About the founder and lead consultant, Michael Zajac
Michael's Journey
Michael Zajac is a results-driven sales and revenue operations expert with over 20 years of experience in developing strategic growth initiatives, optimizing platforms, and leading high-performance teams. His career journey, deeply rooted in managing people, processes, and technological platforms, has consistently driven substantial revenue growth across multiple industries.
Beginning as a B2B direct salesperson after earning his Business Administration degree, Michael quickly rose to become the District Sales Manager at Berkshire Hathaway, where he implemented sales processes that increased annual recurring revenue by 30% and enhanced customer acquisition and retention. His experience at Merrill Lynch further honed his expertise in data modeling, performance metrics, and strategic decision-making while managing a $14 billion asset office and leading a successful transition to Salesforce.
Transitioning into consulting, Michael contributed to go-to-market strategies for BuilderZen, a SaaS homebuilder company, and later modernized revenue operations at Toll Free Forwarding by upgrading internal platforms in collaboration with DevOps. His innovative efforts in brand reputation management on Trustpilot and Yelp significantly boosted online perception and resulted in a $30,000 monthly recurring revenue increase within six months.
At ICON Aircraft, Michael transformed revenue operations, expanding the total addressable market share from 1.7% to over 5% and achieving a 114% year-over-year revenue increase. Most recently, at Intertrust Technologies, he redesigned lead assignment processes and implemented data-driven strategies that reduced sales engagement times to under five minutes, fueling $8 million in new opportunities.
Michael’s expertise encompasses strategic sales planning, operational excellence, data analytics, and platform optimization—skills that enable organizations to unlock new revenue streams and improve customer relationships. His proactive, strategic approach and ability to cultivate high-performing teams make him a trusted partner in driving sustainable growth. He is passionate about leveraging the right technologies and processes to maximize organizational impact and is excited to bring his experience to your business.