Colin Chapman

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Founder / GTM Consultant

Aug 2015 - Current (11 years 3 months)

B2B tech founders in Germany and Europe are building strong products but struggling to build the outbound system that doesn't depend on them closing every deal. That's the problem Prospectr exists to solve. Working with Seed to Series A founders, the work covers three things: translating complex technical products into the language their buyers actually care about (using a Jobs-to-be-Done framework), building the outbound system and playbook from the ground up, and making sure the whole thing performs in English-speaking markets where most European outreach loses something in translation. The output isn't a campaign. It's infrastructure: a system the team can run, measure, and scale without the founder in every deal. Current clients and eng

Business Development Manager

Remote Control Productions

Sep 2024 - Sep 2025 (1 year 1 month)

You know how most people in sales are either "builders" or "sellers"? I'm a bit of both, a true Full Stack GTM Engineer. At rcp, I designed and executed a full-cycle Go-to-Market (GTM) strategy while also doing the hard yards as a fractional COO for a few studios. It's a tough gig out there in the video game industry; it's notoriously volatile. But my advice and strategy helped one studio triple its business, quarter-over-quarter, leaving the others in the dust. You'd think that would be enough, but I still had a fire in my belly to build. I built the entire outbound sales engine from scratch. We're talking Python scripts to keep the CRM data cleaner than a whistle, and using ChatGPT to automate the deep research that would normally take ho

Senior Account Executive

PlaytestCloud

Dec 2023 - Aug 2024 (9 months)

They say a good salesperson can sell anything, but the secret is in the system. I was the go-to guy at PlaytestCloud for building the machine that generated the leads. In fact, I was so good at it they promoted me within four months from Senior BDM to Senior AE. My gig was a full-cycle GTM execution, from top-of-funnel prospecting to deal closure. My system for the mid-tier segment was so well oiled that I logged 7,308 sales activities in under 10 months and sent over 5,000 cold and follow-up emails. The key was in the design, I focused on creating scalable systems and contributed to the CRM hygiene and outreach sequencing in Pipedrive. Ultimately, my work resulted in converting 18 new accounts with a 17% win rate. This was all about buildi

Senior Business Development Manager

PlaytestCloud

Aug 2023 - Nov 2023 (4 months)

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GTM strategist and executor

Pluno

Mar 2023 - Jun 2023 (4 months)

I was brought in to build the business development engine from scratch for a community-facing AI tool. The company's brilliant engineers had built a great chatbot for Discord, but they needed someone to figure out how to sell it at scale. Traditional cold outreach methods don’t work on Discord, as most communities resist direct sales. My job was to design a new sales playbook rooted in authentic, credibility-first engagement. Since Discord doesn't integrate with most CRMs, I had to get my hands dirty. I engineered new CRM workflows in Pipedrive to support manual logging of community conversations and sales stages. This was the definition of GTM engineering—building a system from nothing to solve a unique sales problem. My work paid off, as

Senior Business Development Manager

Ryte

Jan 2022 - Jan 2023 (1 year 1 month)

You know how every industry has a few big players who seem to own the market? At Ryte, I walked into that situation, targeting the SEO tools market dominated by giants like Semrush and Ahrefs. My job was to be the human wrecking ball, creating a path for us to break through. The go-to-market strategy relied almost entirely on cold outreach, with limited inbound leads that often proved more time-consuming than effective. I was the top performer on the team in terms of activity volume, logging 6,677 total activities across 769 accounts. I made 3,700 cold calls with a 9.4% connect rate and sent 1,208 personalized emails that achieved a 49% open rate. Beyond just hitting numbers, I also used my experience to mentor the junior reps. I helped the

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International Sales Manager

Aug 2021 - Jan 2022 (6 months)

This role was a true GTM challenge. I was brought on to launch a predictive IoT logistics platform into new international markets, a task that required both strategic execution and CRM engineering. I was the one tasked with getting our foot in the door in the UK, Ireland, and the Netherlands. I wasn't just cold-calling; I was building the GTM playbook from scratch for these regions. My efforts paid off, as I secured meetings with 70% of my target accounts and achieved a 43% conversion rate from presentation to pilot. My real GTM engineering work came from rebuilding the CRM processes to improve forecasting and data cleanliness. I owned the CRM redesign, which meant I wasn't just a salesman, I was an architect of the system.

The Hitman (GTM)

Missing Link

Sep 2012 - Dec 2015 (3 years 4 months)

At Missing Link, I earned the internal title "The Hitman" because I could close deals. But my real value wasn't just in closing; it was in the GTM strategy and execution that led to those closes. I owned the entire sales cycle for enterprise clients. My work contributed to a 22% CAGR and a 66% proposal win rate, which eventually led to the company having more work than they could handle. I landed huge enterprise accounts like IBM, Siemens, and BMW by selling high-value solutions and strategic storytelling.

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Full Stack GTM Engineer

Jul 2010 - Sep 2012 (2 years 3 months)

This is where my journey to becoming a Full Stack GTM Engineer truly began. I was hired to build the company's business development engine from scratch. There were no systems, no processes, just a clean slate. I designed and implemented the entire outbound process, from selecting the CRM to lead generation, messaging, and tracking. I was an early adopter of LinkedIn for prospecting, which allowed me to bypass gatekeepers and get to decision-makers directly. My efforts delivered a 607% CAGR and a 75% meeting rate with qualified prospects. I also used a custom Excel tracker to test and refine my cold-calling strategies based on real data.

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Business Development Manager / GTM Strategist

Unison Communications

Jan 2009 - Jul 2010 (1 year 7 months)

At Unison, I began to see how GTM strategy could transform a business. My role was focused on enterprise sales, but I also played a key role in transitioning the company from one-off CAPEX sales to a more scalable, recurring revenue model. I closed a landmark deal with Xstrata Platinum that changed the company's entire commercial model. This is also where I pioneered my use of LinkedIn for prospecting within the company. This was a turning point for me as I realized the power of using technology to find and engage with prospects, something that would become a cornerstone of my GTM engineering approach.

Senior Account Manager

Psion

Dec 2007 - Dec 2008 (1 year 1 month)

This was my introduction to technical solution selling. Hired during the 2008 global financial crisis, my mission was to sell complex rugged mobile hardware and communication platforms. I was responsible for the outbound lead generation strategy for the entire region and, despite the economic downturn, closed a major logistics deal. My focus on combining different product lines into a single tailored solution taught me how to bridge technology and business needs.

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Account Manager

Scantec

Mar 1999 - Nov 2007 (8 years 9 months)

Before my GTM journey, my time at Scantec was a foundational masterclass in product management and channel development. I was promoted from Account Manager to Product Manager for Zebra printers, where I was responsible for everything from forecasting and pricing to managing inventory. I played a key role in transitioning the business from a direct sales model to a channel-based one. This taught me how to manage a product's entire GTM lifecycle.

Sales Representative

Clover S.A. Proprietary Limited

Jun 1996 - Mar 1999 (2 years 10 months)

This was my first full-time job, and it taught me the basics of GTM execution. I managed a team of 11 merchandisers and gained firsthand experience in everything from in-store promotions to cold chain logistics. I even stepped in to work in the cold room and deliver products during a strike, which taught me that a good salesperson is also a reliable operator. I learned to track competitor pricing and shelf presence manually, which was my first taste of using data to inform sales strategy.

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Colin Chapman

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