SE Leadership
The Dark Org Chart
Every company has two org charts. The formal one requires an invitation. The other runs on influence, and it usually decides who gets promoted.
Read →Writing
Essays on Sales Engineering, AI transformation, and enterprise GTM
SE Leadership
The Super Buyer Problem
AI is giving SE teams an enormous edge over buyers right now. That asymmetry won't last. The leaders who see it coming are already building for the world after it.
Read →SE + AE Partnership
Our Plan, Our Quota
The framing shift that changes the AE-SE pipeline conversation from a fight into a partnership. One tweak, and both sides make the number more often.
Read →AI + Leadership
From Answers to Action
AI makes any analysis instant. The new challenge is knowing which questions are worth asking and being ready to act on the answers. A four-part framework for turning AI insights into real decisions.
Read →AI & The SE Role
What AI actually does to a Sales Engineering team, and what we're figuring out together
The real question isn't whether AI replaces SEs. It's which parts of the job change, which parts don't, and how teams navigate that transition together. Here's what we're learning in real time.
Read →SE Leadership
The Nine-Month Problem
Every SE team has a version of the same deal in their pipeline. It started well and somehow stalled. Here is why ramp takes so long, and what the fastest-ramping SEs do differently.
Read →Deal Execution
Discovery That Actually Works
Most SEs treat discovery as a box to check before the demo. The ones with the highest win rates treat it completely differently.
Read →SE Skills
How to Run a Demo That Actually Moves a Deal
The best demos aren't the most thorough ones. They're the ones where the customer feels genuinely understood.
Read →Deal Execution
Building Technical Champions
Every enterprise deal has someone who will fight for you when you're not in the room. Or someone who won't. Here's how to build the real thing.
Read →Deal Execution
Handling Technical Objections
The objection is rarely about the technology. Here's how the best SEs figure out what's really being asked, and what to do about it.
Read →Deal Execution
When You're Not the Only One in the Room
Competitive deals aren't won by attacking the competition. They're won by being the SE the customer trusts most.
Read →SE Leadership
The AE-SE Partnership
The quality of this relationship often determines the ceiling on what's possible in a deal. And when it's great, it's one of the best things about this job.
Read →Career
SE Comp and Career
SE stands for Sales Engineer. Big S, big E. The companies that get comp right understand that, and build their programs accordingly.
Read →SE Leadership
The SE Manager's First 90 Days
The transition from top SE to SE manager is harder than most people expect. Here's what actually matters in the first three months.
Read →AI and SE
AI Tools for SEs Right Now
The tools that are actually changing how SEs work today, not the ones that might matter someday. Practical, specific, and field-tested.
Read →SE Leadership
What executives actually want from a QBR
The SE is the only person in a QBR with the credibility and context to make it genuinely valuable for the customer. Here is what the best ones do with that.
Read →POV Strategy
5 signs a POV is already dead, and how to avoid them
Most POVs fail before they start. After working through hundreds of enterprise evaluations alongside sales teams, here are the patterns that show up every time.
Read →Hiring
SE hiring is harder than it looks, and most interview processes make it worse
Most SE interview processes select for the wrong things. After rethinking how our team evaluates candidates, hire quality improved significantly. Here's what we changed and why.
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