Adam McCool
VP of Growth & GTM Strategy
Corporate Growth Strategy · GTM Architecture · Revenue Pipeline Development
Value Proposition
Top Outcomes: Scaled revenue $29M→$40M (17% CAGR) at CityScapes · 14× pipeline visibility at OBR on <1% marketing budget · $4M EBITDA growth in 18 months at Royal Building Products.
My edge: I build commercial systems that turn fragmented functions into one repeatable growth engine — aligning marketing, BD, sales, and delivery so growth doesn't depend on heroics.
Key Career Achievements
Quantified impact across 20+ years of commercial leadership
Areas of Expertise
Revenue Architecture & Infrastructure
- Built revenue infrastructure from inception across four operating divisions at OBR Companies
- Architected integrated Dynamics CRM + HubSpot ecosystem creating structured pipeline visibility
- Implemented defined commercial progression: Marketing → BD → Sales → Project Delivery
- Established national vs. regional account segmentation and enterprise targeting strategy
GTM Strategy & Market Expansion
- Developed national corporate engagement program elevating conversations to enterprise decision-makers
- Built vertical market strategy targeting Data Centers, Industrial Manufacturing, and Energy sectors
- Grew sales opportunities from $45M to $89M by restructuring project management into regional territories
- Developed future-state growth roadmap aligned with executive expansion goals
Commercial-to-Delivery Alignment
- Designed end-to-end commercial process connecting marketing, BD, sales, engineering, and PM teams
- Established standardized handoff processes improving communication and project readiness
- Partnered with engineering teams to capture technical requirements earlier in the sales cycle
- Increased organizational visibility into pipeline health, project readiness, and customer needs
Team Building & Organizational Development
- Hired and structured 3 business development professionals and 2 marketing team members at OBR
- Expanded CityScapes project management team from 3 to 9 regional managers in 2 years
- Directed national sales meetings and cross-functional growth planning initiatives
- Cultivated growth-centric culture, increasing average employee pay 15% while boosting profitability
Digital Growth & Brand Equity
- Increased weekly website visitors 255% (900 → 3,200) through comprehensive digital strategy
- Added 15,000 HubSpot CRM contacts in inaugural year of implementation
- Led digital platform migration across company divisions with uninterrupted lead generation
- Delivered 20% YOY growth for Bluespot Yoga through community-focused marketing strategy
Sales Leadership & Territory Management
- Built and managed the largest sales revenue territory in the company (New York State)
- Managed 55+ points of channel distribution with excellence in demand creation
- Grew Midwest territory revenue $2.4M in 2 years to build a $12.2M book of business
- Oversaw $17M marketing budget and led team of 5 specialists accountable for $3M in assets
AI Fluency & Commercial Technology
- Actively uses ChatGPT, Manus AI, and Microsoft Copilot to accelerate commercial workflows, content strategy, and competitive research
- Applies prompt engineering and AI-assisted analysis to improve pipeline decisions, messaging, and team productivity
- Understands the strategic implications of AI adoption for sales, marketing, and BD organizations
- Commercial tech stack: HubSpot CRM, Microsoft Dynamics 365, Google Analytics, SEO/SEM, and digital advertising platforms
Core Competencies
Signature Growth Playbook
A repeatable system deployed across industrial services, building products, and multi-division organizations
Segment Markets & Define ICP
Identify high-value verticals by TAM, urgency, and competitive tailwinds. Build national vs. regional account segmentation. Define the ideal customer profile at the enterprise stakeholder level — VP Ops, Facilities Directors, Procurement, CFO.
Build the Pipeline Engine
Architect CRM + marketing automation infrastructure from the ground up. Standardize the funnel: Marketing → BD → Sales → Delivery. Install dashboards and reporting that give leadership real-time pipeline visibility and forecast accountability.
Close the Commercial Loop
Align delivery operations to the commercial process — capturing technical requirements earlier, reducing handoff friction, and improving time-to-close. Feed margin, retention, and delivery data back into go-to-market decisions.
Career Progression
Building scalable growth infrastructure across four operating divisions preparing for national expansion.
Spearheaded revenue growth from $29M to $39.9M in two years — a 17% 2-year CAGR vs. prior 10-year 4% CAGR.
Progressed through two roles, driving $76M in divisional sales growth and $4M in EBITDA growth in 18 months.
Built the company's largest revenue territory (NY) and replicated success in Midwest, growing a $12.2M book of business.
Deployed awareness and revenue-generating campaigns for a building products design incubator.
Education
The Right Seat at the Right Table
I'm drawn to growth-stage and expansion-ready organizations in the $20M–$300M range — companies where the commercial infrastructure doesn't fully exist yet and someone needs to build it. I do my best work when I have a seat at the table on corporate strategy, not just a mandate to execute a plan someone else designed.
I thrive in environments where the playbook doesn't exist yet — where I'm designing the GTM architecture, the pipeline structure, and the commercial-to-delivery alignment from scratch.
My value extends beyond a stated role. I bring corporate strategy thinking, cross-functional leadership, and a bias for improving the overall business — from internal operations to external market positioning.
I want to work alongside operators, engineers, and executives who believe commercial and operational teams should function as one — not in silos. Growth is a team sport.