Net-new revenue
Closed from a self-sourced pipeline without SDR or BDR support.
Pipeline — $2.9M
Closed — $1M+
Houston, Texas · Technical GTM · Cybersecurity · Enterprise sales
Dominic Madera
I build the systems that make complex technology easier to buy.
At Carahsoft, I have built pipeline, enablement, and go-to-market motions from the ground up—closing $1M+ in net-new revenue and working alongside a renewal counterpart across a $10M ARR portfolio.
01 / Selected results
Evidence over assertion.
The work is easier to evaluate when the claims have numbers attached.
ARR portfolio
A shared renewal book. I work it alongside a renewal counterpart, under FedRAMP High requirements and committee-driven buying groups.
Active renewal portfolio
Federal civilian
$10M ARR
Quota attainment
Finished above plan in a year when the market declined.
0%
100% quota
128% actual
Win rate
Converted self-sourced opportunities through technical discovery and disciplined follow-through.
0%
34.5% win rate
100%
A framework used by 40+ representatives
I wrote it, rolled it out across teams, and taught it through live deal support. Average deal cycles came down by nearly three weeks.
150 new opportunities from written work
Competitive whitepapers and market-sizing research that representatives used in active deals, with every claim sourced well enough to survive a customer checking it.
Carahsoft’s first private-sector-exclusive distribution launch
I defined the ICP, messaging, qualification criteria, channel strategy, and outbound programs for a product without an established playbook.
The business unit’s AI adoption guide
I wrote the guide to AI and agentic AI, then translated it into commercial battlecards the team now uses in daily execution.
02 / How I work
Usually the person who builds it.
Every role has been a version of the same assignment: understand a complicated system, find what the people inside it actually need, and build whatever closes the gap.
Oxford taught me to work from primary sources and find the weak point before somebody else does. Sales made the stakes commercial. The discipline is the same.
Understand the system.
Learn the technical, commercial, institutional, and procurement constraints before prescribing anything. In federal cybersecurity, no opportunity moves unless people with different incentives and vetoes agree that it should.
Find what is missing.
The missing piece is often not another product. It may be the playbook, buying argument, technical translation, qualification standard, stakeholder map, or enablement layer that lets the work move.
Build something other people can use.
A good system survives the person who made it. I turn research into repeatable frameworks, clear documents, usable talk tracks, and processes that teams can deploy without me standing beside them. I learn these systems alongside solution engineers, partners, customers, and account counterparts whose expertise makes the commercial story more accurate. My job is to turn that shared knowledge into something other people can use.
03 / Case records
Selected work.
Four examples of the same habit applied in different systems: find the gap, make it legible, and build the operating layer. The buyers, cycles, and compliance gates change by sector. The underlying disciplines—discovery, stakeholder mapping, partner coordination, and self-sourced pipeline creation—travel.
Case 01
Building a territory without a prebuilt pipeline.
Sole representative for the Trellix line across a territory of more than 500 accounts, with no SDR or BDR support. I designed the prospecting motion, ran technical discovery with CISOs, DevSecOps leaders, and security architects, and worked across vendors, resellers, and federal buying groups.
Technical GTM and revenue system
Context → individual build → cross-functional execution → measured outcome
01
Territory context
500+ federal accounts
Sole coverage for the Trellix line.
02
Built by Dominic
Territory prospecting motion
No SDR or BDR support.
03
Cross-functional execution
Technical discovery and partner coordination
CISOs, DevSecOps leaders, security architects, vendors, resellers, and federal buying groups.
04
Measured outcomes
Pipeline$2.9M
Revenue$1M+
Renewal book worked with a counterpart; pipeline and net-new self-sourced.
Case 02
Turning research into systems a sales team can deploy.
I built a sales framework used by more than 40 representatives, wrote field guides that reconcile practitioner methods against their primary sources, produced competitive whitepapers tied to 150 new opportunities, and authored the business unit’s first AI adoption guide.
Enablement adoption architecture
Evidence input → reusable system → observed use or result
Evidence input
Primary-source research and live deal support
Built by Dominic
Sales framework
Observed adoption
40+ representatives
Average deal cycles came down by nearly three weeks.
Evidence input
Competitive research
Built by Dominic
Competitive whitepapers
Observed demand
150 opportunities
Evidence input
Practitioner methods and primary sources
Built by Dominic
MEDDIC / MEDDPICC field guide
Published artifact
76 sourced pages
Case 03
Making an enterprise transformation usable.
While still an undergraduate, I helped launch a city-wide Center of Excellence for SAP-ERP integrations, wrote the playbooks and technical FAQs solution architects still deploy the framework from, and ran the vendor and stakeholder analysis that shaped its governance.
