

Authored and leading the transformation of GTM operations at Skillable through a structured 8-pillar framework: Content Creation, Process Efficiency, Pipegen, Account Insights, Performance & Coaching, Operations, GTM Intelligence, Data Health.

Each pillar has specific AI agent use cases mapped to sales workflow moments — from ICP scoring to outbound SDR, deal risk diagnosis, call coaching, and expansion signal detection. Different pillars at different maturity levels; the framework provides a common language for prioritization and execution.

Project RAIN
AI Opportunity Categories.
From one-off AI experiments to scalable impact.
Strategic Framework
FY26
01
Content Creation
Automate creating sales, marketing, and enablement content.
Hover →
01
Content Creation
AI-refreshed enablement content
Persona-based pitch decks
AI personification of existing content
02
Process Efficiency
Streamline workflows, reduce manual tasks.
Hover →
02
Process Efficiency
CRM update automation
AI-triggered sales workflows
Deal/account summaries
03
Pipegen
Automate prospecting, outreach, and initial engagement.
Hover →
03
Pipegen
Full-cycle AI deal execution
AI-led outbound prospecting
Smart follow-up email drafts
04
Account Insights
Surface real-time signals about accounts and buyers.
Hover →
04
Account Insights
AI-suggested ABM strategies
Expansion opportunity ICP
Predictive account deal scoring
05
Performance & Coaching
Analyze behaviors, deliver targeted coaching.
Hover →
05
Performance & Coaching
AI-generated rep scorecards
Post-call AI coaching insights
Skill gap detection + training
06
Operations
Optimize lead routing, forecasting, GTM ops.
Hover →
06
Operations
AI-powered workflow automations
GTM request triage via AI bot
Self-optimizing playbooks
07
GTM Intelligence
Deal insights, pipeline trends, predictive forecasting.
Hover →
07
GTM Intelligence
AI-generated forecast insights
Scenario-based forecast models
Prescriptive pipeline guidance
08
Data Health
Clean, enrich, and maintain accurate CRM data.
Hover →
08
Data Health
Auto-detect contact duplicates
Detect data inconsistencies
Dynamic ICP refinement AI
Live
In flight
Next
Hover cards for AI use cases
Recognition

Recognized across Salesforce for the enablement analytics work. Sales, Product, Revenue Operations, and Field Operations leadership consistently called out the platform as the shift from measuring activity to measuring impact — the kind of feedback that shaped how I think about connecting enablement to measurable revenue outcomes today.

Cross-functional recognition · Salesforce · 2021–2023
Contact

Let's talk.

Currently exploring VP roles in Revenue Operations, Sales Operations, and Sales Enablement. If your team is building something that needs a builder, get in touch.

jclamb85@gmail.com ↗ linkedin.com/in/jeffclamb ↗