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.
Your First RevOps Hire Will Inherit Your Undefined Terms
A first RevOps hire does not fix an undefined revenue system, they inherit it. Six definitions only the founder can write, and how to choose between a hire, part time help or waiting.
The VP of Sales Hire Isn't a Timing Decision. It's a Risk Decision.
Most founders treat a full-time VP of Sales hire as the safe, serious choice. It isn't the safer bet and it's the less reversible one. Here's the risk-adjusted way to decide between hiring and partnering first.
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.