How I Build Revenue Engines

Revenue at scale is not about effort.
It is about structure, signal, and disciplined execution.

At $50M-$300M ARR, growth stalls for predictable reasons:

  • Forecast noise replaces visibility.

  • Complexity outpaces clarity.

  • Tech stacks expand without cohesion.

  • AI gets layered on top of weak foundations.

I build revenue engines that are predictable, measurable, and durable under scrutiny.
This is the approach I bring when entrusted with revenue leadership in growth-stage companies.

1. I Establish Ground Truth

Board confidence starts with data integrity.

I begin with a full diagnostic:

  • Pipeline construction and stage hygiene

  • Forecast logic and deal inspection rigor

  • Conversion rates and velocity benchmarks

  • CRM data cleanliness and reporting architecture

  • Cross-functional revenue dependencies

I spent ten years at Tableau. I care deeply that data is trusted, accessible, and usable across the organization. If reporting is unreliable, leadership decisions become reactive.

We fix signal before we scale motion.

3. I Deploy AI as Leverage, Not Decoration

AI is an accelerant, not a strategy.

I focus on measurable impact:

  • Automating repetitive rep workflows

  • Surfacing deal risk earlier

  • Improving coaching through pattern recognition

  • Enhancing pipeline visibility with intelligent alerts

AI only works when:

  • Data is clean

  • Ownership is clear

  • Workflows are defined

  • Human judgment remains central

I do not introduce overlapping tools that increase cognitive load or erode accountability.

The goal is productivity and insight, not experimentation theater.

5. I Build for Durability

I do not build revenue models dependent on personality or heroics.

I build systems that:

  • Withstand board-level scrutiny

  • Scale through leadership transitions

  • Adapt to market shifts

  • Produce measurable leading indicators

By Day 90, there is clarity.
By Month 6, there is momentum.
By Year 1, there is durability.

2. I Simplify Before I Scale

Mid-stage companies accumulate complexity.

Multiple dashboards.
Redundant tooling.
Unclear ownership.
Too many “priorities.”

I remove structural drag.

  • Clear definitions of pipeline stages and qualification standards

  • Consistent forecast cadence and accountability

  • Tool consolidation where ROI is unclear

  • Defined operating rhythms across Sales, Marketing, and CS

The objective is not more process.

It is operating discipline that produces predictable outcomes.

4. I Institutionalize Accountability

Revenue performance improves when standards are explicit.

When I lead revenue:

  • Forecast discussions are evidence-based

  • Coaching is structured and metric-aligned

  • Performance expectations are transparent

  • Cross-functional alignment is operational, not aspirational

I am direct and decisive.
I move quickly when clarity exists.
I slow down only when deeper diagnosis is required.

High standards are not negotiable.
Neither is respect.

What Changes When I Lead Revenue

  • Data becomes trusted across the executive team.

  • Forecast confidence increases.

  • AI supports decision-making instead of distracting from it.

  • Pipeline health becomes visible and inspectable.

  • Complexity reduces. Accountability increases.

  • Growth becomes structured, not episodic.

You do not hire me to manage activity.

You hire me to build a revenue engine that performs under pressure and scales with discipline.