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🚀 DoorDash Alumni • Operators, Not Advisors

From First Rep to IPO: We've Done It. Let's Do It Together.

Fractional CRO for restaurant tech and marketplace companies. From playbooks to pipelines, we don't just advise—we execute.

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🎯 Who We're For

Ideal Partners

We work with companies at every stage and specialize in industries that bridge the digital and physical worlds.

By Company Stage

🌱 Seed Stage

Building your first sales playbook, setting up foundational systems, and helping you hire your first AE or BDR. We help early-stage founders turn conversations into revenue.

🚀 Growth Stage

Scaling your team from 3 to 30+ reps. We help you hire and onboard sales leaders, build compensation structures, and create systems that support rapid growth.

📈 Scaled Stage

Optimizing mature revenue engines with advanced forecasting, territory design, and RevOps infrastructure. We help you scale your hiring process and build leadership bench strength.

By Industry Expertise

🍽️ Restaurant Tech

Deep expertise in selling to restaurants and hospitality businesses. We understand the unique challenges of this vertical and know what resonates with restaurant operators.

🌐 Marketplace Platforms

Navigating two-sided and three-sided marketplace dynamics. We design incentive structures that balance supply and demand while driving sustainable growth.

🍔 Bits & Bites

Companies where digital meets physical—delivery, logistics, IoT, and real-world commerce. Think DoorDash, Airbnb, Instacart. We've lived this model and know how to sell it.

Seed Growth Marketplaces SMB Mid-market
See how we work with teams like yours
🤝 Trusted By

We've worked with leading brands

Airbnb
Rappi
7-Eleven
Clear Cogs
Valor
Hostie

"Shine GTM's pitch restructuring and deep restaurant sales expertise transformed how we communicate our ROI to prospects—they quickly helped us uncover multiple ways we were bringing value to customers and had us testing these new approaches in real-world sales calls within weeks."

Randall
CEO, Hostie.ai

"ShineGTM transformed our sales operation from reactive to strategic. They implemented a comprehensive Weekly Business Review process that gave us real visibility into our pipeline health and deal progression, while simultaneously designing performance-based compensation plans that aligned our SMB, Enterprise, and Inside sales teams with our aggressive growth targets."

Zach Y.
Head of Sales, 7Now Marketplace & Skipcart
✨ Proven Results

Concrete, Measurable Outcomes

12x

Sales meetings in 90 days

Same team, new motion

100%

Increase in ACV in 6 months

15X

Revenue growth while scaling teams

⚙️ What We Do

Fractional CRO: Full Stack Revenue Operations and Sales Leadership

For early-stage companies, we build everything and serve as your functional sales leader before you hire full-time. For scaled organizations, we embed as strategic contributors and RevOps leaders alongside your existing team.

📘

Build your first sales playbook

From discovery to close, we create repeatable frameworks that turn founders into sellers and sellers into closers.

⚙️

CRM setup and revenue foundations

Build your revenue infrastructure right the first time. We implement systems that scale with you.

🎯

Vision and value prop, pitch mapping

Clarify your positioning and create compelling narratives that resonate with your ideal customer profile.

🗺️

Territory and compensation plan design

Align incentives with outcomes. We design territory models and comp structures that drive the right behaviors.

📈

Advanced forecasting and pipeline insights

Move from gut feel to data-driven decisions with robust forecasting models and pipeline analytics.

👥

Fractional sales leadership: interview and hire BDRs/AEs

We've interviewed 1,100+ sales reps combined. Let us help you build your team with proven frameworks and onboarding playbooks.

Marketplace Expertise

We navigate the complexities of two- and three-sided marketplaces.

We design incentives that balance supply and demand.

💰 Pricing levers 🤝 Incentive alignment 🚀 Onboarding flows
👥 Meet The Founders

Quota-Carrying Operators

We didn't read about it in a playbook—we wrote DoorDash's.

Brian Sommers

Brian Sommers

Founder & Managing Partner

  • Quota-carrying sales leadership: First sales rep at DoorDash, stayed nearly 10 years through IPO
  • Building SMB/mid-market motions: Sold Door to Door for nearly 8 years, before pivoting into midmarket/enterprise sales, landing deals with major restaurant brands for DoorDash
  • International Sales Strategy: Led SMB sales strategy for Canada and Australia while at DoorDash
  • Marketplace experience: Built the first 5 versions of DoorDash's sales compensation plans, designed incentive structures that meet the needs of a multi-sided marketplace
  • Former Co-Founder & CRO of SERV (venture-backed CRM startup in the home services space)
  • Interviewed and hired 400+ sales reps across multiple growth stages
  • Built and Led multiple functions at DoorDash including Sales, Sales Training, IPO readiness, Contract Operations, Deal Desk, and Revenue Compliance/Reconciliation
TJ

TJ Glowienke

Founder & Managing Partner

  • Canada SMB Sales Leader: Hired and managed all 27 SMB sales reps in Canada for DoorDash
  • Scaling SMB/mid-market motions: Drove 15X revenue growth in 2 years, led teams to 128% of goal
  • Marketplace experience: Built multiple lead scoring and prioritization frameworks for marketplace and SaaS sales teams
  • Industry versatility: Delivered results across technology, healthcare, retail, manufacturing, and hospitality sectors
  • Hands-on operator background: Started career in hospitality at Hogsalt before transitioning to tech sales at Groupon and DoorDash
  • Interviewed over 700 sales reps across multiple companies and growth stages
  • First Sales Operations Director at Dutchie (leading POS for cannabis industry)
💬 FAQ

Frequently Asked Questions

What does ShineGTM do?

ShineGTM is a two-person fractional CRO and revenue operations firm. We build sales playbooks, pitches, CRM setups, comp plans, territories, and forecasts for restaurant tech and marketplace companies. Then we run them with your team.

Who runs ShineGTM?

Brian Sommers and TJ Glowienke. Brian was the first sales rep at DoorDash and stayed nearly 10 years through the IPO. TJ built DoorDash's Canada sales team from 1 to 27 reps and later became the first Sales Operations Director at Dutchie. You work with the two of us. No junior staff.

What kinds of companies does ShineGTM work with?

B2B companies from seed to scaled stage that sell to restaurants, run two- or three-sided marketplaces, or mix software with real-world operations. Most clients have sales teams under 10 people. Past work includes Airbnb, Rappi, 7-Eleven, ClearCogs, and Hostie.

What is a fractional CRO?

A fractional CRO is a part-time revenue leader who owns sales strategy and execution without the full-time salary. For a seed-stage company that means we act as your head of sales until you hire one. For a larger team it means we embed next to your leaders on RevOps, comp, and forecasting.

When should a startup hire a fractional CRO instead of a full-time VP of Sales?

When the founder is still closing most deals and the playbook is not written down. A full-time VP hired before the motion repeats tends to inherit a guess. We build the playbook, hire the first AEs or BDRs, and hand over a motion a VP can scale.

What results have clients seen?

One client booked 12x more sales meetings in 90 days with the same team. Another doubled average contract value in 6 months after we rebuilt the pitch and pricing. Results depend on the product and the team, and we will tell you on the first call if we think we are the wrong fit.

Does ShineGTM help hire sales reps?

Yes. We have interviewed more than 1,100 sales reps between us. We write the scorecard, run interviews, and build the onboarding plan for your first BDRs and AEs.

How do I start?

Book an intro call at shinegtm.com or email hello@shinegtm.com. We reply within 1 to 2 business days.

📞 Get Started

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