GTM & Revenue Architecture
Geneva · Lausanne · Switzerland
I architect go-to-market engines: positioning, messaging, demand, and pipeline owned jointly with sales, product, and finance. For technically complex B2B SaaS, where the buyer knows their domain and generic messaging doesn't land.
Full-funnel go-to-market built for predictable pipeline: demand generation, ABM, PLG, and buyer journey instrumentation from first technical contact to sales conversation.
Company narrative, analyst relations (Gartner, Forrester), competitive strategy, and category frameworks, including presence-building in the AI research layer where buyers now form shortlists.
Agentic AI workflows running in production across market intelligence, competitive research, content, and pipeline analysis, plus revenue frameworks and KPI systems unifying Marketing, Sales, and Finance.
"Buyers now use ChatGPT, Gemini, and Claude to research vendors and build shortlists before they ever visit a website. That research happens invisibly. It doesn't register in your CRM or intent data. By the time demand is declared, the decision is largely made. High-performing marketing teams win by building presence and preference before the pipeline exists."
— Stéphane Castellani · GTM Philosophy
