Naomi Ko, Fractional Head of Commercial

Technology Commercialization & Go-to-Market

The product works. Now pick where to win and take yourself out of every deal.

I help B2B tech founders see where to focus and move off founder-led sales, so your first sales hire, partner or channel actually works.

Grab 20 min

Sound familiar?

Every deal needs you.

You close well, but nothing works when you’re not in the room.

You’re thinking of hiring for sales, but there’s nothing to hand over.

There’s no playbook, no clear ICP and no message that works without you.

Enterprise is interested, but nothing closes.

Pilots stall in procurement, security review or “let’s circle back.”

Partners say yes, then nothing happens.

There are logos on a slide but no pipeline.

Naomi Ko, Fractional Head of Commercial & GTM
15 years
Sales · Product · Marketing · Strategy
10 years at SAP
Global enterprise GTM

A little about me

The answer is rarely in one place.

I’ve spent 15 years across sales, product, marketing and strategy, navigating complex technology businesses and enterprise markets.

During 10 years at SAP, I worked across global organizations and with executive teams on new markets, GTM motions and growth opportunities.

I think in systems.

I connect what’s happening across the customer, product, market, sales motion and ecosystem to find where to focus and what to do next.

LinkedIn

How I work

One focused path.

Every step runs in loops: test with real buyers, learn from what comes back, adjust. The plan gets sharper as we go. Most founders start with Focus. Build and Embed are there if you need them.

  1. 2–4 weeks

    01 · Focus

    We figure out where your distribution edge actually is: which segment, which use case, which channel. You get a one-page sales plan your first hire could pick up on Monday.

    Start here · Works on its own

  2. 3–4 months, two loops

    02 · Build and Test

    We build the sales motion together: the pitch, the deal process, pilot-to-contract, and partner plays if they fit. There’s something concrete to show each month. Test → Learn → Adjust

  3. Ongoing, optional

    03 · Embed

    I stay in as your part-time commercial lead. I hire, train and grow the team, then hand it over when we're ready.

Who I work with

Stage

Early, funded or bootstrapped. You have a few customers or strong partners, and you’re still closing most deals yourself.

Sectors

AI Infra, Vertical AI, Enterprise Platforms, Industrial, Manufacturing, Supply Chain, Deep Tech

Timing

You’re thinking of hiring for sales and growth, chasing your first big accounts, or raising in the next 6–12 months.

I build it with you, part-time and hands-on. Not a deck, not lead-gen.

Selected work

What this looks like in practice

Ex-SAP: Canada market entry, M&A GTM, partner ecosystems.

Not sure if it’s a distribution problem or something else?

That’s usually the first thing we figure out.

Grab 20 min

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