Lodestar GTM

Revenue & GTM advisory

Give your sellers 30% of their week back for customers.

I build AI into the work sellers already do, point their effort at the accounts that matter most, and set up the operating rhythm that keeps it working as you grow. Your sellers sell.

I built and ran Adobe's global Territory & Account Planning program for sales teams as large as 1,500 people. Inside that program, 600+ sellers cut planning effort 40–60% and took back roughly 30% of their week.

Book a scoping call
~30%of the week back for 600+ Adobe sellers
40–60%less planning effort for those sellers
12% YoYgrowth in pipeline creation
20 yearsat Adobe in enterprise GTM

Sellers spend 60% of the week on non-selling work like data entry and planning, even with more than half of sales teams now using AI agents.

You don't need more sellers. You need the ones you have back.

Three areas I work on.

Most revenue teams don't have a tools problem or a talent problem. Their sellers' time is going to the wrong work. I work on three things, separately or together, depending on where the gap is.

Build the Instruments

AI Adoption for Revenue Teams

AI built into how sellers actually work, not bolted on as another tool, with the enablement to make it stick.

Right for orgs that bought AI tools and haven't seen their sellers' weeks change.

Fix the Bearing

Territory & Account Planning

Decide which territories, accounts, and motions deserve the effort, then help the field run it.

Right for orgs where planning happens once a year and is ignored by March.

Hold the Course

GTM Operating Models

The forecasting, reviews, and operating rhythm that keep an org on course as it grows.

Right for orgs with good people and good tools but no consistent rhythm tying them together.

Some teams need one of these. Some need all three. A scoping call shows which matters most for yours.

Ways to work with me

A seller working at a laptop at a wooden desk

Offering 01 · AI adoption

Always-On Planning

AI built into your sellers' weekly account work, so the plan stays current without extra effort.

For sales teams where sellers lose hours every week to research, prep, and plan upkeep, and the AI tools you've bought haven't changed that.

Built from the program I ran at Adobe. Each seller gets an AI setup that handles account research, meeting prep, and plan updates, and tells them what to change in the CRM. Managers can pull a live recap on any account. It works in the AI tool your team already uses: Claude, ChatGPT, Copilot, or Gemini.

  1. Focus

    I build and audit your prioritized account list.

    • Accounts scored and mapped to the real buying entity
    • Leadership readout, with your team's input before it's locked

    Deliverable: Focus accounts and a leadership readout

  2. Prep

    I set up every focus account with research and prompts, so no seller walks in cold.

    • An account setup for each seller's focus accounts
    • Research prompt library
    • Short setup session with each seller
    • Time baseline for each seller

    Deliverable: Seller account setups and your time baseline

  3. Activate

    I run the weekly prep and recap, with visibility for leadership from week one.

    • Weekly recaps and account plan checks for every focus account
    • Human review before anything customer-facing goes out
    • Manager roll-up with coaching ideas

    Deliverable: Live weekly cadence and manager roll-up

  4. Sustain

    Your sellers take over the weekly run while I measure time back against your baseline.

    • Sellers and managers run the cadence; I review and coach
    • Adoption tracked seller by seller
    • Prompts tuned to what your team actually uses

    Deliverable: Seller runbook, manager guide, and prompt library

  5. Handoff

    I train your owners and show results in your own numbers.

    • Named owners for the weekly roll-up and the prompt library
    • Train-the-trainer session
    • Results readout: adoption, time back, and plan trend

    Deliverable: Train-the-trainer session and results readout

A team planning together around a table with laptops

Offering 02 · Territory & account planning

Territory & Account Planning Accelerator

Turn account planning into a revenue growth engine, not an annual exercise.

For revenue orgs of 30+ sellers ready to stop treating planning as a once-a-year exercise.

A hands-on program that improves seller focus, increases pipeline creation, and creates consistent execution across the field.

  1. Assessment

    I review:

    • Territory design
    • Account segmentation
    • Current planning process
    • Sales methodology
    • CRM usage
    • Manager inspection cadence
    • AI readiness

    Deliverable: Current State Assessment

  2. Design

    I develop:

    • Territory Planning Framework
    • Account Planning Framework
    • Named Account Strategy
    • White Space Analysis
    • Pipeline creation strategy
    • Planning templates
    • Executive scorecards

    Deliverable: Complete GTM Planning Playbook

  3. Execution and Enablement

    I train sales leaders, managers, and AEs through:

    • Workshops
    • Office hours
    • Leader guides
    • Planning examples
    • Inspection framework

    Deliverable: Enablement Program & Materials

  4. AI Enablement

    I implement:

    • AI account planning
    • AI territory scoring
    • AI call summaries
    • AI white space identification
    • AI planning quality checks
    • AI coaching for managers

    Deliverable: AI-Enabled Planning Toolkit

Hands typing on a laptop beside a notebook

Offering 03 · GTM operating models

GTM Operating Model Accelerator

Build the cadences, forecasting rhythms, and inspection systems that keep growth accountable, not another dashboard nobody opens.

For revenue orgs where forecasting has lost credibility, pipeline reviews feel like theater, or the operating cadence hasn't kept up with headcount.

A hands-on program that rebuilds inspection rhythms, forecasting discipline, and escalation paths so execution scales with the business.

  1. Assessment

    I review:

    • Current forecasting methodology
    • Pipeline inspection cadence
    • Meeting rhythm and escalation paths
    • Metrics and scorecards
    • Manager inspection practices
    • AI readiness for operating cadence

    Deliverable: Current State Assessment

  2. Design

    I develop:

    • Operating Cadence Framework
    • Forecasting Methodology
    • Pipeline Inspection Framework
    • Escalation Paths
    • Metrics and Executive Scorecards
    • Meeting Rhythm Design

    Deliverable: Complete GTM Operating Model Playbook

  3. Enablement and Execution

    I train sales leaders, managers, and AEs through:

    • Workshops
    • Office hours
    • Leader guides
    • Cadence rollout examples
    • Inspection framework training

    Deliverable: Enablement Program & Materials

  4. AI Enablement

    I implement:

    • AI forecast accuracy checks
    • AI pipeline inspection flags
    • AI executive scorecards
    • AI escalation alerts
    • AI cadence coaching for managers

    Deliverable: AI-Enabled Operating Toolkit

These are starting points. Every engagement is scoped to what your team needs, from a single workshop to a full operating model redesign.

Twenty years turning strategy into execution.

Cari Vecchia, founder of Lodestar GTM

At Adobe, I built and ran the global Territory & Account Planning program, the framework sellers used to plan, prioritize, and execute, for sales teams as large as 1,500 people. It replaced a once-a-year spreadsheet exercise with a live planning system tied to pipeline creation and forecasting, and it became the foundation for how the org built AI into seller workflows. I also spoke on the mainstage at Sales Kickoff six years running.

Now I bring that work to revenue teams that need plans, AI, and operating rhythms that hold up under growth.

Curious what your sellers could do with their time back?

You work directly with me: no team, no handoffs. A 30-minute scoping call is the best place to start.

Book a scoping call
hello@lodestargtm.com LinkedIn 415-385-1741

Supporting a portfolio of B2B software companies? I also work with operating teams as a go-to-market specialist they can bring in.