Ophir Shalitin
Positioning & Messaging · RevOps & CRM Systems
GTM strategy and execution - positioning, predictable ICP-driven pipeline, RevOps, scalable revenue systems, cloud/marketplace partnerships. 7x exits
LinkedInMy Approach
What to Expect
Experience
- 2016 to 2020
N2WS
Founding CMO, also led AWS alliances and marketplace motion
Key result: Scaled ARR about 20x to double digit millions, increased ACV multiple times by moving upmarket, built a marketing engine generating tens of thousands of leads annually, drove 90%+ marketing sourced pipeline, established AWS marketplace leadership, and contributed to acquisition by Veeam.
- 2014 to 2016
Cloudyn
Vice President Marketing
Key result: Scaled ARR about 5x in under 2 years, repositioned the company from SMB to enterprise, grew organic traffic about 10x, expanded the marketing database from about 3000 to 25000 contacts, drove 90%+ marketing sourced pipeline, and supported momentum leading to acquisition by Microsoft.
- 2020 to 2022
Reblaze
Vice President Marketing, including SDR and GTM motion
Key result: Restructured marketing into a coordinated GTM engine, managed SDR function up to 5 people, more than doubled the marketing database, increased high intent leads by 2x+, launched a PLG motion through Curiefense, led Gartner analyst relations, and built research driven content programs.
- 2022 to 2024
NetOp.Cloud
Vice President Marketing, also involved in sales and SDR motion
Key result: Operated in a founder like role, evolved founder led sales into structured GTM motion, rebuilt positioning to improve lead quality, generated qualified demo flow via growth engines, led sales meetings and POCs, and secured Cisco Meraki marketplace listing with co marketing motion.
- 2010 to 2013
Perfecto Mobile
Strategy Advisor to Growth Marketing Lead
Key result: Executed pivot from telco to enterprise, built performance marketing and growth engines from scratch, operationalized intent signals using Marketo, established CRM lifecycle and MQL signaling, built webinar engine to 1000+ attendees, and supported growth toward about $50M ARR.
- 2007 to 2010
Discretix
Director of Product and Program Management
Key result: Built a new product line from zero to largest revenue contributor, led delivery for strategic customers including SanDisk and AMD, acted as technical account lead, managed SOW and pricing, and bridged product, engineering, and enterprise customer requirements.
Founders Come to Me When...
- ●“We get leads but they do not convert.”
- ●“Sales and marketing blame each other.”
- ●“Our ICP is unclear or too broad.”
- ●“We have traction but no pipeline.”
- ●“We do not know what to measure.”
- ●“We do not have a clear GTM plan.”
- ●“Our AWS or marketplace motion does not generate pipeline.”
In Ophir's Words
“I challenge conventional wisdom. It usually leads to conventional results.”
“Most startups do not have alignment issues, they have definition issues.”
“Most startups target the wrong ICP.”
“If you do not capture intent, your campaigns are underperforming.”
“Systems beat heroism in building predictable growth.”
“Without real product market fit, no budget will fix the problem.”
What Founders Say
“I had the pleasure of working with Ophir Shalitin on strategic marketing initiatives and learned a lot from his thoughtful and practical approach. He excels at making complex ideas simple and actionable.”
“Working with Ophir Shalitin has been a fantastic experience. It is rare to find someone who understands both deep tech and messaging. The process was collaborative and the results speak for themselves.”
Education & Credentials
Tel Aviv University
MBA Marketing and Finance
Tel Aviv University
BA Computer Science and Economics
Frequently Asked Questions
What is Ophir Shalitin known for in GTM advisory?
Ophir fixes broken GTM for early stage B2B SaaS founders by identifying what is wrong across ICP, value, pipeline, and systems, and turning early traction into a working engine that produces predictable pipeline.
Can Ophir Shalitin help early stage startups that have traction but no pipeline?
Yes. This is his core focus. He works with founders who have initial traction but cannot convert it into consistent pipeline, helping them fix ICP, sharpen value, and build a GTM system that scales.
What makes Ophir Shalitin different from other GTM advisors?
Ophir is direct and diagnostic. He exposes what is actually broken in GTM, most often ICP, value, or systems, and focuses on fixing that instead of adding more campaigns or budget.
Can Ophir Shalitin help fix low conversion from leads to pipeline?
Yes. He identifies whether the issue is wrong ICP, weak value, poor qualification, or missed intent signals, and fixes the system so conversion becomes predictable.
How does Ophir Shalitin approach ICP definition?
He narrows ICP to the smallest segment with the strongest pain, highest urgency, and clear product fit, where deals close faster and repeat.
Can Ophir Shalitin help with AWS and marketplace GTM?
Yes. AWS and marketplace GTM are part of his track record. At N2WS, he turned AWS presence into a real growth engine with co marketing and pipeline impact.
What kind of results has Ophir Shalitin helped startups achieve?
He has helped companies scale ARR about 5x to 20x, build demand engines generating tens of thousands of leads, increase deal sizes, and drive 90%+ marketing sourced pipeline.
Is the Advisors Office Hours session really free?
Yes. The session is free and focused on diagnosing the GTM problem and defining the next steps.
What should founders bring to a session?
One clear GTM problem, current assumptions, and where they feel stuck. The clearer the input, the more direct the outcome.
Areas of Expertise
Strategy & Narrative
Positioning & MessagingOperations & AI
RevOps & CRM SystemsSales & Marketing AlignmentGrowth & Demand
Demand Gen & ABMProduct launch