Founder — RevOps & GTM Systems Consulting
Zawaa Tech
Sep 2024 – Present
- Audited B2B SaaS GTM workflows across lead capture, pipeline management, and CRM hygiene; traced a recurring forecast-accuracy problem to inconsistent pipeline-stage definitions across reps — e.g., "Proposal" meant sent-but-unsigned to one rep and signed-and-reviewed to another — and built a standardized stage-definition playbook to resolve it.
- Built Zawaa's HubSpot CRM from the ground up — custom objects, field mapping, lifecycle stages, and lead-to-revenue attribution logic — establishing the core lead-to-customer data infrastructure.
- Engineered workflow automation across HubSpot Workflows, Salesforce Flow, and Zapier for lead routing, lifecycle updates, and handoffs, removing manual steps from day-to-day execution.
- Built pipeline-hygiene, forecasting, and executive reporting across HubSpot, Salesforce, and Excel, giving stakeholders one reliable view of pipeline health and forecast trends.
- Designed ordinal lead-scoring models and behavioral triggers to separate activity from genuine buying readiness, sharpening sales prioritization and marketing-to-sales alignment.
- Standardized SDR prospecting, AE handoffs, CRM governance, and CS onboarding into reusable GTM playbooks in Notion; prototyped AI/LLM workflows for call summarization and CRM note generation along the way.
- Ran 500+ outbound discovery conversations with SaaS founders and operators — direct GTM practice that converted into 4 interview opportunities (3 Kenya-based, 1 international) and sharpened go-to-market positioning.