I write about validating and operating founder-led outbound: what's working, what's overhyped, and what I'd do in your seat. The essays live here. The day-to-day runs on LinkedIn.
Research-backed arguments, written to be useful before we ever talk.
Carta puts the typical wait from seed to Series A at two years, and a first sales hire needs 6.2 months of that before producing anything. Lay the two clocks side by side and the real deadline isn't the hire. It's proving the motion early enough that somebody else's ramp still fits inside the window.
Read the essayA validated sales motion isn't a feeling. It's four documents your first hire can work from on day one: the ICP that replied, the message that pulled responses, the channel math, and the playbook that binds them. If you can't produce them, the req can wait.
Read the essayThree kinds of people take a first sales job, and the motion-inventor every "founding AE" post describes is almost never one of them. Why you can't screen for invention, and what to hand your first hire instead.
Read the essayBefore you hire someone to run your sales motion, make sure there's a motion to run. Why a great rep can't out-execute an unvalidated motion, and what to prove before the offer goes out.
Read the essayPublished on LinkedIn, pulled in live.
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The writing is the thinking out loud. If you want it applied to your actual motion, that's what a strategy call is for.
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