Fractional GTM & commercial leadership

I put structure into commercial chaos.

I help B2B founders and growing teams clarify what they sell, build a repeatable pipeline and turn commercial ambition into revenue.

Let’s talk How I help

Kate Pottinger, smiling, at a timber counter with her laptop open, in a kitchen with dark cabinetry, plants and brass coffee pots.

I can prove it.

33%
close rate at Sustainable Change, the highest in the business.
£0 to £2m
Built Ogury’s brand-direct division from zero: £750k in year one, £2m in year two.
22 clients
won in 10 months at Hypefy, with 91% retention.

The ambition is there. The commercial structure needs to catch up.

I’m the person businesses bring in when there’s something worth scaling, but the commercial engine isn’t quite firing.

It usually happens somewhere between six and eighteen months into a new stage, and tends to look like one of these:

Growth still depends on the founder’s personal network.
The proposition is hard to explain the same way twice.
There’s plenty of sales activity, but no repeatable pipeline.
A new market or division needs commercial structure from scratch, with no playbook to follow.

The growth is there, but it hasn’t been unlocked yet. The strategy needs simplifying, sharpening and turning into revenue. That’s the part I work on.

Kate laughing and looking off to one side, seated on a banquette against an exposed brick wall.

How I help

I don’t just recommend a system. I build it, put it to work and hand it back to your team.

Clarify the go-to-market

We get clear on what you sell, who it’s for and why they should choose you, so everyone in the business tells the same story and the right buyers recognise themselves in it.

ICP definition, proposition, positioning, messaging and market-entry strategy.
Build the commercial engine

I turn that clarity into a pipeline that doesn’t rely on one person’s contacts, with a sales process, partnerships and team structure that make revenue predictable.

Pipeline architecture, sales processes, partnerships, commercial tools and team structure.
Lead the execution

I step in as your fractional commercial lead, take accountability for the numbers alongside you and run the system until it works. Then I hand it to a team that can run it without me in the room.

Hands-on fractional commercial leadership, revenue accountability, implementation and a practical handover.

Engagements are project-based or retained, shaped around where the business is and what it needs next.

Talk to me about your business

Kate, smiling, seated in a white shirt and black leather trousers in front of a large blue toile artwork.

Commercially rigorous. Human in how I work.

I’ve spent 16 years in B2B commercial roles across media, adtech and the creator economy. Much of that time has been spent walking into businesses that needed a new revenue stream, then building the division, the pipeline or the team to deliver it.

Today I’m VP Commercial at Influx Data, and Founder and Director of Kate Pottinger Consulting, where I work with founders and growing teams who need a commercial system built, not just described. I also mentor women in marketing and communications through Bloom UK.

My career hasn’t been linear. I took almost four years out of adtech to immerse myself in health, wellbeing and personal development, and it made me a stronger commercial leader. I came back with a conviction that shapes how I work with every team.

Ambition and wellbeing are not opposing forces.