MARK
SOLANO.
FRACTIONAL CRO & CHIEF GROWTH OFFICER · REVENUE LEADER · GTM ADVISOR
20+ years building and scaling revenue organizations in fintech and B2B SaaS. I don't manage revenue emotionally. I manage it operationally.
Most of my career has been selling technology into banks and credit unions. Velocity Solutions, Apiture, Haberfeld. I've carried a bag, built a BDR engine from nothing, run forecasts for boards, hired people and fired people, and rebuilt teams that were already broken when I got there.
At Velocity I took the enterprise book from $11M to $70M ARR and ran a 20 person new logo team at 35% year over year. At Apiture I founded the BDR engine and built the Salesforce instance from scratch. At Haberfeld I closed $9M ACV against a $6M quota. Six straight President's Club years before that, 2012 to 2017.
The pattern I keep finding goes like this. A company misses its number, and everyone in the room decides the reps aren't hungry enough. Almost every time, the reps are fine. The forecast was built on a win rate nobody ever calculated, and tracked in a CRM nobody trusts.
Most revenue problems turn out to be system problems. That is what Solano Advisory Group does. I come in, find where the revenue is actually leaking, and fix the machine underneath it. Sometimes that is a four week audit. Sometimes it is running the team for two quarters while you find the person who runs it next.
I work with fintech and B2B SaaS companies between $5M and $20M ARR that sell into banks, credit unions and lenders. If your plan for next year is sitting in a spreadsheet you are not sure about, that is the conversation I like having most.
Years Revenue Leadership
20+
Revenue Influenced
$150M+
Banks & Credit Unions Served
50+
Teams Built
4→20+
President's Club (consecutive, 2012-2017)
6x
Largest Institution Served
$250B
Domain Expertise
Building and scaling revenue organizations from early-stage to enterprise
Enterprise sales leadership across fintech and B2B SaaS
Pipeline architecture and forecasting discipline
New market expansion and GTM strategy execution
Revenue operations alignment and optimization
Executive leadership and board-level reporting
Banks, Credit Unions, and Financial Services
Sales team development, coaching, and enablement
Operating Beliefs
"Revenue runs on a system. When the system works, growth stops being a surprise."
"If you can't defend it deal by deal, you don't have a forecast. You have a wish with a due date."
"Pipeline is math. If the math doesn't work at the top, no amount of effort fixes the bottom."
"Good leaders take the randomness out. If the quarter depends on one person having a great month, you don't have a team yet."
Let's talk about your revenue.
Audit, embedded leadership, or infrastructure. It starts with a conversation either way.