Zero-to-one operator and GTM strategist. I sit between leadership, sales, product, and the customer, and I translate between them. I have used one method across fifty-plus executive teams, a tier-one bank, and a five-year startup.
I take a product from idea to first customers, first revenue, and first team. I have done it inside a company and as the company.
I build go-to-market for software with a technical buyer and a long sale. I have done it in established categories, crowded ones, and new ones. I learned the innovator-to-mainstream playbook working alongside Aaron Ross, who scaled Salesforce from $10M to $100M.
I am a servant leader. I align the team on the what and the why. I let the experts own the how. We solve hard problems together.
This is the superpower. I sit between leadership, sales, product, and the customer. I turn what one group says into what the next group needs to hear.
New technology fails in the gap between the people who build it and the people who buy it. I work in that gap.
At Predictable Revenue I led product-market fit work for more than fifty executive teams. I co-created a service there that grew to a quarter of the company's revenue. At Finn.ai I represented a tier-one bank inside the product team. We shipped conversational AI to the bank's customers three times. At Charli3 I ran customer success, operations, and production for five years. The market was in a bear cycle the entire time. My team shipped Cardano's first native oracle, a push oracle. We followed it with the first pull oracle and the first L2 partnerchain MVP on the chain. We also shipped the first proof of reserve service on Cardano. It gave USDM, the first 1:1 fiat-backed stablecoin on the chain, cryptographic proof of its reserves.
My domains have been blockchain, enterprise AI, data infrastructure, and software. My method has not changed. Finding product-market fit is a translation between the executive mission, the product design, and the customer's job to be done. I believe in data-driven outbound experimentation and quick adaptation to changing market needs.
I am a zero-to-one operator and a GTM strategist. I work best in the seat between leadership, sales, product, and the customer. Translating between those groups is my strongest skill.
Four companies, most recent first.
Fifty-plus markets. A sample, to show the breadth of the work and how the method adapts to any market.
From chain restaurants to the Fortune 50. Companies from $2M to $5B+ in revenue, all B2B. Personas from CEO, CTO, and CIO to Head of Digital Transformation, lead pastor, and label engineer. Leads generated at FANG, Walmart, Pepsi, Morgan Stanley, and hundreds more.
I do not write production code. I run the teams that do. I understand the work well enough to scope it, prioritize it, test it, and take it through audits.
Tooling: AWS, Google Cloud, Vercel, Auth0, GitHub, Confluence, Jira, Notion, Figma. I use multiple frontier LLMs to build agents that improve my own workflow.
The same seven steps in every market. Legwork first, strategy second, experiments decide, then the revenue team gets the playbook.
Mission, vision, and the leadership team's gut on where product-market fit is. Their assumptions become the first things to test.
Sales and sales enablement. Where deals are won and lost, what drives revenue, which sales were the best and why.
Success stories, failures, and churn. Direct discovery calls with customers wherever possible.
Segments, competitors, and the whitespace nobody is selling into.
Strategy sessions that turn the legwork into JTBD-style sales hypotheses worth testing.
Outbound experiments for the sales team. Whatever finds traction becomes the strategy.
Once a hypothesis has traction, give the revenue team the assets, flows, and playbooks to take it to market.
Work in progress. Articles on topics that interest me, added as they're written.
New pieces land here first.
Pick a time below, or email robert.hever@blockdevs.io.