Amy Yeargan

I think that revenue is more about the system than the person running it. It comes from a system that works whether or not anyone's having a great day. I'm Principal Operations Manager at BlueFlag Security, a Series A cybersecurity company building developer risk and governance for the software development lifecycle. I own the revenue operations function and the outbound motion behind our go-to-market. The systems thinking started in operations, not sales. I ran full P&L and revenue cycle for a dental practice and scaled it from roughly $36K to over $2M without adding headcount, by building a repeatable patient-to-payment engine across marketing, compliance, and ops. I carried that into enterprise SaaS as a producer. At AppOmni, I was the first and only public sector BDR, booked the company's first meetings in that segment, and wrote the BDR handbook the function ran on. More than $13.5M in annual recurring pipeline generated, $1.6M+ in closed-won bookings sourced, and 293 sales-qualified opportunities in 2024 across healthcare, security, and regulated B2B. In 2025 I ramped fast in cybersecurity SaaS, averaging 8+ outbound executive meetings a month and adding $2.7M in qualified pipeline. Across national conferences and executive programs, I influenced $7M+ in pipeline by tying pre-event targeting to disciplined post-event follow-through. Here's the thing I actually believe. I love GTM engineering, the systems and the automation and the AI-augmented research. But I still believe in a great cold call, and I don't think those two things are in tension. The system gets you to the right door. A real and business-relevant conversation gets you through it. How I work: ICP clarity, account-based targeting, stakeholder mapping, and channel execution that respects a startup's budget. I think in repeatable, auditable systems rather than heroics. And I build trust through preparation, steady execution, and saying what I actually think, which the best teams I've worked with have always wanted more of, not less. Frameworks: Sales: MEDDIC, Challenger, BANT. GTM Tools I work in: Clay, Instantly, Zapier, and AI in the daily flow (Cowork, AirOps, Perplexity). Lately I'm deep on AEO, how brands earn visibility inside AI search instead of just ranking on Google. I think it's about to reshape how GTM teams think about demand, and I'd rather be early than catch up.