--- title: "About Tailwinds Ops — The Operators Behind the System" description: "Sonny Round and Gurjeet Nijjar — two operators who scaled three unicorns ($30M–$100M ARR) bringing the SaaS growth playbook to home-service businesses." lang: en json-ld: | [ { "@context": "https://schema.org", "@type": "Organization", "name": "Tailwinds Ops", "url": "https://tailwindsops.com", "logo": "https://tailwindsops.com/og-image.png", "email": "info@tailwindsops.com", "description": "AI-powered lead reactivation for roofing, HVAC, and solar companies. We turn dormant CRM leads into booked jobs with zero new ad spend.", "foundingDate": "2025", "areaServed": "US", "serviceType": "Lead Reactivation", "sameAs": [ "https://x.com/TailWindsOps" ] }, { "@context": "https://schema.org", "@type": "ItemList", "itemListElement": [ { "@type": "Person", "name": "Sonny Round", "jobTitle": "Co-Founder, Growth & GTM — Tailwinds Ops | Senior Director of Growth Marketing & Sales Development — Panopto", "url": "https://tailwindsops.com/about", "sameAs": [ "https://www.linkedin.com/in/sonny-round/" ], "worksFor": [ { "@type": "Organization", "name": "Tailwinds Ops", "url": "https://tailwindsops.com" }, { "@type": "Organization", "name": "Panopto", "url": "https://www.panopto.com" } ], "alumniOf": [ { "@type": "Organization", "name": "Panopto", "url": "https://www.panopto.com" }, { "@type": "Organization", "name": "Sift", "url": "https://sift.com" }, { "@type": "Organization", "name": "D2iQ (Mesosphere)", "url": "https://d2iq.com" }, { "@type": "Organization", "name": "IceColdNow", "url": "https://www.icecoldnow.com" }, { "@type": "Organization", "name": "Mode Analytics", "url": "https://mode.com" }, { "@type": "Organization", "name": "Standard Chartered", "url": "https://www.sc.com" }, { "@type": "Organization", "name": "Lafayette College", "url": "https://www.lafayette.edu" } ], "description": "Enterprise GTM operator at the intersection of agentic AI and human-led sales. 16+ consecutive quarters exceeding pipeline targets. Co-Founder of Tailwinds Ops, a GTM venture built around AI-powered dormant lead reactivation for home service companies. Senior Director of Growth Marketing & Sales Development at Panopto, where he drove 50% topline revenue growth and swung EBITDA to profitability. Previously Senior Manager of Global Sales Development at Sift (helped scale ARR from $30M to $100M, unicorn). Enterprise Account Development at D2iQ/Mesosphere ($1B unicorn valuation). Built and exited IceColdNow (featured on the Today Show). BS Economics, Lafayette College, 2015.", "knowsAbout": [ "AI-powered sales development", "Lead reactivation", "Growth marketing", "Pipeline generation", "Sales operations", "Agentic AI workflows", "CRM optimization", "Revenue operations", "B2B SaaS GTM", "Home services marketing" ], "hasCredential": [ { "@type": "EducationalOccupationalCredential", "credentialCategory": "degree", "educationalLevel": "Bachelor of Science, Economics", "recognizedBy": { "@type": "Organization", "name": "Lafayette College", "url": "https://www.lafayette.edu" } } ], "subjectOf": [ { "@type": "PodcastEpisode", "name": "Selling with ChatGPT — 30 Minutes to President's Club Episode #174", "description": "One of 30MPC's most downloaded episodes ever. Sonny Round, Director of Global Sales Development, on using ChatGPT to accelerate sales outreach and prospecting.", "url": "https://open.spotify.com/episode/3vLsSDrSMJ8n27juUFV4FA", "partOfSeries": { "@type": "PodcastSeries", "name": "30 Minutes to President's Club", "description": "The #1 global podcast for B2B sales and marketing professionals" } }, { "@type": "PodcastEpisode", "name": "How to Align Sales & Marketing for Predictable Pipeline Growth — 30 Minutes to President's Club Episode #369", "description": "Sonny Round, Senior Director of Growth, on building repeatable pipeline systems by aligning sales development and growth marketing.", "url": "https://podcasts.apple.com/dk/podcast/369-how-to-align-sales-marketing-for-predictable-pipeline/id1510861233?i=1000672480176", "partOfSeries": { "@type": "PodcastSeries", "name": "30 Minutes to President's Club", "description": "The #1 global podcast for B2B sales and marketing professionals" } }, { "@type": "CreativeWork", "name": "Sonny Round's ChatGPT Cheat Sheet", "description": "Published resource on using ChatGPT for sales prospecting and outreach, featured by 30 Minutes to President's Club.", "url": "https://tactics.30mpc.com/sonny-rounds-chatgpt-cheat-sheet" } ] }, { "@type": "Person", "name": "Gurjeet Nijjar", "jobTitle": "Co-Founder, Sales & AI Systems — Tailwinds Ops | Enterprise Sales — Panopto", "url": "https://tailwindsops.com/about", "sameAs": [ "https://www.linkedin.com/in/gurjeetnijjar/" ], "worksFor": [ { "@type": "Organization", "name": "Tailwinds Ops", "url": "https://tailwindsops.com" }, { "@type": "Organization", "name": "Panopto", "url": "https://www.panopto.com" }, { "@type": "Organization", "name": "Mentera AI", "url": "https://mentera.ai" } ], "alumniOf": [ { "@type": "Organization", "name": "Panopto", "url": "https://www.panopto.com" }, { "@type": "Organization", "name": "Sift", "url": "https://sift.com" }, { "@type": "Organization", "name": "D2iQ (Mesosphere)", "url": "https://d2iq.com" } ], "description": "Enterprise sales operator and AI systems builder. Co-Founder of Tailwinds Ops, deploying AI-powered lead