Execution Playbook
Daily framework, AI workflows, pipeline management, salary positioning, and company evaluation criteria. The operating system behind the operator.
Daily Execution Framework
AI-Powered Workflow
Pipeline Management
Salary Positioning Framework
For the type of outbound role I'm targeting, I'm focused on opportunities with a base of $70K+ and strong OTE upside. I'm looking for compensation that aligns with the level of activity ownership, pipeline responsibility, and performance I know I can bring.
Negotiation Rules
Green Flags
Clear base + variable split with documented OTE calculation
Accelerators above quota — rewards overperformance, not just attainment
Ramp period with guaranteed minimum during first 90 days
Transparent quota methodology based on historical data
Comp plan reviewed and adjusted annually based on market data
Red Flags
Base below $50K with "unlimited OTE" — usually means the base is subsidizing a broken comp plan
No clear quota or OTE calculation — if they can't explain how you earn, they haven't thought about it
"We'll figure out comp later" — comp should be defined before you start, not after
Comp tied to team performance, not individual — your output should drive your earnings
Clawback provisions on earned commission — earned is earned
Company Evaluation Criteria
The same rigor you apply to qualifying prospects — applied to qualifying companies.
Does the product solve a real problem? Is there customer proof?
Who's invested? What stage? Is there runway?
Is the sales leadership experienced? Do they invest in their team?
G2 reviews, case studies, NPS scores, customer logos?
Is the market growing? Is there pull or just push?
Is the SDR/BDR role well-defined? Clear expectations?
Base + OTE aligned with market? Clear quota methodology?
Is there a team? A manager? A career path within the function?
How do SDR-to-AE handoffs work? Is there friction?
Who would you report to? Are they invested in development?
How long do SDRs stay? High turnover = red flag.
Is remote supported with proper tooling and culture?
Can you grow within the SDR/BDR function — not just out of it?
Salesforce/HubSpot, Outreach/Salesloft, ZoomInfo/Apollo, Gong/Chorus?
Could this be a 3+ year company? Does everything align?
"I've never approached my career with a spray-and-pray mindset. I don't mass apply. I prospect. The same way I work outbound sales is the way I approach my next opportunity: targeted, researched, and intentional."