Sales & account management

Understand a business's real problem before proposing anything.

Nobody here sells a system that should not be built. The job is to understand the operation well enough to describe the problem back to the person running it, and then to say plainly whether we are the right answer, a partial answer, or the wrong company entirely. Turning work down is part of the role, not a failure of it.

What the week looks like

• Discovery conversations with operators, not only buyers
• Scoping alongside the engineers who will build it
• Proposals that state the risk as well as the plan
• Owning the relationship after the sale