What Scaling Coupa Taught Me About Building Before You're Ready
I joined Coupa when annual recurring revenue was under $1 million. When I left, we were at $100 million ARR and had completed a successful IPO. The sales organization grew...
Continue ReadingRemoving Obstacles Is the Real Job of Leadership
After more than 25 years building go-to-market organizations, I've held a lot of titles. CRO. VP of Sales. Senior executive. Board member. But the belief that has shaped how I...
Continue ReadingThe Sales Org of 2028 Will Look Nothing Like Today's
I've spent more than 25 years building and scaling go-to-market organizations, from three-person sales teams to global operations of 85 and 100 people at companies like Tipalti and Coupa. I've...
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