Hands-on GTM Engineer for B2B SaaS
Mariano Martene - Operator who ships revenue systems for B2B SaaS ($1–5M ARR)
How I turn random GTM into predictable revenue
For B2B SaaS teams with traction that are tired of guessing.
SYSTEM 1: SIGNAL-DRIVEN PIPELINE
Sales talks to people who are actually in a buying window.
The problem
Most SaaS teams don’t have a lead problem.
They have a timing and relevance problem.
Sales spends hours every week:
- chasing accounts that aren’t ready
- following up on leads that looked good on paper
- working pipeline that never converts
The result is wasted time and unpredictable outcomes.
What I build
I design a pipeline that starts from signals, not lists.
That means:
- defining what “buying intent” actually looks like for your SaaS
- detecting those signals across accounts and contacts
- enriching and qualifying automatically
- routing only relevant opportunities to sales
What changes
- Sales reps spend less time prospecting and more time talking to relevant prospects
- Fewer conversations, higher close rates
- Pipeline becomes explainable instead of random
In practice, this usually means:
- reclaiming 5–10 hours per week per sales rep
- fewer deals stuck in “maybe” stages
- clearer feedback between sales and GTM
SYSTEM 2: REVENUE SYSTEM
Make revenue observable and debuggable
The problem
Revenue moves, but you don’t really know why.
Common symptoms:
- CRM stages that don’t reflect reality
- forecasts are unreliable
- attribution that tells a nice story, not the truth
This creates anxiety at the founder level and noise at the operator level.
What I build
I turn the CRM into a revenue operating system, not a database.
That includes:
- lifecycle stages tied to real customer actions
- automation that reflects how deals actually progress
- attribution that shows what influences revenue, not vanity metrics
This creates a system you can reason about, not just monitor.
What changes
- You can explain revenue changes instead of guessing
- Forecasts become a planning tool
- Growth discussions move from opinions to tradeoffs
How both systems work together
The pipeline system decides who is worth talking to and when.
The revenue system makes sure nothing gets lost, distorted, or misinterpreted once that attention turns into deals.
Together, they turn existing demand into predictable outcomes.
How I work
I don’t start with long retainers or endless calls.
We start by fixing something real.
The Mission (2 weeks)
A short, focused engagement to deploy one working system
or remove one clear bottleneck.
- One objective
- Hands-on implementation
- Shipped in 14 days
$2,000. Fixed scope.
The goal is simple: get value fast and see if we work well together.
Build phase (monthly)
If the Mission works, we keep building.
- Expand and harden the systems
- Remove new bottlenecks as they appear
- Improve pipeline quality and revenue predictability
$3k–$6k / month, depending on scope.
We keep going as long as it makes sense.
Tools I ship with
Latest writing:
Mariano Martene
Mariano Martene
Mariano Martene