Fix What’s Stalled. Restore Confidence. Scale What Works.
Hands-on revenue leadership for founder-led and PE-backed companies under $200M in revenue.
About Tom Maloney
I’m not a consultant. I’m an operator.
Tom Maloney helps founder-led and PE-backed companies regain clarity, align go-to-market execution, and restore growth.
For more than two decades, the work has happened from within the business. The focus is simple: identify what is slowing growth, align the team, improve execution, and build a revenue engine that performs under pressure.
Practical. Candid. Execution-focused.
Stabilize. Align. Strengthen. Modernize.
Revenue Leadership, On Day One.
A Pipeline You Can Actually Trust.
A Pipeline You Can Actually Trust.
Step into the business, take ownership of the commercial motion, and restore momentum fast.
Use when:
Leadership gaps or GTM underperformance are costing you quarters.
A Pipeline You Can Actually Trust.
A Pipeline You Can Actually Trust.
A Pipeline You Can Actually Trust.
Clean up pipeline health, rebuild forecast accuracy, and create a credible path to quota.
Use when:
Volume looks fine, but conversion and forecast confidence are both weak.
Exit-Ready. From the Inside Out.
A Pipeline You Can Actually Trust.
Exit-Ready. From the Inside Out.
Strengthen the commercial infrastructure so it holds up under investor and buyer scrutiny.
Use when:
A transaction, raise, or next stage of growth is 12–24 months out.
AI That Works in the Real World.
A Pipeline You Can Actually Trust.
Exit-Ready. From the Inside Out.
Embed AI into real workflows (pipeline, targeting, daily execution) without adding complexity.
Use when:
AI tools exist, but adoption is low, and manual work is slowing the team down.
Not Just Ideas — Outcomes
Healthcare SaaS | $25M ARR | PE-Owned
Fire & Life Safety | 8x Revenue Arc to Exit | PE-Owned
Fire & Life Safety | 8x Revenue Arc to Exit | PE-Owned
Challenge:
Sales had stalled. No new logos in 12+ months. The team lacked confidence, and pipeline quality was eroding. Marketing and sales were disconnected, and pressure from the board was building for a turnaround.
Approach:
Revelance stepped in as interim CCO. We rebuilt the GTM strategy around high-propensity buyers, launched a data-driven sales playbook, and restructured cross-functional accountability across sales, marketing, and Revenue Operations to increase effectiveness.
Results in 90 Days:
- Closed a $600K ARR new logo with a significant health system
- Increased outbound activity by >50%
- Restored leadership confidence and aligned GTM execution
- Forecasting accuracy and pipeline velocity returned within 1 quarter.
Relevance:
For PE-backed SaaS firms under pressure to execute, this demonstrates how aligned execution, not just tools, unlocks growth.
Fire & Life Safety | 8x Revenue Arc to Exit | PE-Owned
Fire & Life Safety | 8x Revenue Arc to Exit | PE-Owned
Fire & Life Safety | 8x Revenue Arc to Exit | PE-Owned
Challenge:
A PE-backed fire and life safety services company had plateaued. The sales function had no infrastructure, no defined ICP, no forecasting discipline, and no leadership depth to scale. The demand was there. The commercial operating system to capture it was not.
Approach:
Revelance came in as the embedded operator and built the commercial foundation from the ground up: defined the ICP, built pipeline architecture, established a forecasting cadence, and hired the VP of Sales. As the team took over execution, we moved into an advisory role and developed that VP of Sales into a complete commercial leader across board communication, forecast governance, and strategy beyond quota. In the final phase, we shifted to behind-the-scenes mentoring, coaching that leader through his elevation to CRO and supporting the company through a successful exit. .
Results:
- Grew revenue 8x+ across the engagement arc to a successful exit
- The VP of Sales hired in the first phase became the CRO who led the company through the exit
- Commercial infrastructure built in the first two years held and scaled across the entire arc
- Early momentum: Q1 bookings 30%+ over budget, average deal size up 21%, forecasting accuracy to 80%
Relevance:
The strongest commercial outcomes are built, not bought. This engagement shows what a durable revenue foundation and the right leader developed from within can produce over a multi-year arc, from turnaround through exit.
Education SaaS | $10M ARR | PE-Owned
Aerospace & Electronic Components | High Growth | PE-Owned
Aerospace & Electronic Components | High Growth | PE-Owned
Challenge:
Despite strong product-market fit, sales lacked consistency, and the pipeline was bloated with low-fit opportunities. The company was preparing for a future exit and needed to show scalable, repeatable growth.
Approach:
Revelance conducted a GTM audit, re-segmented the market by vertical and use case, and helped restructure the sales team around ICPs. We implemented a fast-start campaign, trained new account executives (AEs), and focused on expansion and renewals.
Results:
- Doubled monthly bookings from <$500K to >$1M, fueling over 10% YoY revenue growth and a >50% improvement in EBITDA
- Added $4M+ in net new pipeline in Q4 alone—with 20% attributed to expansion revenue
- Increased Gross Revenue Retention from under 50% to over 75%, stabilizing the base and improving forecast confidence
- Boosted ARR mix from 47% to >60%, creating predictable, subscription-based value for scale and valuation
- CEO and board gained confidence in forecast ability
- GTM model considered exit-ready by PE sponsor
Relevance:
Founder-led SaaS firms preparing for scale or exit need more than just a product—they need precision in their pipeline and processes.
Aerospace & Electronic Components | High Growth | PE-Owned
Aerospace & Electronic Components | High Growth | PE-Owned
Aerospace & Electronic Components | High Growth | PE-Owned
Challenge:
In 2024, a high-growth aerospace and electronic component distribution firm was scaling at 20% year-over-year without a structured sales methodology. They lacked GTM discipline, resulting in missed opportunities and inconsistent execution.
Approach:
Relevance implemented a disciplined GTM framework:
- Defined Ideal Customer Profile and conducted White Space analysis
- Launched lead qualification and opportunity management processes
- Created a Sales Playbook with clear value messaging
- Built a KPI dashboard in HubSpot for real-time visibility
- Coached revenue leaders on GTM execution and pipeline management
Results:
Revenue growth jumped from 20% to 40% YoY, with 2025 forecasted to double again. The company is now on a scalable, high-growth trajectory.
Relevance:
This engagement proves how GTM clarity and leadership can turn momentum into exponential growth, even in complex technical sectors.