Stakeholder and governance map
Institutional context → shared operating system → governance
Stakeholder context
Solution architects
Stakeholder context
Vendors
Stakeholder context
City stakeholders
Shared operating system
City-wide SAP-ERP Center of Excellence
Institutional outcome
Governance for SAP-ERP integrations
Dominic’s contribution
Playbooks · Technical FAQs · Vendor and stakeholder analysis
Case 04
Translating specialist work into public attention.
Across the English Faculty, TORCH, and the TIDE project, I built campaigns, events, reports, and editorial programs that turned specialist research into something students, faculty, alumni, press, and public audiences would show up for and use.
Engagement35% increase
Audience700+ event participants
Traffic60% monthly growth
Reach12,000 new readers
Editorial and audience architecture
Institution → built program → audience reached
Institution
English Faculty
Built by Dominic
Integrated email, social, and event campaign
Audience reached
Students, faculty, and alumni
A shortened campaign timeline meant events sold out in days rather than weeks.
Institution
TORCH
Built by Dominic
Publicity roadmaps for marquee lectures
Audience reached
Press and broadcast
Coverage in Times Higher Education and on BBC Radio Oxford.
Institution
TIDE project
Built by Dominic
Blog, book-launch, and social programs
Audience reached
Public readers
Fifty-plus posts and campaigns across the project's channels.
Earlier experience & education
Held alongside full-time study, not after it.
- English, University of Oxford Exeter College · Donovan-Moody Scholar
- BA Honors, English & Comparative Literature Williams College · Global Studies
- Campaign Fellow, MJ for Texas Built a 1,200-prospect donor database and channel analysis across 15 platforms
- Credentials SOC Level III · Trellix Technical & Sales Specialist · MEDDPICC
Organizations and institutions.
A factual record of employment, portfolio, public-sector, and education context.
- Carahsoft Current employer · Federal technology distribution
- Trellix Cybersecurity portfolio · Federal civilian technical GTM
- City of Houston SAP-ERP Center of Excellence · Public-sector transformation
- University of Oxford Graduate study · Research and communications
- Williams College Undergraduate education · English and Comparative Literature · Global Studies concentration
Résumé, methods, and selected publications.
04 / Field guides & writing
A clear enough document changes what people do.
The business case a champion forwards, the one-pager that survives procurement, and the field guide a representative opens mid-call are all the same kind of work.
The MEDDIC / MEDDPICC Guide
Two practitioner accounts of the same methodology, set side by side letter by letter. The guide explains where Darius Lahoutifard and Andy Whyte converge, where they differ, and what to do when the methods do not agree cleanly.
PurposeMake MEDDIC / MEDDPICC usable in live enterprise selling
AudienceSales representatives and deal teams
Format76 sourced pages · 9 letters + tools
ContributionAuthored and designed by Dominic Madera
AccessRead the individual guide online
All cited works remain the intellectual property and copyright of their respective writers and publishers. References are included solely for attribution, commentary, and informational purposes; no ownership of, or rights to, the cited works are claimed.
Field guides
- The Prospecting & Lead Generation Guide Read me ↗ Seven source books on targeting, message, channel, discovery, and the late-stage stall—plus the five places the authors flatly contradict each other.
- The Federal Contracting & Complex Sales Field Guide Read me ↗ How the federal government buys and how to run the sale inside it, across authority, thresholds, compliance gates, proposals, procurement, pricing, and the channel.
- Using AI in Sales Campaigns Read me ↗ Where AI can speed up campaign legwork—and where it should not be trusted: market research, opportunity matrices, budget comparisons, and a practical section on how not to use it.
Selected published writing
- Unearthing stories and opening doors Exon · Exeter College ↗ On Adjoa Andoh in conversation with Professor Nandini Das, directing Richard II with a company entirely of women of colour, and what it costs to take up space.
- ‘Of All These Bounds, even from This Line to This’ TORCH · Oxford ↗ On Professor Farah Karim-Cooper’s lecture on gesture in early modern drama, what an actor’s hands disclose about power, and trying to play Portia when one is emphatically no actor.
- What I wish I had known The Williams Record ↗ Reflections and advice on settling in at college, written from the far side of a difficult first year.
- A letter to the incoming class at U-Va. The Washington Post ↗ Co-written after Charlottesville as a message to strangers starting college in a frightening week, telling them they were not on their own.
05 / About
Houston, Oxford, and the road between.
I grew up on Gulf light and then moved to a city of grey stone and blue dusk, and the two have been arguing pleasantly in my head ever since. Both show up in how I work: warmth first, precision underneath.
I swim when I can. I cook for people more than is reasonable. I have opinions about coffee, most of them formed at a counter in Williamstown or a garage-door café in Austin.
The photographs are mine. Ask me about an Almodóvar film and you won't get a short answer.
06 / Contact
Have a complex technology problem worth making clearer?
Best for cybersecurity and public-sector work, complex software entering new markets, technical go-to-market, partner strategy, and enablement systems built from the ground up.