Diagnosing and Strengthening Enterprise Go-To-Market at Critical Growth Moments

Why tractioners?
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Services
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Case Studies
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Team
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Contact
Why tractioners?
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Enterprise growth often slows at inflection points. What worked before needs to evolve for the next phase.

You might recognise some of these:

Enterprise deals aren't converting

Only a handful of reps can genuinely sell enterprise. Large opportunities stall late, executive engagement is inconsistent, and win rates don’t reflect the effort being invested.

Pipeline feels busy but not predictable

SDR activity doesn’t translate into qualified enterprise opportunities. Forecasts move late in the quarter. Revenue feels harder to call than it should.

The real constraint isn't clear

Sales methodologies get rolled out, headcount increases, new initiatives launch, but performance doesn’t shift. It’s not clear whether the issue sits in capability, alignment, or how enterprise customers experience the sales process.
Services
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Ways we can help

Enterprise Performance Diagnostic

A structured, CRO-led assessment of your entire GTM spanning strategy, pipeline, enterprise execution and leadership alignment, designed to identify the primary constraints limiting growth.

Delivered as either:

• A focused 14 day end-to-end review

• An Enterprise Deal Deep Dive

Each diagnostic provides clear priorities and a practical 90-day plan to improve performance where it matters most.

"Sophie's support was instrumental in enabling us to go from Series A to Series B. The Account Executives love working with her and she's helped me grow significantly as a leader."
– Rhys Hodkinson, Founding CRO, Definely

Revenue Evolution & Leadership Support

Once the constraint is clear, the focus shifts to execution.

This phase focuses on strengthening strategy, deepening enterprise capability and sharpening decision making as complexity increases.

For many teams, this becomes an ongoing partnership, staying close as priorities are implemented and performance matures under increasing complexity.

This support can take two forms:

• Executive coaching for Founders, CROs and VP Sales leading enterprise growth

• Fractional CRO partnership, providing hands on commercial leadership across the go-to-market

"I had the pleasure of working with Sophie on a complex business transformation. Her ability to deep dive into the details of the Commercial organization and in parallel work at senior level x-functionally set her apart in both strategic direction and operational execution. Having her energy and skills on the teamwould certainly change the odds of success for any startup"
–Michele Battelli, former CPO Sensat, CTO Technogym
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Focused Performance Workshops

When a defined gap is limiting results, targeted workshops create measurable movement.

These are structured working sessions designed around your specific deals, customers and strategic priorities.

Rather than rolling out generic methodology, each workshop is grounded in live enterprise opportunities and real leadership challenges. Every engagement is built to produce practical actions and visible progress in the next Quarter.

Examples include:

• Sales Experience Engineering: designing a clearer, lower risk buying experience to improve enterprise win rates and deal velocity.

• Leadership Operating Design: strengthening decision making, accountability and alignment so performance holds under pressure.

“The Sales Experience Engineering workshop pushed us to see our sales motion through the buyer’s eyes, which was uncomfortable at times but necessary. It unified the team around the customer and gave us practical experiments we could start running immediately. That shift had a tangible impact on our enterprise deal momentum.”
– David Benson, Global VP Sales, Definely
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Case Studies
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Selected client stories

Strengthening Definely’s Enterprise Go-to-Market from Series A to Series B.

What we did
  1. Ran an full Enterprise Performance Diagnostic
  2. Supported the evolution of the commercial organisation through to Series B
  3. Strengthened enterprise execution, leadership structure and board alignment
Background

Definely had strong product traction and early enterprise success. As they prepared to deploy new capital and scale toward Series B, complexity was increasing across enterprise execution, leadership layering and board expectations.

Tractioners was introduced to Definely by their lead investor, Octopus Ventures, during the final stage of Series A due diligence. The board and founders wanted an experienced CRO perspective on whether the commercial organisation was ready to scale and where investment should be focused to support the next phase of growth.

