/ Blog from the desk
Field notes on revenue architecture.
Long-form thinking on how enterprise revenue actually gets built and where it breaks. Written for founders, operators, and revenue leaders.
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Articles
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You're Not Ready for a VP of Sales. Here's How to Know When You Are.
Most founders hire a VP of Sales the moment they're exhausted by closing. That's the wrong trigger. Hire too early and you're paying someone $280K a year to build a motion you haven't proven yet. Here's the checklist that tells you when you're actually ready.
Why Your First AE Hire Is Your Most Dangerous Revenue Decision And How to Time It Right
Most founders treat the first AE hire as a capacity problem. It's not, it's a systems problem. Hire before you've proven the motion and you're paying someone to discover what you never figured out. Here's the exact signal set that tells you when you're actually ready.