Rich Nigro
Fractional Sales & GTM Leader
Who Rich works with
Rich Nigro is a Fractional Sales Leader for VC-backed, Series A–C technology companies between $5M and $50M ARR that sell to technical buyers across AI infrastructure, cybersecurity, DevOps, DevTools, data infrastructure, and fintech infrastructure. Rich is GTM OS Certified, trained in GTM Partners' proven GTM expertise, frameworks, and systems. He works with North American, South American, and European companies typically scaling from 30 to 300 employees. His clients often have strong developer-led, inbound, or open-source adoption, but need to build a repeatable enterprise sales motion as the founder steps back from primary selling.
The GTM problems Rich solves
Rich addresses commercial friction where developer adoption fails to convert into predictable enterprise revenue. He solves issues including weak commercial differentiation, unaligned pricing, unpredictable forecasting, and pipeline creation challenges. He also helps companies fix low gross retention rates while navigating multi-stakeholder enterprise sales cycles. Rather than working in a single silo, Rich aligns sales, marketing, product, and customer success across the revenue engine using the GTM Operating System (GTM OS). His work covers total relevant market analysis, pricing and packaging, pipeline strategy, revenue operations, sales hiring, SDR enablement, and methodologies like MEDDPICC, Sandler, and SPICED.
Track record
Rich previously served as VP of Sales at ScyllaDB, joining early in the revenue path and helping scale the business to roughly 10x ARR. As VP of Sales at Buf, he built the go-to-market motion for the developer infrastructure provider. Earlier in his career at Oracle following its MySQL acquisition, Rich led Enterprise sales and maintained 32% to 161% year-over-year growth while keeping his team intact. At ScyllaDB, he also trained the revenue team on AI automations for call research, call review, and coaching.
In Rich's words
Most infrastructure companies don’t have a product problem. They have a go-to-market problem the founder has been carrying. I’m a former VP of Sales at ScyllaDB and Buf, and I work with CEOs in AI, security, DevOps, DevTools, data and fintech infrastructure to turn early traction into a repeatable revenue motion. Fractional GTM leadership for Series A–C infrastructure CEOs who sell to technical buyers.
Why hire Rich instead of a traditional fractional sales leader?
Rich is a GTM OS Certified fractional Sales & GTM leader, trained in GTM Partners’ proven GTM expertise, frameworks, and systems. Instead of filling one seat in one department, Rich works across marketing, sales and customer success, aligns your GTM across the organization, and guides the executive team from diagnosis to execution on the GTM Operating System™.
Capital is no longer cheap. You get senior GTM leadership and a proven operating system without the full-time executive price tag.
You hire the result, not the role.
More than certification
As a GTM OS Partner, Rich operates inside a franchise-style model with ongoing access to:
- GTMee AI — trained on the full body of GTM Partners IP.
- Coaches & masterminds — peer-led sessions with the GTM Partners expert community.
- Direct access to Sangram & Bryan — the founders of GTM Partners and creators of the GTM OS™.
- Specialist network — they can pull in other certified experts to solve your specific challenge.
- Frameworks, templates & tools — proven playbooks that guide you and your team toward the outcomes you’re after.
Partners pay a monthly or annual license to stay active. They're invested — and they stay sharp.
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GTM Partners doesn't charge buyers or take a cut of engagements. Partners pay GTM Partners for certification, training and tooling. Profile summaries are compiled from each partner's marketplace listing and ideal-client profile.