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Clarity

Tanya Helin

Boston, MA

Revenue leader and fractional CRO with a proven track record of building and scaling go-to-market organizations across startups, growth-stage SaaS, and PE-backed companies. I specialize in fixing the problems that block growth: weak pipeline, stalled deals, missed forecasts, high churn, and sales teams that fail to scale. At HashiCorp, I joined as one of the first GTM leaders (recruited by the CEO) and helped grow revenue from under $1M to nearly $300M ACV. At GitLab, I doubled my team and grew regional sales from $75M to $112M with consistent overachievement. At AutoRABIT, I turned around an underperforming org, exceeding targets ($34.5M on a $29M goal) and raising gross retention from the mid-80s to over 90%. Today, I bring this experience to SaaS and PE-backed companies as both an advisor and fractional CRO, delivering immediate impact while leaving behind playbooks, operating cadences, and leadership benches that make growth sustainable.

$7.50/min

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Pipeline Growth/Demand Generation

I have built and rebuilt go-to-market systems across early-stage, growth, and PE-backed software companies. At HashiCorp, I joined as one of the first employees and helped scale revenue from under $1M to nearly $300M ACV by creating the first enterprise sales motion with clear ICP, messaging, and qualification frameworks. At GitLab, I doubled my team, enforced pipeline and forecasting discipline, and grew the region from $75M to $112M while consistently surpassing targets. At AutoRABIT, I diagnosed a broken sales system, introduced forecasting accuracy and customer success alignment, and turned around the org to exceed goals ($34.5M on a $29M target) while raising retention above 90%. At Stack Overflow, 24 of 25 reps I hired hit their ramp goals because the ICP, playbooks, and leadership pipeline were in place from day one. These experiences give me a proven playbook for helping companies clarify their ICP, nail their messaging, build predictable pipeline, enforce forecasting rigor, and create GTM systems that scale.

ICP and Messaging

The benefit of my approach is that companies gain predictable revenue growth, faster deal cycles, and higher retention because their teams focus on the right customers with the right message. Instead of wasting time on poor-fit prospects or struggling with stalled deals and unreliable forecasts, they have pipeline that converts and a GTM system they can trust.

I deliver this by defining ICP, creating messaging that resonates, and operationalizing it into outbound scripts, sales plays, and deal structures that scale. At Expanso, this shifted pipeline from less than 1x to 3.5x in just 90 days. At AutoRABIT, repositioning and aligning messaging across Sales and Customer Success helped exceed targets ($34.5M vs. $29M) while improving retention from the mid-80s to above 90%. At GitLab, refining ICP and scaling messaging grew my region from $75M to $112M with consistent overachievement.

What makes me unique is that I do not just design strategy and walk away. I personally test messaging with customers, prove what works, and leave behind playbooks and systems that ensure growth is sustainable. The companies I work with not only see immediate impact in pipeline and revenue, but also avoid the cost of inaction: chasing the wrong accounts, missing forecasts, and losing customers.

Forecasting and GTM Systems

The benefit of my approach is that companies gain accurate forecasts, predictable revenue, and operating discipline that investors and boards can trust. Instead of guessing each quarter or being surprised by missed numbers, leadership has full visibility and confidence in how the business will perform.

I deliver this by building GTM systems that connect pipeline management, deal qualification, customer success, and forecasting into one integrated process. At AutoRABIT, I rebuilt the forecasting system and operating cadence, which helped the company exceed targets ($34.5M vs. $29M) while improving retention to over 90%. At GitLab, I implemented pipeline inspection and deal qualification across a doubled team, driving revenue growth from $75M to $112M with consistent accuracy in forecasting. At HashiCorp, I helped design the company’s first enterprise GTM engine, scaling from under $1M to nearly $300M ACV with systems that made growth predictable.

What makes me unique is that I do not just create reports or dashboards. I embed forecasting and GTM discipline into the daily rhythm of the business, training managers and reps to inspect pipeline rigorously, enforce qualification, and tie customer success to future revenue. This ensures the numbers are not only accurate but repeatable, which gives leadership the confidence to scale aggressively and avoid the cost of inaction: missed targets, wasted resources, and lost investor trust.

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Member since September 2025