Win Bigger Enterprise Deals in Asset-Intensive Markets

FRACTIONAL SALES LEADER FOR SAAS, AI & INDUSTRIAL TECH

I help growth-stage tech companies selling into manufacturing, CPG, energy, utilities, logistics, and more build repeatable GTM engines and win enterprise deals with the logos that matter—guided by a trusted Sales Leader.

BOOK A 20-MINUTE INTRO

Spot your biggest revenue leaks and map your fastest growth moves.

Win Bigger Enterprise Deals

Fractional Sales Leader for SaaS, AI & Industrial Tech

I help growth-stage tech companies selling into asset-intensive industries build repeatable GTM engines and win enterprise deals with the logos that matter—guided by a trusted Sales Leader.

BOOK A 20-MINUTE INTRO

Spot your biggest revenue leaks and map your fastest growth moves.

Diego De La Sotta – Fractional Sales Leader for SaaS, AI & Industrial Tech

ARR growth in under 12 months at my last two B2B SaaS companies

12+

12+ new geographic and industry markets entered across the Americas & EU

Sales pipeline growth year-over-year in asset-intensive markets

$20M+

Multi-year enterprise contracts closed with global industry leaders

1–2 Days a Week, All About Results

Turn Your Pipeline Into Predictable Revenue, Close Bigger Deals, and Gain Forecasts Your Investors Trust

MORE Pipeline

qualified demand

Clarify your ICP, sharpen value messaging, and implement a repeatable top-of-funnel engine that feeds your sales team with high-probability opportunities.

SALES Playbooks

Repeatable Motions

Define sales stages, exit criteria, and enablement so every rep knows what “good” looks like and can execute consistently, all shaped by a revenue-first Sales Leader.

Deals

Stronger Qualification

Upgrade discovery, stakeholder mapping, and MEDDPICC rigor to focus your team on the deals most likely to close — and close faster.

Forecast

Reliable Visibility

Implement leadership-led deal reviews and metrics that produce accurate, actionable forecasts your board can trust.

Expansion

New Market Entry

Plan and execute entry into high-priority regions or verticals with the right partners, playbooks, and messaging.

Enablement

Faster Onboarding

Compress ramp time with value-based talk tracks, templates, and live coaching so new hires contribute to quota sooner.

my services

Engagement Models Built for Speed, Focus, and ROI

job, office, team, business, internet, technology, design, draft, portable, meeting, job, office, office, office, office, team, team, business, business, business, business, business, technology, meeting, meeting, meeting

Diverse team engaged in a collaborative business meeting around a wooden table with laptops.

A diverse group of professionals having a collaborative meeting in a modern office setting.

Revenue Health Check

Two-week deep dive to uncover your most costly revenue leaks. Includes CRM & forecast review, stakeholder interviews, stage conversion analysis, and a prioritized ROI roadmap of your top three fixes.

Sales Engine Accelerator

90 days to install a repeatable GTM system: ICP and value story, stages with exit criteria, KPI dashboard, deal desk, and manager coaching for consistent execution.

Fractional Sales Leader

Embedded 1–2 days per week as your fractional Sales Leader, steering deals, pipeline, and forecasts. Includes weekly deal reviews, monthly coaching workshops, on-call support, and guidance on hiring or new market/vertical entry.

Advisor on Call

Targeted, on-demand Sales Leader support for pivotal moments: live deal or pipeline review, board or investor deck feedback, one-to-one coaching, or strategic Q&A to accelerate decisions and improve outcomes.

Ready to Elevate Your Revenue?

Let’s map your fastest path to bigger deals and a forecast you can trust.

Book a 20-minute intro

How We’ll Build a Sales Engine That Wins Big Deals?

As your Sales Leader, together we’ll focus on high-impact changes that strengthen your pipeline, accelerate deals, and improve forecast accuracy — without disrupting your team’s flow.

Rapid Assessment

Review current pipeline, active deals, and value story.
Identify top opportunities for growth and improvement.
Align leadership on priorities and next steps.

Outcome: Clear priorities and confidence in your GTM direction.

Build the Framework

Define clear stages, exit criteria, and deal review formats.
Introduce manager-led pipeline and deal coaching sessions.
Create enablement tools for consistent execution.

Outcome: Predictable pipeline with better-qualified opportunities and stronger deal momentum.

Embed & Scale

Guide enterprise deal strategy as your fractional Sales Leader.
Support leadership to expand best practices across teams.
Ensure processes run without constant oversight.

Outcome: Sustainable growth powered by a sales engine investors trust.

“Diego was instrumental in opening new verticals and geographies for Parsable. He secured strategic Fortune 500 contracts, creating a repeatable model for entering asset-intensive markets and landing multi-year contracts.”

— Lawrence Whittle, Former CEO, Parsable

THE TEAMS Best Positioned to Benefit from My Approach

VC-Backed SaaS & AI

Scaling sales engines to hit aggressive growth targets, boost win rates, and deliver investor returns in competitive markets.

Industrial-Tech Vendors

Driving enterprise wins in manufacturing, CPG, energy, utilities, and logistics — markets with long cycles and complex buying groups.

Founder-Led Sales Teams

Shifting from founder-led deals to scalable, Sales Leader–driven systems that sustain growth without burning out leadership.

