Fractional Operator · GTM · Pipeline Generation

You don't have a
pipeline problem.
You have a context problem.

Context and relevance are what convert. I embed with B2B SaaS teams to build the systems, plays, and operating models that turn the right signals into relevant pipeline — for the right accounts, at the right time.

Work with me What I do
$50M+
Pipeline influenced in one year at a leading enterprise SaaS company
40%+
Of a high-growth SaaS company's revenue influenced through GTM systems built from scratch
10+
Years building B2B SaaS pipeline engines
"Context before motion."
Know the signal. Know the entry. Know the message. Then move.
What I do

Pipeline isn't a campaign.
It's a system.

Context tells you who, what, and why now. Relevance determines if they engage. Every part of this system is designed to deliver both — before your team sends a single message or launch a campaign.

Pipeline Operating System
Define how your company thinks about growth. Target account prioritization, identity math, and the "why you, why now" framework that aligns your whole GTM team.
Pipeline Intelligence Engine
Build and activate your Target Account List with high-accuracy signals and intent. Know who to focus on, why right now, and what the right entry motion is — before your reps pick up the phone.
Pipeline Activation
Turn intelligence into executed GTM plays — ABX, SDR outbound, digital, partner. Structured processes, relevant messaging, and tight field partnership that moves pipeline, not just activity.
Pipeline Lab
Structured experimentation on motions, messaging, and plays. Validates what's working, kills what isn't, and feeds every learning back into the system so it gets sharper over time.
Who I work with

A few clients, done exceptionally well.

I don't take on many engagements. I take on the right ones — where I can go deep and make a measurable difference.

You're a fit if you are…

  • A B2B SaaS company at Series B through enterprise scale
  • A CRO, CMO, or VP of Sales who owns pipeline and knows something's broken
  • Building or rebuilding your outbound GTM motion
  • Scaling an ABM or account-based play and need it to actually work
  • Post-funding with pressure to show pipeline growth fast
  • Open to doing the strategic AND operational work — not just strategy
Not the right fit if…
  • You want a consultant who hands over a deck and disappears
  • You need someone to manage a team full-time
  • You're not ready to move fast and make decisions
  • Pipeline isn't a company-level priority right now

"I work like a Japanese knife maker. A small number of clients. Exceptional depth. Full attention. That's the model."

— Rachael Tiow, Founder

The proof

Results that speak for themselves.

I've done this work inside two of the most respected identity companies in the world. The systems I built are still running.

$50M+
Pipeline influenced at a leading enterprise SaaS company in under 12 months as a solo operator
40%+
Of a high-growth SaaS company's total revenue influenced through GTM frameworks and systems built from scratch
~20%
Close rate on influenced pipeline — turning $50M pipeline into $10M+ in closed revenue
1
Person. No team. No agency. Just a system that worked, and a field team that trusted it.
Companies where this work was built and validated
Leading enterprise identity company
World's largest soda brand
Fortune 50 retailer
Global sportswear brands
Fortune 500 enterprise accounts
Rachael Tiow
About
Rachael Tiow
Founder, The Pipeline Co.  ·  Fractional GTM Operator

I'm a fractional GTM operator. I build systems, build teams, and execute across every layer of go-to-market — from strategy to the ground-level plays that actually generate pipeline.

My operating philosophy is simple: context and relevance are what convert. Without context, you don't know what signals to listen for, what entry motion to use, or what to say. Without relevance, none of it lands. Every framework, model, and system I build exists to deliver both — at scale, consistently, across every account.

I've influenced over $50M in pipeline in under a year as a solo operator inside a large enterprise, and built GTM systems that influenced 40%+ of total company revenue at one of the fastest-growing SaaS companies in the world. I don't consult. I embed, build, lead, and execute — then leave you with a system that works without me.

Team Building Outbound GTM ABM / ABX Pipeline Generation Prospecting Strategy Sales Strategy Operating Models SDR Enablement Signal Intelligence Fractional GTM
Let's talk

Ready to turn your pipeline from guesswork to a system?

I take on a limited number of engagements. If the timing and fit are right, let's find out in a 30-minute call.

Send me an email Connect on LinkedIn

Rachael Tiow  ·  Based in Kailua-Kona, Hawai'i  ·  Working with teams globally