GTM and Enterprise Sales architecture for tech companies operating across EMEA.
Ten years inside enterprise B2B cycles. Applied ML and revenue analytics in production.
Context
Selepoch designs and operates the commercial machinery behind enterprise B2B revenue: how the funnel is built, how pipeline is qualified, how negotiations are run, how forecasts are reconciled with reality.
The work combines two sides that rarely sit together. Field experience from a decade of carrying enterprise quota across EMEA. And applied ML on revenue data — scoring, propensity, forecast accuracy — built in code, not in slides.
Engagements are short, intensive, and scoped. Outputs are transferable: the client keeps the models, the frameworks, and the documentation.
Services
Defined scope. Direct involvement.
For US, global, or European tech companies entering new EMEA markets — or restructuring an entry that is not converting.
Where this fits
Companies with a single playbook applied across fragmented EMEA markets. Pipeline that exists on paper but where technical buyers do not engage. Market entry decisions made on intuition rather than evidence. First commercial hires that do not match how the market actually buys.
Scope
For vendors with EMEA pipeline where the gap between CRM signal and pipeline reality has widened.
Where this fits
Late-cycle enterprise deals where forecast confidence does not match what is actually happening in the buying group. Stakeholder dynamics that have shifted without showing in the system. Procurement and legal phases that reopen decisions previously thought closed.
Scope
For founders, CROs, and VP Sales who need senior commercial judgment in critical moments.
Where this fits
Stages where revenue decisions outpace the operating model behind them. Hiring decisions, board narratives, and strategic accounts where the cost of being wrong is high.
Scope
Approach
Recommendations are tested against the realities of enterprise B2B cycles, not against best-practice generalities.
Models and analyses are delivered as Python notebooks. Clients keep the code.
MEDDPICC and The Challenger Sale are the primary methodologies. Deployed where they create clarity. Not used as bureaucracy.
EMEA is not a single market. Buyer behavior in DACH, the Nordics, Iberia, France, and the Gulf differs in measurable ways. Work reflects that.
Engagements have defined scope and defined exit dates.
Tech Stack
Certified in MEDDPICC, Salesforce Sales Operations, AWS Cloud Practitioner, Microsoft Azure AI, IBM AI Engineering, NVIDIA AI Infrastructure. Full credentials on LinkedIn.
Episodes
Short documentaries on enterprise revenue. Backed by research and code.
Coming soonThread A
Negotiation, buyer psychology, cross-cultural dynamics. Sources: MIT Sloan, Loftus, Erin Meyer, Hofstede.
Thread B
Territory design, scoring, forecast accuracy, ramp time, pipeline analytics. Backed by Python notebooks published on GitHub.
Too Much Talk
Silence in negotiation.
MIT Sloan · Curhan et al.
One Word
How a single verb rewrites memory.
Loftus & Palmer, 1974
Wrong Playbook
Why US sales scripts break in Europe.
Meyer · Hofstede
One email per episode. No other content.
About
Selepoch is GTM and Enterprise Sales architecture for tech companies operating across EMEA.
Ten years of enterprise B2B across DACH, the Nordics, Southern Europe, and the Gulf. Network infrastructure at Cisco. Environmental intelligence at Envirosuite (ASX-listed), where EMEA was built from zero. Sectors where deals are measured in months and a missed conversation costs a quarter.
The quantitative side runs in parallel. Pipeline scoring models in Python. Propensity analysis on CRM extracts. Forecast accuracy diagnostics. Capabilities of the kind that usually live inside large enterprise sales operations functions, rebuilt for the field.
Selepoch is for companies at an inflection point — typically Series B to late stage, expanding into or across EMEA, where the GTM architecture needs to be built correctly the first time. Engagements are intensive. Outputs are transferable. The work ends when the work is done.
Guillermo Rodríguez. Based in Madrid. ESADE Executive Master in Digital Business, IE AI Bootcamp, certifications in ML and Deep Learning from IBM, NVIDIA, DeepLearning.AI, Microsoft, and AWS.
Trajectory
Envirosuite
Enterprise EMEA Sales Executive
CristalVille
Sales Manager
Cisco
Account Manager
Diageo
Field Sales Executive
IKEA
Sales Trainee
Contact
Working session
The situation, and whether Selepoch is the right fit. No pitch, no proposal unless relevant.
Book a session →Direct
For engagement inquiries or direct correspondence. Response within one business day.