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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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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.
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.