The GSD Team

Two Operators.
One Mission.

We help B2B SaaS companies build the revenue machines usually reserved for companies 10x their size. Sales leadership + GTM engineering — together.

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Michael Flournoy

Founder & Fractional VP of Sales

🏆Fleetmatics → Verizon $2.6B
🏆Whip Around → $100M Acquisition

Charlotte, NC Area

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Sales Leadership

Michael Flournoy

I've been inside two companies that got acquired — Fleetmatics for $2.6B by Verizon, and Whip Around for $100M. GSD Associates exists to bring that same sales playbook to the companies that need it most.

What I do: I come in as your fractional VP of Sales — building the pipeline, coaching your reps, running the weekly rhythms, and turning gut instinct into a repeatable sales system.

Who I serve: B2B SaaS companies at $1M–$10M ARR with no sales leader in place, or one that's not hitting the number.

The approach: Week one is diagnostic. By day 30, something measurable has changed. I don't do slide decks — I do pipeline reviews, live call coaching, and accountability.

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Jay Glenn

GTM Engineering Partner

📈207% Outbound Revenue Increase
💰$100M+ ARR Created (Last Decade)

Remote — Serving Clients Nationwide

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GTM Engineering

Jay Glenn

I help revenue teams extract real value from AI — scaling great messaging, enabling your team to move faster, and unlocking leverage across your entire GTM motion. What used to be solved by hiring more reps is now a data engineering challenge.

What I do: I design and install unified systems using tools like Clay, n8n, and your existing tech stack — automating manual work, scaling your messaging, and turning your data into a competitive edge.

Who I serve: Software companies and any business investing in salespeople or sales tech. I work with teams of all sizes — from early-stage to established revenue orgs.

Track record: 207% increase in outbound revenue for Cellebrite (NASDAQ: CLBT). Trained 1,200+ B2B sellers. Certified in Adult Learning by the American Management Association.

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Seth Wittstein, Head of Business Development

Seth Wittstein

Head of Business Development

🏆125% Quota — President's Club
🔗Whip Around Alum

Charlotte, NC

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Business Development

Seth Wittstein

Seth brings a rare combination of high-performance sales execution and applied sales psychology. A Whip Around alum and President's Club winner, he understands what it takes to build pipeline, close complex deals, and develop the mental resilience that separates good reps from elite performers.

What he does: Seth leads business development for GSD Associates, identifying growth opportunities, building strategic relationships, and helping clients create sales organizations where performance is measurable, repeatable, and scalable.

Track record: Started his career making 100+ outbound dials a day before rising into seven-figure enterprise sales at OpenText. Rewrote the Whip Around SDR pitch, cutting the calls-to-booking ratio from 40:1 to 20:1, and consistently exceeded quota while operating across complex B2B sales environments.

The edge: Deep expertise in enterprise GTM strategy, outbound systems, sales process optimization, integration-led selling, stakeholder management, and performance psychology — with a genuine obsession for how high-performing reps stay consistent, regulated, and effective under pressure.

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How We Work Together

🔍 Deep Diagnosis First

We start every engagement with a deep dive into your customers, GTM motion, and sales workflows — finding the friction points where a focused change creates disproportionate impact.

🛠️ Built for Adoption

Most GTM rollouts fail because nobody builds for the humans using them. We design with adoption in mind from day one — your team actually uses what we build.

📊 Data-First, Always

We pinpoint where AI and automation add the most impact before making any moves. No wasted budget. No burned credibility.

🤝 In the Trenches

Handing you a strategy doc and walking away is not a strategy. We stay involved — making sure what we build actually functions and keeps adding value after launch.

Ready to Build Your Sales Machine?

Whether you need sales leadership, GTM infrastructure, or both — let's talk about where you are and what's possible.

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