Pratik Gupta
San Francisco Bay Area
I run the GTM practice at The Align Works. My job is to help post-PMF founders install the motion that turns early traction into repeatable revenue, and to hire the team that will run it after I leave.
Across operating and fractional roles, I have been credited with roughly $185M in pipeline and $15M in closed revenue. I have built sales motions from scratch in Switzerland, Germany, Mexico, and the United States, across AI transformation startups, commerce media, deep-tech ventures, and enterprise SaaS.
Before The Align Works, I co-founded and ran Terasol Technologies for eight years, bootstrapping a software team into a global firm that delivered 250+ projects for brands including Compaq, Verizon, ChromeDM, and BillApp. I learned how to sell by having to.
Selected work
Fractional GTM Operator
Five fractional engagements across the AI transformation space and adjacent B2B sectors. Each engagement built outbound, refined positioning, designed pipeline, and either hired the first GTM team or coached an existing one through scale.
Founding Sales & GTM Lead, Tough Tongue AI
AI-first platform for practicing high-stakes conversations. Founding GTM hire.
GTM Advisor, Atmospheric Flight Technologies
Deep-tech startup building high-altitude autonomous helicopter drones for logistics in extreme terrains. Advise on GTM strategy, partnerships, and early commercial positioning across defence and enterprise.
Co-Founder and CEO, Terasol Technologies
Bootstrapped a software development firm from zero to a global digital transformation business. 250+ projects delivered. Brands like Compaq, Verizon, ChromeDM, BillApp. Across early-stage cold calling and late-stage partner development, I owned full-cycle sales for most of the company's existence.
Education and community
- Washington University in St. Louis, Olin Business School. MBA.
- Indian Institute of Technology, Bombay, Shailesh J. Mehta School of Management. MBA.
- BTech, Computer Science.
- Active member of Pavilion, RevGenius, and the Sales Enablement Collective.
- Languages: English, Hindi, basic German.