GrowthStack Advisory / Shobhit Gupta
Shobhit Gupta: operator led GTM leadership
Founder and Principal GTM Consultant at GrowthStack Advisory. More than 10 years building pipeline engines, scaling international SDR teams, improving funnel conversion, and establishing revenue functions from the ground up.
Shobhit Gupta on LinkedIn · Co-founder Ruchi Mittal · Client results
Representing Locus at the Last Mile ASEAN Conference & Expo 2019.
From GTM strategy to hands on execution
Shobhit works at the intersection of strategy, systems, people, and execution. Advisory models that stop at recommendations leave the hardest part undone, so he stays close to implementation: writing messaging, reviewing sequences, defining qualification criteria, coaching representatives, setting up reporting, and improving campaigns against real pipeline data.
Before founding GrowthStack Advisory in October 2024, he held sales development, revenue operations, and GTM leadership roles at Locus, GoComet, Landmark Group's Logistiq division, Avancer, and mFino. His work spans SaaS, logistics technology, retail, artificial intelligence, e-commerce technology, and professional services across the Americas, Europe, the Middle East, India, and Southeast Asia.
- ICP, persona, and market segmentation
- Inbound and outbound sales systems
- Cold email, LinkedIn, and calling workflows
- SDR hiring, onboarding, and coaching
- Lead scoring and qualification frameworks
- CRM processes and sales automation
- AI assisted account research and personalisation
- Pipeline reporting and conversion analytics
- Event and trade show prospecting
- Fractional GTM and sales development leadership
Selected career impact
Selected results from Shobhit's leadership and consulting experience.
$20M+ in new sales opportunities created
Leading global SDR and revenue operations at Locus, Shobhit helped create more than $20 million in new sales opportunities and generated approximately $2 million in new revenue over three years. MQL to SQL conversion improved from 10% to 25%, and lead to closure conversion improved from 5% to 11%. That qualification work is the core of inbound lead conversion and the pipeline audit.
$1.2M in new revenue at GoComet
As Global Sales Development and Revenue Growth Leader, Shobhit delivered $1.2 million in new revenue plus $300,000 through key account management. He scaled the global SDR team from 10 to 23 members across the US, India, and Southeast Asia, hired and managed two SDR managers, and improved average productivity from 2 to 6 SQLs per representative per month. The same work is now offered as SDR team build.
A SaaS GTM function built from the ground up
At Logistiq, the third-party logistics arm of Dubai-headquartered Landmark Group, Shobhit generated $500K ARR in the first quarter across India and the Middle East, designed the division's foundational GTM structure including ICPs, personas, CRM workflows and sequences, and recruited and onboarded the founding inside sales team. The division generated $30,000 in new revenue through a Logistics as a Service offering before closing due to strategic realignment.
Strategy and planning session with the team to drive growth and execution at GoComet.
How Shobhit works
Operator led
Recommendations come from running real sales development and revenue operations functions, carrying targets, and managing teams.
Data driven
Every engagement connects to defined funnel metrics: response rates, meeting quality, show rates, SQL conversion, pipeline created, and closed revenue.
AI enabled, human driven
AI improves account research, personalisation, prioritisation, lead scoring, workflow automation, and campaign analysis. Human judgement stays central to positioning, qualification, conversations, and decisions.
Built for transferability
The goal is never permanent dependency. Clients keep the frameworks, messaging, workflows, reporting structures, and playbooks needed to run and improve the system themselves.
Sectors and markets worked in
Engagements have run across India, South East Asia and the United States. The sectors are not a target list, they are where the work has actually happened.
- AI
- Logistics and supply chain
- Wellness
- E-commerce
- HR tech
- Martech
- Fintech
The pattern that repeats across all of them is the same: the pipeline problem is usually targeting or qualification, and almost never a lack of activity.
Licences and certifications
- Advance Growth Program · GrowthX · Issued March 2025, expires March 2030
- HubSpot Sales Software · HubSpot Academy · Issued March 2022
- Account-Based Marketing Foundations · LinkedIn · Issued September 2020
- Logistics Foundations · LinkedIn · Issued July 2020
- Organizational Thought Leadership · LinkedIn · Issued June 2020
- Customer Service: Creating Customer Value · LinkedIn · Issued June 2020
- Solution Sales · LinkedIn · Issued May 2020
Career timeline
Ten years in sales development and GTM leadership, across SaaS, logistics technology and retail, in the US, Europe, the Middle East, India and South East Asia.
