JK

Founding Enterprise AE · GTM Architect · AI-Native · San Francisco, CA

Jayme Kogel.

Founding sales leader who built a $2.475M ARR commercial engine from zero · architecting the GTM motion, tech stack, and playbooks for an AI-native company from the ground up.

Currently Director of GTM Charta Health $2.475M ARR from zero
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Profile★ Track Record★ History★ Beyond Work★ Contact★ Founding AE★ GTM Architect★ AI-Native★ Profile★ Track Record★ History★ Beyond Work★ Contact★ Founding AE★ GTM Architect★ AI-Native★
§ 01 · Profile

A seller
who ships more
than a pitch.

Jayme is a founding enterprise AE and GTM architect whose specialty is standing up a commercial function where none existed before. At Charta Health · a Bain Capital-backed AI chart-review company · he joined as the founding commercial hire and closed $2.475M in ARR from zero. He led the effort to design the GTM motion: ICP, outbound sequencing, discovery frameworks, POC playbooks, forecasting, CRM hygiene, and set the hiring bar for every seller after him. More than design it, he made it repeatable: codified the playbook, onboarded a team of reps, and turned it into a flywheel the sales org runs on today.

His breadth across verticals · healthcare, industrial IoT, fleet management, and early-stage SaaS · is the unfair advantage. Every industry has its own terminology, workflows, and buyer politics, and he's lived inside enough of them to be a legitimate feedback loop between customer and product. He treats the sales org as a product to be built, not a script to be run.

Before Charta, he led Western US GTM at CarePredict, closed the largest enterprise deal in SafelyYou's history, built the sales motion from zero as Pulsa's founding AE in industrial IoT, and hit Presidents Club at Samsara.

Role
Director of GTM
Company
Charta Health
Based
SF Bay Area
Domain
Healthcare AI
Debbie was so impressed by the way Jayme navigated the stakeholders and the conversation. "We're so, so grateful you asked Jayme to join our call."
Never seen someone build such tight relationships with customers.
Getting referrals from prospects mid sales cycle. The relationship comes before the close.
§ 02 · Track Record

The receipts,
by the numbers.

At Charta Health · 2025–Present
$2.475M
Total ARR Closed at Charta
$1.7M
127% of Annual Quota · FY2027, by Month 6
$3.8M
Pipeline Generated
$2.0M
Late-Stage Pipeline · In Flight
$400K
Largest Deal Closed
§ 03 · History

A nine-year
run of zeros
turned one.

Industries Sold Into · A Nine-Year Run
Healthcare Government & Public Sector Military & Defense Media & Advertising Sponsorships & Partnerships Fitness & Wellness AI & Machine Learning Industrial IoT Logistics & Transportation Field Services Energy & Utilities Food & Beverage SaaS & Software Recruiting & HR Tech

Director of Go-To-Market

Mar 2025 · Present Current
Charta Health · Bain Capital-backed · San Francisco
  • First commercial hire at an AI chart-review company; owned revenue, GTM architecture, tech stack, hiring, playbooks, and pipeline discipline.
  • Closed $2.475M ARR from zero in healthcare; largest single deal $400K, $3.8M pipeline generated.
  • ~$2.0M of that in late-stage, in-flight pipeline (stages 3-5).
  • Architected the entire GTM stack · Clay, HubSpot, Outreach, Instantly, Claude, Granola, Gong · plus custom MCPs for the gaps fringe tools couldn't fill.
  • Built the hiring bar above and below his role: designed evaluation criteria, interviewed every candidate, built the onboarding program.
  • Operates as strategic partner to the CEO and CTO · early product direction, customer feedback loops, and company-level GTM decisions from day one.
Built From Zero"Designed the entire GTM motion · tech stack, outbound engine, hiring process, and playbooks."

Director of Sales · US West

Oct 2023 · Mar 2025
CarePredict, Inc. · Predictive Health AI · Remote
  • Led full-cycle new business across health systems, senior living operators, and ACO networks in the Western US.
  • Engaged CIOs, CMOs, and VP-level clinical buyers on AI/ML value propositions in a regulated, compliance-heavy environment.
  • Built regional pipeline from scratch; drove adoption of an emerging AI platform with no established brand in market.
Hard SellSenior care operators · health systems · the long, regulated cycle.

Enterprise Account Executive

Aug 2021 · Oct 2023
SafelyYou · Computer Vision AI · Remote
  • Full-cycle enterprise sales: technical discovery, custom POC design, procurement navigation, multi-site rollout planning.
  • Increased trial win rate by 25% by engaging executive sponsors and product stakeholders early in every evaluation.
  • Primary technical contact for prospects during evaluation · integrations, validation, and fit.
★ Largest Account AcquisitionLanded the highest-value enterprise deal in company history.

Founding Account Executive

Dec 2019 · Aug 2021
Pulsa · Industrial IoT · Remote
  • Founding commercial hire at a seed-stage industrial IoT company. Built the sales motion from zero · outbound, ICP, demo framework, pricing.
  • Owned full-cycle enterprise deals end-to-end with no SDR, no inbound, and no established brand in market.
  • Worked directly with founders on ICP refinement, positioning, and early product feedback loops.
Zero to OneNo playbook. No support. Built the whole thing from scratch.

Sr. Account Executive · Mid-Market

Oct 2017 · Jun 2019
Samsara, Inc. · IoT/SaaS Fleet Intelligence · San Francisco
  • Sold complex IoT/SaaS platform to operations, logistics, and field service buyers; consistently exceeded quota.
  • Navigated multi-stakeholder enterprise cycles involving fleet ops, compliance, and finance · built the muscle for complex B2B sales.
  • Hit Presidents Club 2019 with the largest ACV on the sales team.
★ Presidents Club 2019 · Largest ACVTop performer across deal size and revenue in the most competitive room in SaaS.

Account Executive

Jul 2016 · Oct 2017
Indeed.com · SF Bay Area
  • Sold recruiting solutions and job advertising to companies. High-volume, competitive, no shortcuts.
  • Consistent top performer on the team. Ranked top 5 companywide for multiple months.
  • Where the craft got built: reps, volume, feedback loops, fundamentals.
Top 5 CompanywideEvery founding-AE muscle traces back here.
§ 04 · Beyond the Work

Nights &
weekends.

▲

Vertical Sports

Snowboard, ski, snowmobile, mountain bike, paraglide, speedfly, skydive, rock climb, scuba. Technical terrain, the more committing the better. Arc'teryx Ambassador.

Event Organizing

Builds and runs grassroots speed and movement events. Partnerships with Arc'teryx, Black Diamond, Ozone, Fluid Wings, Speedfly, Swing, Level Wings, and The Feed. Running a race series and running a sales org share more than you'd think.

§

AI Power User

Runs his sales strategy on Claude Code with custom MCPs · wiring Clay, HubSpot, and the tools vendors haven't caught up to yet. Teaches the rest of the team how to do the same.

♪

Community · Culture

Music festivals, arts events, and social gatherings are a regular. NASM-certified personal trainer. Fun fact: his father is Richard Hatch, the first winner of Survivor. The competitive wiring is apparently genetic.

Programs & Community

Where the craft gets sharpened.

Program

Clay Wedge

Selected for Clay's flagship startup program · where founding GTM operators get deep on outbound architecture, data enrichment, and modern pipeline design.

clay.com/clay-for-startups →
Community · 6 years

PreSales Collective

Long-time member of the largest community for pre-sales and technical sellers. Completed the PreSales Academy certification · 12 weeks of Discovery, Demos & Consultative Sales, the fundamentals formalized.

presalescollective.com →