Mackellar GTM
Building practical go-to-market models that generate revenue.
Mackellar GTM exists to help businesses cut through complexity and make better commercial decisions. We believe that go-to-market strategy should be a practical lever for growth, not a theoretical exercise involving endless slideware and abstract concepts.
We build practical models that focus on execution and measurable results. Without overclaiming, we partner with leadership teams to turn market challenges into clear revenue pathways, ensuring every strategic move is grounded in commercial reality.
Craig Mackellar
Commercial Transformation Leader
Craig Mackellar is a senior GTM and commercial transformation leader who brings deep expertise in navigating the complexities of payments, fintech, SaaS, and energy markets. His approach is built on a foundation of operational clarity and high-impact execution, avoiding the fluffy theory often found in commercial consultancy.
Throughout his career, Craig has worked closely with boards, founders, and investors to translate strategic ambition into tangible, measurable revenue. He positions himself not just as an advisor, but as a practical partner who understands the commercial reality of high-growth technology markets.
Practical & Pragmatic
Our Purpose
Clarity in Execution
Who we work with
We partner with technology scale-ups, PE-backed businesses, and corporate innovation units operating in regulated sectors where the margin for error is thin.
The Problems we solve
We help cut through commercial complexity, turning high-level board strategy into verifiable revenue pathways and practical go-to-market models.
How we work
Our approach is collaborative and embedded. We don't just deliver slideware; we focus on execution, working as a senior extension of your leadership team.
Evidence-Led Experience
Payments & Fintech
Led the rebuilding of a go-to-market motion for a regulated UK finance provider, directly addressing commercial sales cycle stagnation. By implementing a structured sales effectiveness framework and refining the target operating model, the engagement delivered a 22% improvement in win rates and established new revenue-generating pathways across high-value enterprise accounts.
SaaS & Energy
Orchestrated the commercial transformation for a Tier-1 energy technology scale-up navigating complex international expansion. The work focused on operational clarity and the development of a revenue-generating strategy that successfully translated high-level board objectives into a practical, execution-focused GTM model, resulting in £2M ARR growth within the first full year of market entry.
Complex Technology Markets
Guided a Pe-backed data and analytics business through a critical GTM restructuring during a period of intense market consolidation. By stripping away theater and focusing on commercial reality, the engagement clarified the value proposition for senior stakeholders, ensuring that revenue-generating activities were prioritized and the commercial team was aligned for sustainable, measurable performance.
Built on experience
Practical GTM leadership, built on experience
- Our philosophy is people-first and commercially grounded. We focus on clarity and execution rather than theatre or buzzwords. We believe that go-to-market strategy should be a practical lever for growth, not a theoretical exercise.
- By partnering closely with leadership teams, we turn complex market challenges into clear revenue pathways, ensuring that every strategic move is backed by real-world expertise and a relentless focus on results.
Our Values
People First
Clarity
Growth
Partnership
Results
Need Plug and Play Leadership?
Craig Mackellar is a senior GTM and commercial leader with extensive experience across technology, SaaS, payments, and fintech markets. He has held senior roles in complex, high-growth environments, working closely with boards, founders, and investors to translate high-level strategy into tangible revenue growth.
Throughout his career, Craig has built a track record of commercial transformation, focusing on operational clarity and high-impact execution. His approach is grounded in commercial reality, ensuring that go-to-market motions are scalable, measurable, and aligned with long-term business goals.
VP Go-to-Market
Commercial Director
Revenue Operations Lead
Commercial Transformation Lead
Complex Environments
Navigating the intricate requirements of regulated sectors including payments, fintech, and energy infrastructure.
Senior, calm, and practical support for when the stakes are high and the market is unforgiving.
Where the experience comes from
Craig has spent his career at the intersection of technology and commercial strategy, working within scale-ups, PE-backed businesses, and corporate innovation units. This experience spans complex stakeholder environments and highly regulated markets where the margin for error is thin.
PE & Board Alignment
Extensive experience working alongside boards, founders, and investors to turn high-level strategy into verifiable revenue.
Scale-up Leadership
Guiding technology businesses through the critical transition from early-stage growth to mature commercial operations.