Greg Clay

Background

About Greg Clay

Most SaaS companies don’t struggle because they lack a product.They struggle because they can’t create predictable pipeline.I work with founders of B2B SaaS businesses typically between £1M and £20M ARR who are trying to:• Stop relying on referrals and founder-led selling• Build a real demand engine• Turn marketing into a growth lever, not a cost centreThe biggest mistake I see at this stage is hiring marketing leaders who look great on paper but have never had to build pipeline from zero.Brand and awareness are nice.Pipeline is what keeps the company alive.Through Certus, I help SaaS founders hire:• Heads of Marketing• Demand Gen & Growth leaders• RevOps and pipeline teamsNot by throwing CVs at the problem.But by understanding:• Their ICP• Their go-to-market motion• And how pipeline is actually created in their business.We work with SaaS founders across the UK, USA and Australia through our offices in Cambridge, Austin and Melbourne, which gives us a clear view of how demand generation differs by stage and market.Because of the number of founders I work with, I’m also asked to support some businesses as an advisor, usually around pipeline strategy, GTM structure and scaling the marketing team.If you’re a SaaS founder trying to build predictable pipeline, feel free to DM me.