Josh MacFarland is Chief Growth Advisor at Cortland Advisors, LLC, where he leads business development and pipeline growth for the firm’s lower middle market M&A advisory practice. He brings more than 20 years of enterprise sales and business development experience, with a career focused on building and scaling revenue functions for high-growth companies across data, technology, consulting, and professional services.

Prior to Cortland, Josh served as a Senior Enterprise Account Executive at Lightcast, a leading PE-backed labor market data and analytics platform, where he managed a named territory of Fortune 1000 accounts across the full sales cycle. Before that, he was Senior Director of Sales at Draup, a Series A SaaS talent intelligence company, where he built the firm’s enterprise pipeline from the ground up.

Earlier in his career, Josh served as Market Leader at Gallup, the global analytics and advisory firm, where he led enterprise business development across the DC/Mid-Atlantic region and ranked consistently in the Top 10 globally among a competitive field of senior account executives. He also held senior sales and business development roles at Forsta, the Corporate

Executive Board (CEB), Gartner, and the Advisory Board Company, where he led membership development for hospital and health system CXOs across the United States. He also served as Vice President of Sales and Marketing at Mission Data, a mid-size technology firm in the DC area, where he built and led the commercial function across both sales and marketing.

Josh holds a Master of Business Administration from the George Washington University and a Bachelor of Arts in History from Washington & Lee University, where he served as Student Body President. He is based in Arlington, Virginia.