GTM Strategies For Tomorrow

Q1. Could you start by giving us a brief overview of your professional background, particularly focusing on your expertise in the industry?

My career has been anything but linear — and I think that's precisely what makes my perspective on GTM valuable.

I began in financial services at Royal Bank of Scotland (now NatWest) as a KYC/AML specialist, where I built deep expertise in identity verification, global identity proofing, and KYB. That foundation in compliance and due diligence taught me something most GTM practitioners never learn early: how to think rigorously about trust, risk, and the decision-making psychology of highly regulated buyers.

From there, I joined Cenza, where I helped build a KYC outsourcing and consulting vertical from the ground up — and then co-created an entirely new practice around AI-powered contract review and CLM services on the Legal Tech side. Working closely with the CEO and a sharp founding team gave me the creative freedom to experiment with marketing and sales in ways a traditional role never would have.

That experience lit a fire. I left full-time employment to launch my own GTM practice, initially focused on the KYC and identity verification space — working with companies like Trulioo,…