Michael Muhlfelder is a veteran revenue transformation operator who helps SaaS, technology, and private equity-backed companies diagnose, repair, and scale underperforming go-to-market engines.
He’s the one companies turn to when the revenue plan says one thing and the revenue engine is doing another. It’s no longer producing what the company, board, or investors need from it: pipeline is inflated or poorly qualified, forecasts have become unreliable, deals are stalling, new-logo growth has slowed, expansion revenue is underdeveloped, or the sales organization simply has not kept pace with the business. In short, what got the company to $5 million in revenue isn’t going to get it much further.
Michael’s work starts with figuring out the “why”. He looks across the revenue lifecycle, from lead generation and pipeline through sales execution, expansion, and renewal, to find where growth is getting stuck, leaking out, or being left behind. Then he fixes the system, whether that means rebuilding the sales process, bringing discipline to pipeline and forecasting, redesigning territories and roles, developing an expansion engine, creating a partner strategy, or restructuring the organization itself. His goal is always a more predictable, scalable revenue engine, with the processes, people, and accountability in place to take the company where it needs to go. Increasingly, that includes determining where AI can make sales and customer success teams more capable and efficient, without mistaking the technology for a strategy.
His record bears this out:
- At Jitterbit, Michael added more than $19 million in ARR and 435 new customer logos while growing expansion sales from less than 20% to more than 50% of ARR.
- At MapAnything, he grew expansion revenue from less than 20% to roughly 40% of ARR as the company delivered 40% year-over-year growth.
- In other engagements, he has taken expansion revenue from less than 10% to approximately 60%, established strategic partner relationships in a matter of months, and rebuilt GTM organizations around clearer roles, processes, and accountability.
Michael also knows what can happen to a revenue organization when a company changes hands: expectations shift, teams evolve, priorities reset, but the revenue engine still has to perform. He played a key role in Jitterbit’s acquisition by Audax Private Equity and subsequently onboarded three acquisitions. Earlier in his career, he led Cast Iron Systems through its acquisition by IBM, doubling the sales organization while retaining 85% of the sales force. His career has also put him inside the PeopleSoft/Oracle transaction and companies that would ultimately become part of Salesforce.
Over more than three decades in B2B technology, Michael has held revenue and sales leadership roles with Oracle, IBM, Cast Iron Systems, LogMeIn, TARGIT, MapAnything, and Jitterbit, along with emerging and growth-stage companies. He has built and led teams from lean startup operations to global sales organizations, across SMB, mid-market, and enterprise markets and businesses ranging from early revenue to more than $50 million in ARR. That experience spans the full revenue lifecycle, including new-logo acquisition, expansion and renewal, direct and inside sales, sales engineering, customer success, and partner-led growth.
At TechCXO, Michael serves as a fractional Chief Revenue Officer and Chief Sales Officer, stepping in when a company can’t wait for its revenue problems to work themselves out. Growth may have stalled, forecasts may no longer be credible, a new owner or board may be asking tougher questions, or the company may simply have outgrown the GTM model that got it this far. Michael brings the pattern recognition of an executive who has seen these situations many times before, along with the operating experience to make the hard choices, execute what needs to change, and move the business forward.
Michael holds a B.S. in Management, with concentrated studies in Marketing, from Keene State College. He is a founding contributor to Revenue Magazine, an executive member of Revenue Collective, and a LinkedIn Top Voice. He also co-hosts the Three Takes on AI podcast and writes regularly about revenue growth, go-to-market strategy, AI, and the changing role of fractional executives. Michael is based in the Boston area.