The Engine Room helps B2B SaaS CEOs, founders, and investors build the GTM structure needed for the next stage of growth — clearer ICP, stronger sales process, better forecast discipline, the right team design, and practical AI-enabled workflows.
I bring two decades of operating experience helping high-growth companies scale through critical stages of revenue growth — including five exits and multiple companies navigating significant GTM evolution.
Founder, Tracey Solanas
Growth rarely slows for one reason. It is usually a combination of market complexity, team structure, process gaps, unclear ownership, and operating rhythms that worked at one stage but do not work at the next.
I help CEOs identify where the real friction is, prioritize what to address first, and put the right structure in place without overcomplicating the business.
I have helped build and lead commercial organizations through meaningful stages of growth, including OpenTable, Booker, ShopKeep, NuORDER, Octoly, VTS, Narvar, and ForwardLane. The throughline is not one rigid playbook. It is pattern recognition, stage-appropriate GTM design, and the operating discipline to help teams execute.
As Interim CRO at ForwardLane, I am building the commercial motion for an AI-native enterprise platform serving institutional asset management. That work keeps my perspective current: how buyers are changing, how AI is reshaping sales and marketing workflows, and where teams need practical adoption rather than more theory.
I have owned new business, expansion, retention, channel partnerships, pre-sales, customer success, hiring, forecasting, and executive-level GTM alignment. That full-funnel view matters because revenue gaps rarely live in one place — and fixing one part without understanding the others rarely holds.
The first phase of the work creates visibility and cadence: how pipeline is reviewed, how deals are inspected, how forecast is managed, where the team is focused, and what needs to change next. The goal is not a beautiful plan. It is a business the CEO can understand and a team that knows how to execute.
Choose the practice that fits where you are.
Fractional CRO leadership and project-based GTM advisory for B2B SaaS companies navigating the next stage of growth. This work is for CEOs, founders, and investors who need sharper commercial structure, stronger operating cadence, and a senior partner who can help turn ambiguity into an executable plan.
A practical assessment and enablement engagement for teams ready to understand where AI is being used today, where adoption is uneven, and which workflows offer the highest-value opportunities. Built in collaboration with G2 Strategic Advisory Services, this work helps teams move from experimentation to practical adoption — with use cases, enablement, and operating support grounded in how the business actually runs.
Bring the messy version. We'll make sense of where to start.
Let's talk