Rebecca Sloane

About

I've led revenue at four PLG SaaS companies, helping three of them cross $10M ARR. The PLG-to-enterprise motion is specific and commonly botched — too much friction added too early, wrong ICP definition, sales hired before the signals exist. I build the systems that make it work: product-qualified lead scoring, usage-based expansion playbooks, and the sales engineering function that converts technical champions into procurement approvals. My background is engineering before sales, which makes me unusually effective at the PLG context.

Experience highlights

At Snyk, I built the enterprise sales engineering function from 0 to 18 people over 22 months. The core challenge was translating developer-centric security value propositions into CISO and procurement language — two audiences with completely different priorities. The function I built contributed $28M in net new ARR in its first full year.

Before Snyk, I was VP Revenue at Amplitude, where I led the commercial expansion motion (converting self-serve users to paid plans). I redesigned the PQL scoring model from a simple seat-count trigger to a multi-signal model incorporating feature adoption depth, team sharing behaviour, and integration count. Pipeline from PQL-sourced leads improved by 3.4x in the first two quarters after launch.

My fractional CRO engagements almost always start the same way: the founding team has strong product-led growth but no coherent enterprise motion, and they're about to hire an enterprise sales leader without the infrastructure to support them. I build the infrastructure first — ICP, PQL definition, sales play library, comp model — so the expensive hire can actually succeed.

Expertise

Past companies

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