I'm a business systems leader with repeated success leading technical operations, building internal technology and infrastructure, and surfacing actionable business insights in high-growth SaaS startups. I work with startups and growth-stage companies on the systems behind their go-to-market — scaling techno-functional teams, launching new technology programs, driving user enablement, and operationalizing new products and services. Most engagements start with an audit and branch into the areas below. The through-line: keep the stack lean, the data clean, and the team able to move.
Where I tend to add the most value: managing scaled, global, interconnected, end-to-end business programs that actually deliver business value — not just a Jira board's worth of tickets closed.
Core competencies
Strategic planning & prioritization · integration architecture · C-level engagement · business analytics · budget & vendor management · business process automation · change management · team building & leadership development · ROE design · user policies · CDP design · policy & regulatory governance · SOX / ITGC compliance · metadata management · quality assurance · product development & application lifecycle · Agile · DevOps · data integration, management, and governance · risk management · vendor negotiations.
GTM Systems Audit
An end-to-end review of your marketing and revenue tech stack. I map how data actually flows from first touch to closed revenue, flag the breakage points, and produce a phased current-state vs. future-state plan with a funnel view.
Typical questions answered: where is data coming from and going, where are the manual bottlenecks and single points of failure, what % of your records are duplicates or junk, what's most immature about the stack, and what to fix now vs. later.
Deliverables: architecture diagrams, a system/owner inventory across ToFu / MoFu / BoFu, a prioritized remediation roadmap, and tooling recommendations grounded in the FRIC framework.
Demand Gen & Lead Management
Standing up (or cleaning up) the pipes that turn inbound and outbound activity into pipeline. Covers signup flows, attribution (start simple — first/last touch), UTM capture, enrichment waterfalls, ICP scoring, and signals-based routing into Slack for real-time "pouncing."
Tool families I commonly recommend: Clay, Zapier, Kondo, Common Room / Koala / Unify, Lemlist / Inflection / Customer.io, Default, Cal.com. Choice depends on volume and motion.
Opportunity Lifecycle & CRM
Designing the opp lifecycle, territory and account structures, activity capture, and day-to-day rep workflow. I keep Enterprise motions deliberately manual — they're messy and non-linear — and reserve automation for the repeatable, higher-volume segments.
CRM choice is part of the conversation: lightweight tools like Day.ai can carry a company under ~1M records; Salesforce is the right call when complexity and scale demand it. Nektar and Synch for activity capture where useful.
CPQ, Billing & Revenue Recognition
Quote-to-cash design across CPQ, e-signature, CLM, billing, and ERP integration. I help teams decide buy-vs-build for CPQ, get the calculation / UX / approvals layer right first, and defer ERP and billing integration until the shape of the business is stable.
Stack patterns I work with: DealOps, RevOps.io, SequenceHQ, Nue, or a home-grown lightweight calculator; DocuSign for signature; Ironclad for CLM; Stripe / Orb / Metronome / M3ter / Lago for billing (choice driven by subscription vs. usage vs. hybrid pricing).
Customer Success Systems
Post-sales process design: onboarding, account team structure, renewal / upsell / downgrade / churn motions, and the case / ticketing workflow that pulls pre-sales, post-sales, deal desk, ops, and finance into one thread.
Usually includes a reverse-ETL layer to activate product usage data into the CRM so CSMs get pinged on the right accounts at the right time. Enablement tooling (Highspot, Spekit) where content discipline is the bottleneck.
Partnerships & Channel Tracking
Partner data is the messiest schema in B2B. My default is to keep it out of the CRM until the motion is mature — track in Airtable, a spreadsheet, or Clay, and sync only the minimum required fields into the CRM. Saves months of customization with no payoff.
Data, Analytics & Activation
Warehouse-first design so every downstream system is replaceable. ETL (Fivetran), reverse ETL (Hightouch), BI (Omni, Looker), and internal apps (Retool, Superblocks) to stitch views together without burning engineering cycles. API-first and export-capable is a hard requirement for anything I recommend adopting.
RevOps Advisory & Org Design
For early-stage teams: how to hire a founding RevOps generalist who can flex into marketing and sales tech, and when to centralize Ops (marketing, sales, CS, deal desk, strategy, GTM data) under one roof for faster decisions and less risk. For later-stage teams: how to stop over-building.
The goals I optimize for: operational efficiency, growth without tech debt, data-driven decisions, better customer experience, and risk management.
Get in touch
If any of the above sounds like what you need, email me at justin@tungjustin.com with a few sentences on where you are and what's breaking.