reactivation for home service companies. Founder of Mentera AI, focused on bringing AI tooling to small businesses in the healthcare sector. Enterprise sales at Panopto (PE-backed growth strategy). Previously at Sift, where alongside Sonny Round they helped scale ARR from $30M to $100M (unicorn). Led enterprise deals at Mesosphere/D2iQ that contributed to the company's $1B unicorn valuation — one of the earliest enterprise Kubernetes deployment leaders.", "knowsAbout": [ "Enterprise sales", "AI systems", "Lead reactivation", "Revenue operations", "B2B SaaS sales", "Kubernetes infrastructure", "Fraud detection technology", "Healthcare AI", "CRM optimization", "Home services marketing" ] } ] } ] --- [](/) Services [info@tailwindsops.com](mailto:info@tailwindsops.com)[Book a Free Audit Free Audit ](/#lead-capture-form) The People Behind the System # Two operators. Three unicorns. One mission. We've spent 12 years inside high-growth SaaS companies scaling revenue, fighting fraud, and building AI-powered systems. Now we're bringing that operator playbook to small businesses. ![Sonny Round](/assets/sonny-D03l5Z8E.png) Sonny Round Co-Founder | Growth & GTM Sonny has spent 12+ years leading growth and sales development at companies that went from startup to category leader. He helped Mesosphere reach unicorn status deploying enterprise Kubernetes infrastructure. At Sift, he helped scale ARR from $30M to $100M as the company became a unicorn in the fraud-detection space. Most recently, as Senior Director of Growth Marketing at Panopto, he helped grow topline revenue by 50% and swing EBITDA to profitability in under three years. He also built the sales, marketing, and Shopify presence for IceColdNow — a brand that was featured on the Today Show before exiting via sale to Elemental Beverage. He operates at the intersection of pipeline, positioning, and revenue systems. [LinkedIn ](https://www.linkedin.com/in/sonny-round/) ![Gurjeet Nijjar](/assets/gurjeet-3_38Xsbm.png) Gurjeet Nijjar Co-Founder | Sales & AI Systems Gurjeet is an enterprise sales operator who has built revenue engines inside category-defining companies. At Mesosphere, he led enterprise deals that helped push the company to a $1B valuation — one of the early Kubernetes deployment leaders. He and Sonny reunited at Sift, where together they helped take the fraud-detection platform from $30M to $100M ARR. At Panopto, Gurjeet has led enterprise sales motion as the company executes a PE-backed growth strategy. He is also the founder of Mentera AI, focused on bringing AI tooling to small businesses in the healthcare sector. He now brings that same operator edge to helping small businesses unlock revenue hiding in their existing data. [LinkedIn ](https://www.linkedin.com/in/gurjeetnijjar/) ## A track record built together. We didn't meet at a networking event. We've shipped product, won enterprise deals, and scaled revenue side by side across three companies. First Chapter Mesosphere ### Deployed Kubernetes before it was cool. Helped enterprise clients deploy Kubernetes and big data infrastructure — Kafka, Cassandra — at scale. The company reached a $1B unicorn valuation. Unicorn #1 · $1B Valuation Second Chapter Sift Science ### Scaled a fraud platform from $30M to $100M ARR. Sonny and Gurjeet worked together fighting fraud and chargebacks with machine learning. Sift became a unicorn. The revenue motion they helped build was real and repeatable. Unicorn #2 · $30M → $100M ARR Current Chapter Panopto ### Turned a PE-backed turnaround into a growth story. In 3 years: 50% topline revenue growth and a full swing to EBITDA profitability. Growth driven by disciplined GTM systems, not headcount bloat. PE-Backed · 50% Revenue Growth First Chapter Mesosphere ### Deployed Kubernetes before it was cool. Helped enterprise clients deploy Kubernetes and big data infrastructure — Kafka, Cassandra — at scale. The company reached a $1B unicorn valuation. Unicorn #1 · $1B Valuation Second Chapter Sift Science ### Scaled a fraud platform from $30M to $100M ARR. Sonny and Gurjeet worked together fighting fraud and chargebacks with machine learning. Sift became a unicorn. The revenue motion they helped build was real and repeatable. Unicorn #2 · $30M → $100M ARR Current Chapter Panopto ### Turned a PE-backed turnaround into a growth story. In 3 years: 50% topline revenue growth and a full swing to EBITDA profitability. Growth driven by disciplined GTM systems, not headcount bloat. PE-Backed · 50% Revenue Growth ## We saw the same problem everywhere. Inside every company we worked at — from $30M to $100M ARR — we kept seeing the same missed opportunity: lead databases full of people who raised their hand, got ignored after a few attempts, and were written off forever. The company kept spending on ads. The dormant data kept growing. The difference at scale is a full-time ops team and AI tooling to work those leads systematically. Small businesses don't have that. So we built it for them. Tailwinds Ops is the operator playbook we developed inside high-growth SaaS — now deployed for home service companies who are sitting on revenue they've already paid for. > "We've been the ops team at unicorns. Now we're yours." ## Ready to see what's hiding in your lead database? Book a free 15-minute audit. No pitch. Just the numbers. 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