Gonçalo Pina

Business outcomes-driven with international experience in Software Sales and recurring revenue models.

Three-time founding GTM member, leading the pre-IPO to IPO journey for high-growth startups - building regions from scratch into multi-million-dollar ARR machines.

Proven track record in direct and channel sales, scaling high-performance teams, and driving accurate forecasting and predictable growth through a repeatable sales playbook.

Passionate about helping GTM teams become more productive, efficient, and successful through disciplined execution and customer-focus obsession.

What is the Tech Sales Playbook (aka The Playbook) and the foundations to build an Elite Sales Playbook

As a GTM Leader, the main question you need to ask yourself is: What are your founders, your board, your investors or your team demanding you to deliver on a given day, week, month, quarter or year? What are the deliverables expected from you, and how/when are you going to execute?

How to Build a Market-Dominating GTM Engine (Without Burning Out)

If you are a tech startup/scaleup Sales Leader trying to build an Elite GTM organization, grab a coffee. Let’s start from the very beginning.

Tech Sales: 95% Science, 5% Art

In tech sales, achieving market dominance demands precision and consistency - qualities rooted in a scientific approach. For startups and scaleups, the science behind sales ensures forecasting accuracy, scalable processes, and credibility, all of which are essential for attracting VC funding and achieving industry leadership.