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
Healthcare SaaS | $25M ARR | PE-Owned
Healthcare SaaS | $25M ARR | 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.
Facilities Services | $20M | PE-Owned
Healthcare SaaS | $25M ARR | PE-Owned
Healthcare SaaS | $25M ARR | PE-Owned
Challenge:
The commercial engine was fragmented across direct, inside, and technical sales. Forecasting lacked credibility. Cross-selling and retention efforts were underleveraged. Growth had slowed despite strong demand.
Approach:
We realigned the go-to-market motion around buyer journey segments, embedded weekly performance cadences, and operationalized three revenue streams: new business, cross-sell, and retention. RevOps was introduced to unify reporting and improve visibility.
Results:
- Bookings exceeded budget by 30% in Q1.
- Expansion revenue accounted for 20% of the new pipeline.
- Forecasting accuracy rose to 80%
- Average deal size increased by 21%
- Rebuilt confidence in team performance and execution discipline
Relevance:
This demonstrates that service-based companies can scale more efficiently when GTM, data, and accountability work in tandem.
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.