Michael Flournoy

I'm a sales operator. I've spent my career in the trenches of B2B sales, not as an academic and not as a strategy guy who's never carried a bag, but as someone who built and led sales teams from the ground up. I've hired reps, fired reps, rebuilt broken processes and had the uncomfortable conversations that come with owning a number.

I was the first employee at Whip Around, a fleet inspection SaaS company. We started as four people in a WeWork with no US customers, no defined ICP, no outbound motion and no documented sales process. We built each piece from scratch, and eight years later the company was acquired for over $100M. I also worked at Fleetmatics through its $2.6B acquisition by Verizon.

GSD Associates is based in Charlotte, NC, and I work with B2B SaaS teams across the US. Most of the week-to-week work happens over video. When being in the room matters, I'm there.

What I kept seeing, across every industry and company size, was the same pattern: great founders with great products, hitting a ceiling they couldn't break through because sales was being run on gut instinct instead of a repeatable system.

The obvious answer was to hire a VP of Sales. But at $180K to $250K in base salary, six months to find one and the very real risk of a bad hire, that's not realistic for most founders who are still closing every deal themselves.

So I started GSD Associates to bridge that gap. The name says everything: Get Stuff Done. Not slide decks and recommendations. Execution, accountability and measurable results, starting in the first 30 days.