Dave Gustas

Background

About Dave Gustas

I help companies scale GTM organizations into predictable growth by applying a proven framework that aligns Sales, Marketing, CS, and RevOps. Beyond delivering results, I institutionalize a methodology that makes growth repeatable. Key Accomplishments: Percepto (2024 – Present): •Recruited to lead the launch of Percepto’s SaaS-only AI analytics platform, expanding into a true AI-driven SaaS security offering. •Built a global sales blueprint including role clarity, KPIs, and territory design to support mid-market and enterprise growth. •Improved pipeline velocity by revamping qualification criteria and sales process alignment. •Aligned Product, Marketing, and Sales to unify messaging and accelerate platform adoption. •Positioned the company for multi-million-dollar ARR expansion in FY25. One Model (2021 – 2024): •Grew ARR from $3M to $14.3M, growth in 2.5 years. •Key contributor in securing $41M in Series B funding through narrative building and investor alignment. •Scaled sales team from 4 to 7 as a globally distributed, high-performing organization. •Launched sales enablement programs that cut ramp time and shortened sales cycles. TrustArc (2020 – 2021): •Drove ARR from $18M to $66.7M, a 270% increase in under two years. •Transitioned from services-led to SaaS-first model, improving margins and revenue quality. •Scaled team from 48 to 79 globally •Unified Sales and Customer Success under one revenue motion to boost retention and expansion. •Standardized global sales operations and forecasting models for improved predictability. Auth0 (2018 – 2020): •Led North American GTM team that grew ARR from $20M to $71.4M (representing 80% of global revenue). •Scaled team from 38 to 82 while integrating Sales, SEs, Success, and Marketing into a unified motion. •Built compensation models and sales plans to support rapid enterprise growth. Birst (2014 – 2018): •Scaled North America revenue from $6M to $105M, contributing 85% of total company ARR. •Grew sales team from 14 to 71 while increasing close rate by 35% through coaching and qualification rigor. •Built repeatable GTM playbooks and operating rhythms that fueled hypergrowth. Experian Marketing Services (2011 – 2014): •Increased revenue from $40M to $78M, averaging 147% of quota over three years. •Closed large enterprise deals with Estee Lauder, Verizon, and Dell. •Delivered $4.3M in revenue in under 12 months with 150% YTD attainment. Focus Areas: GTM Strategy | SaaS Sales | AI & Analytics | Sales Execution || Team Building | Pipeline Growth | Revenue Operations | Cybersecurity