Outcomes
  • Aligned leadership and board around clear commercial priorities, reporting discipline and performance expectations
  • Coached the CRO to improve strategic clarity, leadership effectiveness and organisational design
  • Designed and embedded new leadership layer, including hiring and onboarding a VP Sales to support scale
  • Evolved the GTM to support upmarket enterprise selling and execution discipline
  • Led Sales Experience Engineering and direct enterprise deal coaching, improving deal momentum and close rates

Helping Sensat build a sustainable and recurring business model.

What we did
  1. Ran a full GTM diagnostic to analyse the current customer journey, processes, metrics and playbook
  2. Worked with the exec team to incorporate key commercial and product priorities into a new commercial strategy
  3. Implemented new sales organisation design and accompanying sales operations
Background

Sensat had experienced impressive initial commercial success and with ambitious growth targets to deliver against, they needed help driving greater consistency in their current sales process, as well as laying the foundations for building out a shift from selling services to SaaS.

Outcomes

We introduced the new strategy across the business after gaining buy in from the Board. As a result, the commercial team gained clarity in their KPIs and the confidence to deliver against them.

  • Increased ACV and shortened sales cycle by 50%
  • New enterprise skills introduced into the sales team via workshops, coaching and new hires
  • New outbound strategy implemented across sales and marketing with 30% month-on-month growth
  • New commercial operations set up covering KPIs, reporting and cross-team collaboration

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Helping Mosaic move away from Founder-led sales by building a scalable SaaS sales engine.

What we did
  1. Ran a full GTM diagnostic to identify key challenges
  2. Defined a new commercial strategy and revised the go-to-market approach
  3. Built the GTM team, processes and culture to sell credibly into complex enterprise customers
Background

Mosaic, an AI-powered data analytics platform for Capital Markets, had achieved impressive early traction through Founder-led sales into their networks. They were looking for help building a brand new GTM function able to meet the needs of their discerning global client base.

Outcomes
  • Hired and onboarded business development, enterprise sales and customer success teams
  • Built scalable enterprise SaaS sales process including CRM and playbook
  • Introduced a data-led approach with new reporting cadence +healthy competitive sales culture
  • Doubled ACV, increased sales velocity by 50%
Team
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About Tractioners

Tractioners is built on real revenue leadership experience and a simple belief: revenue is a human system, and it performs best when it is intentionally designed.
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Growth is rarely linear. It brings pressure, ambition and recalibration, while markets shift, competition intensifies and new technologies reshape how customers buy. We work in that reality rather than assuming it stands still. The approach is practical and commercially grounded, shaped by years of carrying targets and navigating complexity first hand.
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The focus is on seeing through the noise, listening carefully and offering guidance rooted in experience. Not quick fixes, but clear thinking and steady support that helps teams make meaningful progress in complex conditions.

Sophie Carter
Founder | Fractional Chief Revenue Officer & Executive Coach

Sophie is a five time Fractional Chief Revenue Officer and executive coach with more than 20 years of commercial leadership experience across enterprise SaaS and global brands. She built her career at companies including Microsoft, Sony and Vodafone, progressing into senior leadership roles with international responsibility and revenue accountability of up to £200m. Over the past decade, she has worked with more than 30 venture backed companies, supporting founders and CROs through critical growth stages and enterprise expansion. Her work combines hands-on operating experience with structured diagnostic depth. Rather than applying formulaic solutions, she focuses on identifying the specific constraint limiting performance and strengthening the systems, leadership behaviours and buying experience required for sustained enterprise growth.
She works closely with a small number of companies at a time, often staying alongside leadership teams through multiple stages of growth.

True & North
Sales Training Partner

True & North provide virtual and in-person training for client engagement, unpacking and simplifying the behaviours that govern really successful human interactions. Their workshops, attended by the likes of Facebook, R/GA and the BBC, are unlike any other: your teams work on live business opportunities and leave with an actionable plan to use in the real world.
Contact
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Get in touch

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Tractioners Ltd. 2021