I've carried a number for eleven years. I started as a BDR working a territory list nobody else wanted, moved to mid-market, then enterprise, then into running go-to-market for a product line that had brilliant engineering and no idea who it was for. That last job taught me more than the first ten years combined.
The deals I'm proud of closed clean. A $1.4M multi-year where procurement tried to run a reverse auction in week eleven and we didn't blink. A six-figure land that became a seven-figure expand because the champion got promoted and remembered who made her look good. The deals I learned from are the ones I lost to "no decision." Those are the ones that made me obsessive about clarity.
What I do now
I run go-to-market for a B2B SaaS company I won't name, because this site is mine and their brand is theirs. Day to day that means pipeline reviews, pricing fights, positioning, comp plans, and a growing pile of automation that quietly does the work three people used to do.
Why the automation obsession
Somewhere around 2023 I got tired of watching good AEs spend forty percent of their week on data entry, enrichment lookups, and CRM hygiene. So I learned the plumbing. Webhooks, middleware, structured outputs, idempotent ingestion, retry storms, the whole unglamorous stack underneath a "smart" revenue engine.
I write about it because most of the advice out there comes from people who have never had a marketing-automation webhook time out on a live lead at 4:58 p.m. on the last day of the quarter.
What this site is
Field notes. Every post has a claim, a number, a counterargument I take seriously, and one thing to do differently on Monday. If it doesn't have all four, it doesn't ship.
What it isn't: a funnel. No course, no "book a call," no newsletter upsell. I have a job.
The readout
- Base
- Pacific Time, somewhere with bad cell coverage
- Years on quota
- 11
- Segments worked
- Mid-market, enterprise, strategic
- Largest closed ACV
- $2.1M, 36-month term, three legal redlines and one CFO
- Frameworks I actually use
- MEDDICC, mutual action plans, multi-threading above the power line
- Stack I'd fight for
- A CRM with a sane API, a middleware layer, and an outbox queue in front of anything that calls a model
- Banned from my vocabulary
- "Synergy." "Circle back." "Just checking in."
Getting in touch
There's no contact form. Subscribe to the feed, read the articles, and argue with me wherever you found the link. That's the whole relationship, and it's a good one.