Mike Lambert started Lambert Advisory in 2021 after 25+ years leading go-to-market teams at multiple high-growth software companies. Lambert Advisory is focused on the early stage of company development (pre-seed to series C) where “getting it right” the first time can maximize long-term success.
Prior to his focus on board and advisor roles, Mike was the President of Field Operations at SentryOne, a leading Database Performance Monitoring company, where he led go-to-market teams including sales, channel, support, customer success, and marketing. He guided the company through a complicated sales restructuring, immediately improving sales growth from relatively flat to 65% YoY growth. He maintained a high-growth culture during a pandemic which led to a successful acquisition by SolarWinds for $143m in October of 2020.
Prior to SentryOne, Mike was the Chief Revenue Officer at OutSystems, where he grew that Low Code software company 60+% YoY from $80m ARR to $200m ARR. During that time Mike participated in raising $360m from KKR and Goldman Sachs. He also ran Global Sales at CloudBees growing ARR by 10X over 3 years ($3m to $30m). In 2001, he became employee number 5 at a project-based consulting firm focused on middleware development and led sales and marketing from a single customer to an acquisition by Red Hat in 2008. He then stayed on for 5 years as the Managing Director of Portfolio Solutions for North America. In this role he oversaw sales teams of specialists focused on Middleware, Storage, Virtualization, and Cloud.
Mike specializes in building top tier teams, new product launch positioning, go-to-market strategy, and strategic acquisitions. He is a proven performer with hands-on knowledge that enables him to build world class teams that leverage his individual know-how on a broader scale for customer acquisition, ongoing account management and strategic positioning. He is known not only for his excellent performance in sales and ability to build strong customer success organizations, but also for his passion in envisioning and implementing highly effective marketing and public relations programs.
To share his experiences and foster innovation, Mike serves as s sales coach for a second-year elective course on Sales Management at Harvard Business School, and mentors start-founders through the Alchemist Accelerator and Start-Up Virginia. He graduated from High Point University with a degree in communications and lives in Richmond, Virginia with his wife and 3 children. In his spare time, he enjoys hunting and playing golf.