The GTM Engineer bridge.
Freeform closed $67M in February, Skyfall ships in H1, and you are at ~56 people. The GTM plumbing you lay this quarter compounds every enterprise aerospace and defense deal it enables for the next two years. I run the GTM Engineer build alongside you so the system is in place before Skyfall, not retrofitted after.
The Head of Ops who waits for the first GTME hire ships launch on duct tape.
You are already the connective tissue between Erik, the AE bench you are about to grow, and the production side carrying Skyfall. The build that needs to happen, multi-stakeholder deal tracking, account scoring, handoff automation, is a 6-month hire search plus a 6-month ramp. Skyfall does not wait. I run the build now so your future GTME hire inherits a documented system instead of a backlog.
Three things only an internal builder can fix.
Industrial buying committees do not fit a flat pipeline
Plant managers, ops, maintenance, and finance each move at different speeds on the same deal. A flat stage model treats them as one signal. Ops feels the friction first because every stalled deal routes through you.
AE onboarding has no system to hand to
The next 3 to 5 AEs Freeform hires need a deal-tracking motion that is not Erik's head. Without it, every new hire defaults to the founder for context, and you absorb the routing.
Production-readiness signals live outside the CRM
Skyfall launch readiness is a cross-functional signal. If it does not flow into account scoring, sales prioritizes deals production cannot serve, and you mediate the cleanup.
A documented GTM motion your future GTME hire inherits on day one.
- Weeks 1 to 2
Build the multi-stakeholder deal tracker
Map the industrial buying committee per deal. Stage gates trigger off committee coverage. Same delivery model I shipped at AssetWatch in 4 weeks (custom GPT giving leadership natural-language access to production Salesforce), tuned for your AE bench so the system does not require Erik to be in the loop.
- Weeks 3 to 4
Add account-tier scoring tied to Skyfall readiness
Score weighted by aerospace and defense contract size and production-readiness signals from your side. Sales prioritizes deals production can actually serve, and you stop mediating that loop.
Salesforce in plain English, shipped in 4 weeks.
AssetWatch leadership wanted natural-language access to pipeline, accounts, demo outcomes, and work orders without filing a RevOps ticket for every question. I shipped a custom GPT in ChatGPT Enterprise that translates English to SOQL and queries production Salesforce live. Two Knowledge files made it work: an auto-generated schema catalog covering 26 objects and 3,800+ fields, plus a hand-curated semantic layer encoding AssetWatch tribal knowledge, so "who owns this deal" returns the Solution Architect and "deal size" returns ARR, not the raw admin fields. Read-only, leadership-facing, 4 weeks. Tyler's team owns the maintenance now.
Same play I would run for Freeform. Different stack, same fixed-fee discipline.
$15,000, fixed. 6 weeks. One invoice.
- Signal architecture
- Account list and buying-committee map
- Sequence build, live send, and deliverability infrastructure
Documentation and handoff included, not billed. If volume justifies it after the bridge, $25,000 / 90-day retainer extends the system. Your call, not mine.
Reply if this maps to your build queue.
Send me a sentence on what is at the top of the Ops backlog this quarter, and I will reply within a day with a 1-page scope and an honest read on whether this slots in cleanly before Skyfall.