You don't have a pipeline problem. You have a context problem.
Context and relevance are what convert. I embed with GTM teams — Sales, SDRs, Demand Gen, and ABM — to build the systems, plays, and operating models that turn the right signals into relevant pipeline — for the right accounts, at the right time.
Why "Boring"?
Effective pipeline generation is boring.
No tips, no tricks, no short cuts. No Hail Marys in the last week of the quarter.
Just doing the things that actually work. GTM First Principles. Fundamentals. Frameworks. Operating Models. Effective execution, over and over.
Boring builds pipeline we can predict. That's the point.
About
I build pipeline systems and engines: the frameworks, mental models, signal gathering, context, business narrative, and messaging that arm teams to engage and convert enterprise and corporate accounts. Strategy through execution, because I've done both.
My GTM philosophy is simple: context and relevance are what convert. Without context, we don't know what signals to listen for, what entry motion to use, or what to say. Without relevance, none of it lands for our buyers.
Most recently, I was Director of Strategic Growth at Okta. In that role, I built a strategic growth engine that influenced $50M+ in pipeline in its first year, working cross-functionally with GTM teams to bring it to life. In my last chapter, I led the rebuild of an enterprise GTM engine behind a plan to 3x revenue in under five years.
Before that, I spent six years at Auth0, one of the fastest-growing SaaS companies in the world. There, I built the outbound SDR and ABM motion that drove 60–70% year-over-year growth — taking the company from pure product-led growth (PLG) to a near 50/50 split between PLG and outbound as it scaled past $200M in ARR.
Alongside that enterprise work, I've advised Series A and B B2B SaaS companies — Spot AI, Humanitec, Ethena — on outbound and pipeline strategy: growing one company's outbound pipeline 10x in two quarters, improving another's inbound pipeline by 90% in the first two weeks, and turning a first campaign into $200K in pipeline.
I know this work from the ground up. I started as an SDR, carried a number as an AE, and built and led SDR and ABM teams.
My role has three lanes: Architect. Builder. Mentor. I build the engine and equip your team to drive it. Your team brings it to life, because real learning only happens in the doing.
Who I Work With
A few clients, done exceptionally well.
I care deeply about quality and depth, which helps drive impact and results.
You're a fit if you are…
- B2B SaaS Company at Series A to C
- Building your outbound GTM motion
- Post-funding with pressure to show pipeline growth fast
- Building an account-based play and need it to actually work
- CEO, Founder, Sales or Marketing Executive who sense something's broken in PipeGen
Not the right fit if…
- You want a consultant who hands over a deck and disappears
- You don't have a team ready to bring the system to life
- You need someone to own the execution for you
- You're not ready to move fast and make decisions
- Pipeline isn't a company-level priority right now
What I Do
Pipeline isn't a campaign. It's a system.
Context tells you who, what, and why now. Relevance determines if they engage. Every part of this system is designed to deliver both — before your team sends a single message or launches a campaign.
Pipeline Architecture & Strategy
The full system — coverage models, targets, motions, and the operating cadence that makes pipeline predictable instead of a surprise.
Outbound GTM & SDR Enablement
Prospecting strategy, plays, and enablement that arm SDRs to break into the right accounts with relevance — not volume.
Account-Based Execution
ABM/ABX programs that go beyond ads: coordinated entry motions across sales and marketing into named accounts.
GTM Operating Model Design
Roles, rhythms, handoffs, and accountability — the operating model that keeps pipeline generation running after I leave.
Signal Intelligence & Account Context
The intelligence layer: what signals to listen for, how to gather account context, and how to turn it into action.
Sales & Marketing Alignment
One target list, one narrative, one motion. Aligning the teams that too often generate pipeline in parallel — or against each other.
How I Work
Effective first. Efficient after.
Do the right things right. Then do the right things fast. Not everything that works will scale — and that's okay. We're here to find what works, not just what scales. Get the fundamentals right, find what's repeatable, then scale.
Discovery & Diagnosis
A deep diagnostic of your current GTM motion. Where is pipeline breaking down? What signals do you have? What's the gap between what sales needs and what marketing is building?
Foundation
ICP definition, Target Account List, and how your company thinks about pipeline. The frameworks, decision models, and operating principles that align your entire GTM team on what matters — and why.
Build & Activate
Build the intelligence architecture, develop account context, and run the first GTM plays — together, with your team. This is where the frameworks become a functioning system, not a slide deck.
Do things that don't scale
Run plays manually. Watch what lands. Find the themes, patterns, and messages that consistently produce pipeline. The shortcuts don't work until you've done the manual work first — and that's exactly the point.
Transfer & Scale
The goal was never dependency. I build the engine and mentor your team to own it. You leave the engagement with a system, a playbook, and a team that knows exactly how to run both — without me in the room.
This approach is not for everyone.
If you're looking for a quick fix, spray and pray campaigns, or someone to hand you a deck and disappear — I'm not your person. And if you don't have a team ready to bring it to life — this engagement won't work. Your team brings it to life because real learning only happens in the doing.
"Effective first. Efficient after. Do the right things right — then do the right things fast."
— Rachael Tiow
The Proof
Results that speak for themselves.
I've done this work inside two of the most respected identity companies in the world. The systems I built are still running.
"Rachael was critical in building out Auth0's outbound channel. Fast forward a few years — that outbound motion grew to 60+ percent of both pipeline and closed business of $200M+."
"Rachael has been instrumental in bootstrapping our outbound motion — growing it by 10x over two quarters — and getting our SDRs productive in less than one month."
"In the first 2 weeks she improved our entire inbound flow — 90% of our pipeline — and restructured how our SDRs attack leads. 2x their speed to first call. Huge asset for any GTM team."
"I've used your post-event cadence for our events the last 2 quarters — we built a baseline in Q1 then doubled pipeline in Q2. Massively useful."
"Rachael's prior sales background makes for an exceptional marketing partner. She gets the needs of sales teams and understands the type of marketing programs that resonate with customers."
"Rachael's experience translated immediately into action — after one conversation, our team had a first working draft of a full pre-event acquisition playbook, built around what she walked us through on outbound, marketing, and sales alignment."