Nine modules on how an AI company gets from its first customers to $20M: what enterprise buying became after ChatGPT, the motions that still close seven figures, the stage gates, and the weekly cadence.
VP Sales · $1M to $25M ARR · AI tooling or AI security
The first sales leader, before the number is predictable.
With 26 years in B2B SaaS and enterprise software, I get hired as the first VP of Sales before the number is predictable. This site encapsulates how I design, build, and run predictable revenue engines in the AI era. My sales playbook, pipeline gen programs, sales capacity plan, and sales hiring rubric are all available here.
The toolkit
Everything I install, open to anyone.
Four tools: the playbook, the pipeline engines, the capacity model, and the team buildout. Free, ungated, and scoped to $1M to $20M ARR.
Nine pipeline engines, the operating math and CAC timing for each, and a builder that writes the kickoff files an AI agent can run.
How many reps next year's number needs, when each one starts, the meetings that get there, and what the year costs, with the haircut 2026 attainment data says to take.
Who to hire, and how do you select the AE, BDR, SE, FDE, and GTM engineer?