Field notes from the front line of GTM.
Practical perspectives on hiring, revenue leadership and the markets we work in. Written by operators, for operators.
Hiring the first CRO: when to do it, and what to look for
A founder-friendly framework for knowing when your company is ready for its first Chief Revenue Officer — and how to assess the right one.
Jun 14, 2026How to actually assess an Enterprise AE in 60 minutes
The interview questions that separate top performers from average reps in complex enterprise software sales.
Jun 02, 2026The state of GTM hiring in cybersecurity, 2026
Compensation, talent flows and the rise of the technical sales engineer in the post-platform consolidation era.
May 21, 2026Why selling AI infrastructure is a new sales motion
And why most AEs from traditional SaaS struggle to make the transition — what to screen for instead.
May 09, 2026Your first sales hire is not an SDR
Founder-led sales, the dangerous middle, and the right shape of revenue team at $1M, $5M and $20M ARR.
Apr 28, 2026Selling into the DevOps buying committee
The technical champion is necessary but not sufficient. Mapping influence in modern platform engineering teams.
Apr 12, 2026