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.
You're Not Ready to Hire a GTM Engineer. Build This First.
GTM engineer job postings tripled in six months. Before you make that six-figure hire, ask what exactly it would automate. Most founders skip the answer, and pay for it.
The Logo Quota: Why Your First AE Shouldn't Carry a Dollar Number
Founders keep handing their first AE a quota copied from a job posting instead of their own numbers. Here's why that number fails by week six, and the logo-based system that replaces it.
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.