GTM Strategy Applied when a motion needs direction before execution: defining who to sell to, in what order and with which play.
ICP definition Market segmentation Account prioritization Territory planning Sales motion design Marketplace expansion Commercial playbooks Go-to-market execution
Revenue Operations Applied when the funnel needs structure: clear stages, ownership, routing and numbers leadership can trust.
Funnel architecture Qualification frameworks Lead routing Opportunity stages Pipeline visibility Forecasting CRM governance Sales handoffs Performance measurement
Sales Execution Nine years of carrying the number across the full cycle, from cold outreach to close and onboarding.
Outbound prospecting Discovery Consultative selling Objection handling Negotiation Closing Partner acquisition Full-cycle sales Sales leadership
AI and Automation Applied to remove repetitive work while keeping human judgment where it creates value, with guardrails and evaluation built in.
AI-assisted prospecting Lead research Account enrichment Scoring and classification Conversation support Workflow automation n8n Human-in-the-loop systems Guardrails AI evaluation CRM synchronization
Data and Systems The technical foundation: enough engineering to build working systems and read the data behind the funnel.
SQL BigQuery PostgreSQL MySQL Python Data modeling ETL pipelines APIs Webhooks Salesforce HubSpot Supabase Funnel analysis Dashboards Git
Leadership and Enablement Applied when the constraint is people and process: making a team faster to ramp, easier to coach and aligned across functions.
Sales team leadership Process documentation Onboarding Coaching Stakeholder interviews Cross-functional alignment Change management Playbook development
Salesforce HubSpot Clay Supabase / PostgreSQL SQL BigQuery Python n8n Cloudflare Workers Twilio WhatsApp Calendly DeepSeek Anthropic Whisper (Workers AI) React / TanStack Git / GitHub
The tools support the strategy. They are not the strategy. See how they come together in the partner acquisition case .
I kept the technical side current on purpose: the data, automation and API skills above are backed by completed coursework. Open any certificate to read it here, or verify it with the issuer.
Learning tracks Multi-course track completed end to end. BigQuery 5 courses · 54h · 2026 Automation and AI for Marketing: mastering n8n 5 courses · 40h · 2026 Analytics Engineering 4 courses · 34h · 2026
Data & Analytics Backs the SQL, data modeling and funnel-analysis work in Data and Systems. Google BigQuery: Navigating the Cloud 14h · 2026 SQL Queries: Moving forward in SQL with MySQL 14h · 2026 Google BigQuery: data manipulation 12h · 2026 Analytics engineering: implementing an ETL pipeline with AWS Glue 10h · 2026 Google Big Query: advanced queries 10h · 2026 Google BigQuery: mastering strings and dates 10h · 2026 Analytics Engineering: Analyzing Data with Amazon Athena and AWS Glue 8h · 2026 Analytics Engineering: delivering results with QuickSight 8h · 2026 Analytics engineering: building an automated pipeline 8h · 2026 Data Modeling: applying normalization 8h · 2026 Google BigQuery: mastering logical and numeric functions 8h · 2026 MySQL: applied for Data Analysis 8h · 2026 SQLite online: data analysis with SQL 8h · 2026 SQLite online: getting to know SQL statements 8h · 2026 Python: data analysis with SQL 6h · 2026 Practicing SQL: performing queries 4h · 2026
Automation & AI workflows Backs the workflow automation and human-in-the-loop design in AI and Automation. Process Automation with n8n: workflow modeling and systems integration 12h · 2026 AI Agent with n8n: Create an AI agent for WhatsApp 8h · 2026 Process automation with n8n: optimizing lead analysis 8h · 2026 Process automation with n8n: creating campaigns with AI 6h · 2026 Process automation with n8n: data intelligence for marketing 6h · 2026
Engineering & APIs Backs the API, integration and system-building side of the work. Python: automated testing and code quality 14h · 2026 Python: Fundamentals and Patterns of Software Architecture 12h · 2026 Python for Data: Getting Started 10h · 2026 API Patterns: from HTTP to API Modeling 8h · 2026 FastAPI and Python: Building APIs with Authentication, Databases, and Deployment 8h · 2026 Git and GitHub: sharing and collaborating on projects 8h · 2026
Web foundations Earlier groundwork in front-end fundamentals. Javascript and HTML: Develop a Game and Practice Programming Logic 16h · 2022 HTML5 and CSS3 Part 3: Working with forms and tables 8h · 2022 HTML5 and CSS3 Part 4: Advancing in CSS 8h · 2022 HTML5 and CSS3 part 1: Create a webpage 8h · 2022 HTML5 and CSS3 part 2: Positioning, Lists and Navigation 8h · 2022 Sales certifications HubSpot · Sales Management HubSpot · Sales Enablement
Certificates of completion issued by Alura. Open any certificate to view it, or follow through to the issuer's verification page. Track hours are the sum of their own courses, so they are not counted twice in the total.