GrowthStack Advisory · Founder and Principal GTM Consultant
- Runs end-to-end inbound conversion for Easyship, a global shipping technology platform, covering lead response, discovery, qualification, follow-up, subscription closure and activation
- Built and operated the inside-sales process for WorkStore, converting paid-media leads from Meta and Google Ads
- Built the outbound engine from zero for NuVista AI: markets, ICPs, personas, messaging, tooling and outreach
- Advises ConvertCart on outbound and SDR optimisation, covering rep output, meeting quality, follow-up discipline and reporting
- Advised Hunar.ai, BunkerTech and Ballers.io on GTM strategy, outbound engine setup and SDR or AE hiring
Landmark Group, Logistiq · Sales and GTM Strategy Lead
- Built a $500K ARR in the first quarter, through targeted outreach across MEA and India
- Generated $30K in new revenue from the Logistics-as-a-Service offering to support SaaS division funding
- Designed the sales process, ICPs and personas, optimised the CRM and built the sequences
- Recruited and onboarded the founding inside sales reps
- The division later closed through a strategic realignment, after the GTM structure was in place
GoComet · Global Sales Development and Revenue Growth Leader
- Delivered $1.2M in new revenue, plus $300K from key account management
- Scaled the global SDR team from 10 to 23, including hiring and managing two SDR managers
- Increased SQL throughput per rep from 2 to 6 per month
- Established global reporting structures and KPI alignment with the founder and CBO, owning team budgets and hiring
- Brought in by an investor to solve specific challenges inside a high-growth portfolio company
Locus · Head of Global SDR and Revenue Operations
- Created $20M in new sales opportunities, 40% inbound and 60% outbound
- Drove $2M in new revenue across three years
- Improved MQL to SQL conversion from 10% to 25%
- Improved lead to closure from 5% to 11%
- Hired to qualify inbound on BANT and ran it personally for the first seven to eight months, including product demos, before the role expanded
- Opened the US and Europe from outbound when US inbound was only a handful of enquiries a week, building A/B tested cadences on Pardot and Salesforce Sequences, which were what the tooling of the period allowed
- Built and led a distributed team of 12: three in the United States, three to four across South East Asia, the rest covering Europe, the Middle East and India
- Ran revenue operations alongside it: Salesforce administration, data migration, and the annual operating plan with the founder’s office, including closing the gaps where departments could not hit their part of it
Avancer Corporation · Senior SDR
- Generated $500K from three high-value clients
- Delivered 100 SQLs in five months
- Managed multi-stage B2B sales processes from lead generation through to closure
mFino · SDR
- Supported product-led GTM efforts contributing to $2M in revenue
- Increased product adoption by 25% through tailored outreach
Education
- MBA, Marketing · ICFAI Foundation for Higher Education, Hyderabad · 2013 to 2015 · Vice President, Club AAINA
- BBA, Business Administration and Management · MAIMS, Guru Gobind Singh Indraprastha University · 2010 to 2013
Tools implemented and optimised
Every tool below has been configured and run in a live revenue team. The comparisons in hands-on experience are written from these implementations.
- CRM · Salesforce, HubSpot
- Sales engagement · Outreach, Salesloft, Lemlist, Klenty
- Data and prospecting · ZoomInfo, Apollo, Lusha, LinkedIn Sales Navigator, Linked Helper
- Reporting · Google Analytics, Excel, dashboard design
- Enablement · sales playbooks, lead scoring, pipeline management, persona creation, sales training
Shobhit writes on how AI is changing these same tools: Salesforce in Claude, the HubSpot Prospecting Agent, Apollo’s AI agents, Claude for sales teams and the AI BDR platform map.
Recommendations
Six recommendations published on Shobhit's LinkedIn profile, from clients, managers, direct reports and colleagues. Each is reproduced in full, with the author, their role and the date it was written.
“I had the opportunity to work closely with Shobhit, and he stood out as a reliable, driven, and solutions-focused Key Account Manager. His ability to understand client needs, navigate operational challenges, and build long-term relationships made him a valuable partner in scaling our brand. I have truly appreciated his professionalism and collaborative spirit, and I am confident he will continue to excel in any role he takes on.”
Tarun Gaur · Head of Marketing and Communications, ISB · was Shobhit's client ·
“I had the pleasure of hiring Shobhit Gupta right after his MBA, and from day one, he demonstrated exceptional business acumen and strategic thinking. He quickly grasped complex challenges and delivered innovative solutions. Shobhit led key projects that significantly boosted our growth and efficiency, leveraging his strong analytical skills and deep market understanding to drive results. His leadership and collaborative approach created a productive team environment, and his dedication and integrity made him an invaluable asset.”
