Overview - What You Actually Get in First 90 Days

If you hire me into a $50M - $300M ARR organization, the first 90 days are not about observation theater.

They’re about building trust fast, identifying structural friction, tightening the revenue engine, and delivering visible momentum.

I lead with urgency. I make decisions quickly. I listen hard. I care deeply about people. And I hold a high bar for performance.

This plan reflects how I actually operate.

Days 1-30: Learn Fast. Build Trust. Expose Reality.

What You Get by Day 30

  • A clear, honest snapshot of revenue performance

  • A fact-based assessment of pipeline health and forecast integrity

  • Early trust established with top performers and critical stakeholders

  • A prioritized list of the friction points that matter

Where I Focus

  • People

    • I meet with sales leaders, AEs, RevOps, marketing, product, and customer success.

    • I listen more than I talk, assessing strengths, gaps, coaching needs, and cultural tone.

    • I identify who drives outcomes and who needs structure.

  • Data Integrity

    • I audit CRM hygiene, forecast logic, reporting cadence, and pipeline definitions.

    • Dirty data leads to bad strategy. Period.

    • I spent ten years at Tableau and prioritize trusted, usable data across the company. If we don’t trust the numbers, nothing scales.

  • AI Opportunity Mapping

    • Practical use, not buzzwords: where AI can remove repetitive tasks, surface insights faster, and where it absolutely should not be applied.

    • AI should reduce noise and free humans to think, sell, and lead. I should never create tool chaos.

  • Quick Wins

    • I identify 1- 3 immediate structural improvements that create early momentum.

What Success Looks Like

  • By Day 30 we have clarity. No opinions, no assumptions, just evidence.

  • We also have a ranked list of the top revenue levers to pull.


Days 31- 60: Tighten the Engine. Deliver Early Impact.

This is where observation turns into execution.

What You Get by Day 60

  • Increased forecast confidence

  • Clear pipeline movement indicators

  • Visible operational improvements

  • AI supporting workflow, not distracting from it

Where I Focus

  • Revenue Rhythm

    • We establish consistent forecast cadence, inspection discipline, and deal review rigor.

    • Accountability becomes normal, not dramatic.

  • Coaching That Moves Metrics

    • Not generic motivation. Structured coaching aligned to pipeline velocity, win rates, and stage progression.

  • Operational Simplification

    • Tool consolidation where possible. Clear definitions. Less chaos. More signal.

    • I care about clean systems. I do not tolerate tech stack sprawl that confuses reps and clouds data.

  • AI Deployment, Phase 1: We implement targeted AI use cases:

    • Call intelligence analysis

    • Pipeline risk flagging

    • Content drafting support

    • Workflow automation

  • If it doesn’t drive measurable productivity or insight, it doesn’t stay.

What Success Looks Like

  • By Day 60:

    • Forecast discussions feel grounded

    • Pipeline health is improving

    • Reps feel clarity instead of confusion

    • Early performance trends are visible

  • Momentum is real. Not theoretical.


Days 61- 90: Institutionalize Performance. Build the Scalable Model.

This is where we shift from improvement to durability.

What You Get by Day 90

  • A repeatable revenue operating model

  • Clear ownership across GTM

  • Trusted data and reporting infrastructure

  • AI integrated into workflows without creating overlap

  • Documented playbooks for scale

Where I Focus

  • Scalable Revenue Playbook

    • We codify what’s working:

      • Deal inspection standards

      • Qualification clarity

      • Multithreading discipline

      • Messaging alignment

    • This becomes teachable, repeatable, scalable.

  • Cross-Functional Alignment

    • Sales, marketing, product, and CS are not operating in silos.

    • Customer feedback loops become structured.

    • Revenue conversations become shared, not isolated.

  • AI Operating Model

    • We establish clear principles:

      • Where AI accelerates

      • Where humans own judgment

      • Where clean data feeds automation

      • Where overlap gets eliminated

    • The goal is not to layer more software. The goal is to build a future-ready revenue team that uses AI intelligently.

  • Leadership Development

    • High standards. Clear expectations.

    • Coaching that strengthens both confidence and accountability.

    • I am direct. I am empathetic. I move fast. And I expect leaders to grow alongside the business.

What Success Looks Like

  • By Day 90:

    • The revenue engine is predictable

    • Forecast confidence is higher

    • The team understands what “good” looks like

    • AI is supporting performance, not creating noise

    • Growth feels structured, not chaotic

How I Lead During These 90 Days

I am independent and results-driven.
I make rapid decisions when needed.
I value collaboration, but I do not wait for endless consensus.

I believe in people deeply.
I expect performance.
I hold high standards because I care about impact.

Recognition matters to me because team progress matters to me.
Significance matters because growth should mean something.

If something isn’t working, I will say it.
If something is fixable, we fix it.
If something is strong, we scale it.

The Bottom Line

The first 90 days are about establishing clarity, removing friction, and accelerating revenue without creating long-term complexity.

You do not hire me to observe.
You hire me to build momentum.

And by Day 90, you feel it.