How I work
Every engagement begins with understanding.
I don't arrive with a pre-built framework. I start by diagnosing the structural reality of your post-sale organization — where performance is constrained, where commercially-focused design is absent, and where the highest-leverage interventions lie.
From there, the depth of involvement is determined by what the business requires.
Three modes of engagement
Advisory Architecture.
Defining operating models, segmentation logic, governance frameworks, and commercial KPIs. Designed for leadership teams that need strategic clarity and a structured roadmap before committing to execution.
- Best fit
- Leadership teams facing a strategic inflection — upmarket, post-round, or a new CRO inheriting a post-sale function that needs structural redesign.
- What you get
- An architected operating model, segmentation logic grounded in revenue potential, governance frameworks, and a commercial KPI set — delivered through working sessions, not deliverable-drops.
- What it requires
- An executive sponsor and willingness to question the current model publicly with the team.
Hands-On Design and Implementation.
Leading specific initiatives — onboarding redesign, health model construction, Enterprise account governance, tooling evaluation and implementation oversight. Appropriate when internal capability exists but execution requires senior direction.
- Best fit
- Teams with a clear structural gap they have diagnosed but not yet designed around, or a specific post-sale initiative that needs senior hands on it.
- What you get
- A designed and implemented artefact — redesigned onboarding, a constructed health model, an Enterprise governance framework, or a tooling implementation — owned by your team.
- What it requires
- A named internal owner and a willingness to hold the line on a single well-scoped problem.
Scaled Execution Support.
Where broader execution is required, I work alongside internal teams or trusted partners to ensure that strategic design translates into operational reality. The architecture remains consistent. The delivery is resourced and enabled properly.
- Best fit
- Growth-stage SaaS organizations where post-sale redesign must land across multiple teams or geographies over sustained periods.
- What you get
- Continuity of architecture across execution — with delivery resourced and enabled through your team or trusted partners, not re-invented each time.
- What it requires
- Executive sponsorship and a genuine appetite for structural change.
The structure follows the need — not the other way around.
First step
Start with the diagnostic.
Every engagement — advisory, design, or scaled — begins with the same structured first conversation. No agenda. No proposal. Just a clear-eyed look at where the structural gaps are and whether I'm the right fit to address them.