Sridhar Obilisetty · CEO, Everest AI Ventures · managed Shobhit directly ·
“I have worked with Shobhit closely as a regional lead at Locus and Global lead at GoComet. Shobhit is a logical and empathetic leader with high EQ. His strength is setting up processes, cadence, solving hard problems and always focussing on the numbers. You would need him on your team when things go south for the positivity, calmness and innovative ideas he brings to the table. Shobhit is never shy of doing the ground work with the team and coaching them on how things are done with example.”
Ayesha Zafar · Technology Sales, GTM Strategy and Global Expansion · worked with Shobhit on the same team ·
“Shobhit is a person who always motivates and has the ability to make other people achieve their goals. In a short span of time, he brought out the true professional from me. I got to learn a lot from him. He is always calm, in all the situations and tells others to follow the same path in order to achieve success. It was a great experience to work with him.”
Akshay Trehan · Account Manager, BrowserStack · reported to Shobhit directly ·
“Shobhit is one of the proactive professionals I have had the pleasure of working with. He is always available with a great idea and possesses great problem-solving skills. He brings an infectious energy, humor and ease with him that makes working with him a fulfilling experience. Apart from being a good listener, his ideas and suggestions are formed structurally. For all projects I have associated with him, he collaborates with a team spirit and ensures that each member contributes to take the project towards success.”
Shine Kapoor · Communications, Change and Adoption, PMP, MBA · worked with Shobhit on different teams ·
“Shobhit is a person who motivates people to act, he has the ability to make others feel at ease. He always reflects on new ideas. He is a person who is known for problem solving, task orientation, questions the status quo. I personally had a lot of things to learn from him as he is a great colleague. He generates enthusiasm not only in the team but on the floor. No matter what the situation is he is always calm and has poise.”
Ankur Mathur · Business Solutions, Payments SME, Digital Banking · worked with Shobhit on the same team ·
Areas of expertise
B2B GTM strategy, outbound engine setup, lead generation and inside sales, fractional sales development leadership, SDR coaching and enablement, AI enabled sales workflows, revenue operations and analytics, CRM and sales automation, global SDR team design and scaling, and event and trade show prospecting.
The engagements behind these numbers are written up in full: client case studies, improving MQL to SQL conversion, scaling an SDR team from 10 to 23, and the AI sales development stack.
More on how GrowthStack works and who is behind it is on about GrowthStack Advisory.
Questions
What is Shobhit Gupta's background?+
Shobhit Gupta has more than 10 years of experience in sales development, revenue operations, and GTM leadership. He held roles at Locus as Head of Global SDR and Revenue Operations, at GoComet as Global Sales Development and Revenue Growth Leader, and at Landmark Group's Logistiq division as Sales and GTM Strategy Lead, before founding GrowthStack Advisory in October 2024.
Which markets has he worked across?+
The Americas, Europe, the Middle East, India, and Southeast Asia, across SaaS, logistics technology, retail, artificial intelligence, e-commerce technology, and professional services.
Does he work hands on or only advise?+
Hands on. Engagements include writing messaging, reviewing sequences, defining qualification criteria, coaching representatives, setting up reporting, and optimising campaigns against real pipeline data.
What does fractional sales development leadership involve?+
Acting as the senior GTM or sales development leader for a company that is not ready to hire one full time: setting strategy, building the system, managing the team cadence, and owning the reporting, while transferring the playbook to the internal team.
Which companies has Shobhit Gupta worked for?+
GrowthStack Advisory since October 2024, Landmark Group's Logistiq division through 2024, GoComet from April 2022 to December 2023, Locus from November 2018 to March 2022, Avancer Corporation from May 2016 to November 2018, and mFino from March 2015 to May 2016. The dates and titles match his LinkedIn profile.
What certifications does Shobhit Gupta hold?+
Seven, listed in full on this page: the GrowthX Advance Growth Program, HubSpot Sales Software from HubSpot Academy, and five LinkedIn credentials covering account-based marketing, logistics, organizational thought leadership, customer value and solution sales.
Which sectors has Shobhit Gupta worked in?+
AI, logistics and supply chain, wellness, e-commerce, HR tech, martech and fintech, across India, South East Asia and the United States. The pattern that repeats across all of them is that the pipeline problem is usually targeting or qualification rather than a shortage of activity.
Tell us where the funnel leaks
We will tell you whether it is a targeting, execution, or qualification problem, and what it would take to fix.
Book a CallWritten with AI assistance from Shobhit Gupta’s notes and client work, then reviewed and edited by Shobhit Gupta on .