XTreeve – Sales leadership & go-to-market advisory

Advisory practice: XTreeve

Turn long-cycle B2B sales into predictable growth

With 20+ years in B2B sales leadership, I help founders and CEOs bring clarity and structure to their sales organisation so teams execute consistently and revenue becomes predictable and board-ready.

Former Salesforce Area VP (Switzerland & Austria) and Oracle sales leader, with executive experience as CRO in a Swiss wealthtech scale-up.

  • Sales operating system
  • RevOps
  • Pipeline discipline
  • Enablement & leadership
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When revenue growth feels harder than it should

If this sounds familiar, your sales engine needs attention – not just more pressure.

Growth has slowed even though customers love your product.

Your team is busy, but the forecast keeps slipping.

CRM data is inconsistent and no one fully trusts the reports.

You still carry too many strategic deals yourself as founder or CEO.

The board is asking for clarity and a plan you can defend.

These aren't signs of failure. They're signals that your current sales operating system needs an upgrade. The good news? This is fixable with the right structure, process, and leadership focus.

From Hero Sellers to a High-Performing Sales Organisation

For the past two decades, I’ve led and scaled B2B software organisations across Switzerland and Europe to drive growth, maximise business impact, and build high-performing sales teams.

I help founders move from a “hero-sales” model—where results depend on a few individual stars—to a replicable, methodical, team-wide system for sales execution. My work turns scattered sales activity into a clear operating rhythm: predictable pipegen, consistent deal management, disciplined forecasting, and a team that knows what “good” looks like every week.

Senior leadership roles:

  • Area Vice President at Salesforce
  • Sales Director at Oracle
  • Chief Revenue Officer at a Swiss wealthtech scale-up

Today I work as a fractional CRO and sales operating system advisor to founders and CEOs, helping them build revenue organisations and team rhythms that make growth repeatable.

My approach: Three pillars of sales effectiveness

Sales leadership

Leading and structuring teams for scale through:

  • Defining clear roles
  • Building compensation plans that drive desired behaviors
  • Setting achievable yet ambitious targets
  • Establishing management cadence for alignment

Great sales organisations are intentionally designed around people, process, and accountability.

Systems & CRM

Designing Salesforce and HubSpot architecture that truly works, including:

  • Clear stages and clean data
  • Smooth handovers between marketing, sales, and customer success
  • Board-ready reporting that accurately reflects your pipeline

A well-designed CRM provides clarity, not confusion, ensuring everyone understands their role and next steps.

Coaching & enablement

Providing one-on-one coaching for founders, Heads of Sales, and individual contributors on:

  • Complex deal strategy
  • Pipeline management
  • Execution excellence

Strategic deal reviews help your team improve their thinking on qualification and progression. The best sales leaders are also the best coaches, and I help your team level up their approach to revenue generation.

Who I work with

I work with B2B companies that have something that works and want to scale it.

Typically, you:

  • Have a proven offer and happy customers.
  • Are growing, but sales feels messy or over-reliant on a few star sellers.
  • Face long or complex deal cycles with multiple stakeholders.
  • Want clearer pipeline, better forecasts, and a team that sells consistently.
  • Need a senior partner to turn "good intentions" into a repeatable sales system.

How I can help

I provide focused, senior-level support for founders and CEOs who need expertise now, without prolonged discovery or strategy decks. Engagements are tailored, focusing on your specific needs. Key areas of partnership include:

Fractional CRO / CSO

  • Embedded part-time executive leadership for sales.
  • Define sales strategy, structure, and territory design.
  • Clarify roles, compensation, and management cadence.
  • Bridge founder-led sales to a professional revenue organisation.

Sales engine reset (90 days)

  • Audit pipeline, qualification, and CRM usage.
  • Define a consistent sales stage framework.
  • Install a clear weekly operating rhythm.
  • Build dashboards for board and investor trust.

CRM & RevOps design

  • Design or redesign Salesforce/HubSpot architecture.
  • Map the complete customer journey.
  • Establish clean data standards and reporting.
  • Create a single source of truth for all metrics.

Deal & leadership coaching

  • One-on-one coaching for leaders and key sellers.
  • Strategic deal reviews on complex opportunities.
  • Support with hiring, onboarding, and ramping sales roles.
  • Develop team's independent closing abilities.

Let's talk

If you’re a founder, CEO, or revenue leader in a B2B company and these challenges resonate, let’s start with a simple 30-minute call.

On the call, we will:

  • Get a clear view of where your sales engine is helping or holding you back.
  • Identify 2–3 concrete moves to improve pipeline and forecast discipline.
  • Decide together whether it makes sense to work further.

What I bring:

  • 20+ years leading long-cycle B2B software and services sales teams.
  • Former Salesforce Area VP (Switzerland & Austria) and Oracle sales leader.
  • Straight, practical advice you can use immediately – with or without me.

I work with clients across Europe – mainly in Switzerland, the UK, Germany and the Nordics – in English, French and German.

Email me at xt@xtreeve.com

XTreeve

Sales leadership & go-to-market advisory

We partner with founders and CEOs of tech and services scale-ups to transform their businesses. Our focus is on:

  • Fixing your sales engine, CRM, and go-to-market strategies.
  • Making revenue predictable.
  • Building confidence with your board.

XTreeve is the advisory practice of Xavier Tiberghien. © 2024 Xavier Tiberghien. All rights reserved.


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