Category: GTM Leadership Estimated reading time: 8 minutes Building an enterprise sales team is not simply a matter of hiring experienced account executives from recognised software companies. The difference between a strong Strategic Account Executive and a strong Enterprise Account Executive is not always obvious from a CV. Both may have sold complex technology products. Both may have worked with large customers. Both may have carried significant quotas and operated across

Category: GTM Leadership Estimated reading time: 7 minutes GTM leadership appointments often fail because companies hire for previous success rather than the commercial system they need next. A VP Sales who performed exceptionally at one stage of growth may be the wrong appointment for the next. This is not necessarily a reflection of capability. GTM leadership is highly dependent on context. The leader who successfully built founder-led sales into an initial repeatable proce

Category: Engineering Leadership Estimated reading time: 7 minutes The right VP Engineering is not simply the most technically accomplished candidate. The appointment depends on what the organisation must build, repair or scale next. VP Engineering is one of the most influential appointments a software company can make. The role affects product delivery, engineering quality, organisational design, hiring, retention and the relationship between technical strategy and commercia