Approach
Three pillars for winning engineering buyers
Qualify ruthlessly.
Founders lose most of their time to deals that were never going to close: no budget owner, no urgency, or a team that will build it themselves. I help you define your ICP from evidence and kill bad deals early.
What changes for you
You stop spending months on deals that were never real.
Win the technical room.
Big deals with technical buyers run through skeptical engineers, security review, procurement, and an economic buyer you may never meet. I help you multi-thread, run proofs of value with business-outcome success criteria, and answer “we'll build it ourselves.”
What changes for you
You walk into enterprise conversations with a plan, not a pitch.
Make it repeatable.
A founder who can close isn't yet a scalable company. I turn what's working into a playbook and get your first AE ramped on it.
What changes for you
You hire your first AE without losing what you learned.
Why deals fail
Five patterns I see over and over
- 1You don't have the right people in the room
- 2Pilots go great but never move to production
- 3More companies are deciding to build in-house with AI coding tools
- 4The buyer has an appetite for change but no budget
- 5You can't tell whether there's real urgency on the buyer's side
Why not just use AI?
AI tools vs. working with me
| Area | AI tools | Working with me |
|---|---|---|
| Frameworks | Writes a solid qualification template in seconds | Knows which parts matter for your buyer, and which deals to walk away from |
| Call review | Summarizes what was said, based on what you share | Reads what it meant: the missing buyer, the soft next step, the build-it-ourselves signal |
| Live deals | Helps you prep before the call and recap after | Joins the call and steps in when it counts |
| Accountability | Suggests next steps | Holds you to them, including killing the deal you love |
| Experience | Trained on what sales books say | Closed the first six-figure deals at two startups, with logos like Adobe, Atlassian, and Twilio |
Use AI for the busywork. Bring me the judgment calls.
How we start
A 30-minute intro call to learn about each other's business
You share call recordings for relevant deals, a product demo, and CRM access
An hour together (or two 30-minute sessions) on goals and roadmap