Private Equity Portcos

Accelerating value creation with revenue system upgrades, deal coaching, and market expansion playbooks pre- or post-transaction.

Proven Results From Past Leadership Roles

For 20+ years, I’ve built and scaled go-to-market engines that deliver predictable revenue in competitive markets.

• Opened New Markets & Verticals – Led strategic expansion into manufacturing, and similar asset-intensive industries, securing flagship Fortune 500 accounts.

• Built Repeatable GTM Systems – Designed sales playbooks, value messaging, and deal coaching programs that became embedded in company-wide processes.

• Closed Larger, Multi-Year Deals – Structured high-value contracts that improved cash flow predictability and secured investor confidence.

• Enabled Teams for Sustained Success – Mentored and coached sales leaders to drive stronger pipeline quality, improved win rates, and consistent forecast accuracy.

These results weren’t isolated wins — they came from a disciplined approach to strategy, execution, and leadership that I now bring to my fractional clients as a trusted Sales Leader.

David Smith
Account Executive @ HiBob

“Diego’s coaching transformed how I approach enterprise sales. His frameworks and deal strategy not only boosted my confidence but directly improved my close rates and deal sizes.”

Steve Pole
Former Director of Finance @ FYLD

“Working with Diego brought immediate clarity to our pipeline and forecast. His ability to secure multi-year contracts and negotiate strategically had a measurable impact on cash flow and revenue stability.”

Claudio Salamanca
Former – Sales Operations @ Dell

“Diego combines strategic thinking with hands-on execution. He builds systems that last, enabling sales teams to perform at a higher level long after the initial deployment.”

Frequently Asked Questions

Find answers to the most common questions from growth-stage technology leaders looking to win more enterprise deals.

What specific problems can you help founders solve?

I help founders solve common growth challenges by improving forecasting and planning with reliable CRM stages and deal reviews, creating repeatable playbooks for prospecting, discovery, and qualification, and shaping positioning so they sell outcomes rather than features. I also focus on building strong business cases and ROI stories that reduce indecision at close, coaching founders on how to engage multiple stakeholders in enterprise deals, and driving pricing discipline to protect value. Beyond the sale, I strengthen adoption and value communication to unlock renewals and expansion, and support international expansion by designing scalable go-to-market models in new regions.

How is a fractional Sales Leader different from hiring a full-time CRO or VP of Sales?

You get enterprise-level sales leadership without the cost or long-term commitment of a full-time hire. I focus on the high-impact changes that strengthen your pipeline, improve deal quality, and deliver measurable growth — all in 1–2 days per week.

Can you really make an impact working part-time?

Yes. I target the 20% of changes that drive 80% of results, from improving qualification to creating a repeatable enterprise sales process. This approach delivers sustainable results your team can maintain.

What types of companies do you work with?

SaaS, AI, and connected-hardware vendors selling into manufacturing, CPG, energy, utilities, logistics, and other asset-intensive sectors — plus adjacent B2B markets with complex enterprise sales cycles.

How quickly can you start?

Typically within 1–2 weeks, depending on availability. We begin with a focused assessment to identify your most urgent opportunities and create a 90-day execution plan.

What kind of impact have you had in previous roles?

In my last role leading an AI-powered SaaS company, I helped transform the commercial function into a scalable growth engine. Within nine months, annual recurring revenue grew 3x, the pipeline expanded 7x year over year, and the sales cycle was shortened by 30 percent. We also drove international growth, with 28 percent of new pipeline coming from North America, LATAM, and Australia, and secured multi-year, upfront contracts with major utilities and infrastructure firms. This commercial discipline gave investors the confidence to back a £12M fundraising round and positioned the company for sustained expansion.

We already have a Sales Leader. How would you work together?

I complement your existing leadership by bringing fresh perspective, proven enterprise frameworks, and the bandwidth to focus on strategic priorities your VP may be too deep in execution to address.

What results should we expect in the first 90 days?

Clearer pipeline, higher-quality opportunities, stronger deal momentum, improved forecast accuracy, and alignment on a scalable go-to-market engine.

Will my team have the bandwidth to work with you?

Yes. My process is designed to integrate into your existing workflows, avoiding unnecessary meetings or busywork. The goal is to make your team more effective, not busier.

What’s the minimum engagement?

Most companies start with a 90-day engagement to allow time for assessment, implementation, and measurable impact. Shorter project-based work is available for urgent needs.

If the FAQs didn’t cover everything, let’s talk. Use the form below to tell me about your situation!

Let’s Kickstart Your Revenue Growth

The more context you share, the faster we can pinpoint opportunities and make your 20-minute intro count.

Your First Name

Your Last Name

Best Work Email

Your Company Name

LinkedIn Profile (Recommended)

Your Role

Role Type

What would you like to explore?

What Would You Like to Achieve

How soon do you want to start?

What’s your estimated budget for this initiative?

I agree to receive relevant resources and updates from Diego De La Sotta.

Thanks for reaching out! Your message has been received, and I’ll review it personally. You can expect a reply within 1 business day with next steps.

Something went wrong while submitting the form. Please double-check the required fields and try again. If the issue continues, email me directly at fcro@delasotta.com.