Built by Someone Who's Done the Work
I'm Alan O'Neil — a sales consultant with 8+ years building and leading pipeline generation systems across regional territories in competitive SaaS and technology environments. I teach premium service businesses how to land the clients worth having — corporate executives, managing partners, and high-earning professionals — using the same precision methods that close enterprise deals.
Where This System Comes From
I started in B2B field sales at Xerox, managing regional territories across New England. That's where I learned the fundamentals — account research, professionally persistent messaging, and how to close business within a defined territory through sheer discipline and process.
From there I moved into SaaS, working at ON24, CircleCI, StackHawk, and Endor Labs — each company pushing me deeper into mid-market and enterprise outbound. I wasn't just running sequences. I was leading teams in pipeline generation, building the systems, and teaching the methods to other reps.
Along the way I became ValueSelling Framework certified and developed a deep understanding of how to layer AI tools into outbound systems — using Claude and Gemini to generate personalized messaging at scale, optimize GTM sequences, and turn manual prospecting into a repeatable, automated pipeline engine.
The system in this playbook was not built for B2C. It was built to close enterprise software deals, fill mid-market pipelines, and build pipeline generation systems in competitive SaaS environments. What I discovered — after years of running these systems — is that the mechanics transfer completely. Corporate executives, managing partners, and high-earning professionals are the same people B2B sales teams have been reaching efficiently for decades. They live in their inbox and on their phone. They respond to personalized, direct outreach that respects their time. They do not respond to ads. The only thing that changes when you apply this system to a premium service business is what you're selling them.
Regional Territory Management
Built and managed pipeline across defined geographic territories at Xerox — learning how to systematically penetrate a market with precision targeting and professionally persistent outreach.
Team Pipeline Leadership
Led teams in pipeline generation at ON24, CircleCI, and beyond — responsible not just for personal quota but for building the systems others followed.
Enterprise SaaS Outbound
Operated at the enterprise level at StackHawk and Endor Labs — where the stakes are higher, the buying cycles longer, and the outreach has to be precise.
AI-Powered Automation
Hands-on experience leveraging AI tools — Claude and Gemini — to optimize GTM messaging, generate personalized outreach at scale, and build pipeline systems that run with minimal manual intervention.
8 Years. 5 Companies. One System.
Next-generation Application Security platform helping engineering teams reduce vulnerability noise by up to 90% through deep program analysis and supply chain security.
- Enterprise-level outbound motion targeting engineering leadership and CISOs at mid-market and enterprise accounts
- Applying AI tools — Claude and Gemini — to optimize GTM messaging and build pipeline in a competitive security category
Modern API security platform built on a shift-left philosophy — embedding security into the development lifecycle to proactively identify and manage vulnerabilities before production.
- Senior enterprise outbound motion targeting developer and security personas at mid-market and enterprise accounts
- Built and refined outreach sequences using AI tools (Claude and Gemini) and platforms including Outreach and Salesloft to increase pipeline velocity
- LinkedIn-assisted placement — a direct product of professionally persistent outreach methodology
Leading Continuous Integration and Delivery platform used by the world's best engineering teams to radically reduce the time from idea to execution.
- Led team in pipeline generation via account research and professionally persistent messaging
- Mid-market outbound targeting engineering and DevOps leadership across SaaS and tech verticals
ON24 Digital Experience Platform enables businesses to convert customer engagement into revenue through interactive webinars, virtual events, and multimedia content experiences.
- Promoted from Mid-Market to Senior Commercial Account Executive based on performance
- Led team in pipeline generation via account research and professionally persistent messaging
- ValueSelling Framework Certified — structured methodology for value-based enterprise selling
- Consistently generated pipeline across enterprise, mid-market, and SMB segments — meeting and surpassing revenue targets and key performance indicators
- Uncovered and closed new business through phone prospecting, email, LinkedIn, and video demo presentations
- Led company in pipeline generation via account research and professionally persistent messaging
- Performed account reviews with current clients to ensure satisfaction and extract referrals
- Built pipeline from zero in first year as Account Executive — Certificate of Excellence for pipeline generation and revenue performance
- Surpassed pipeline generation targets and net new demo/appointment key performance indicators
- Led New England region in pipeline generation via account research and professionally persistent messaging
- Set a goal to close business within top 10 territory accounts — and succeeded
- Attained net new business through cold calling, strategic field visits, and compelling business impact solutions
Ready to Build Your System?
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For sales teams and founders. The complete outbound system for generating predictable B2B pipeline.
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For premium service businesses. The Executive Acquisition Playbook covers the full 6-step system for $9.99.
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