Ben Foley · GTM OperatorEvery Saturday, a 5-minute essay on what it actually takes to build a GTM org that scales. Subscribe and instantly download my AE Hiring Playbook — the 5-stage process I've used to hire 60+ AEs.
Joined by 2,200+ operators from Series A–C GTM teams.
Hi, I'm Ben. I went from AE to VP of Sales in 6 years — managing 60+ reps at an $8.5B company, making half a million dollars a year. I also had no sense of purpose, no idea who I was outside of my number, and was more anxious than I'd ever been. Turns out chasing the wrong thing fast still gets you nowhere. Now I write about both.
How to excel in GTM leadership in a world that rewards builders over title-chasers.
Read on Chalk Tracks →You don't need more reps. You need proof the motion works.
Read on Chalk Tracks →Focus is not a constraint on growth. It is the thing that creates it.
Read on Chalk Tracks →A simple 5-step process to super-charge your growth.
Read on Chalk Tracks →How to land your first 10 logos as a founder.
Read on Chalk Tracks →The 4-step process I've used to land 30+ jobs in 10 years.
Read on Chalk Tracks →I work with founders, CROs, and revenue leaders at Series A–C companies who want to build the operating system underneath the number — not just hire more reps. Pick the shape that fits where you are.
Embedded with your leadership team as the operator running the rhythm — forecast, pipeline inspection, comp & territory, enablement cadence, and the systems rewrite that makes it all repeatable.
Paid 2-week diagnostic across your GTM org, followed by a focused build sprint on the highest-leverage rebuild: territory model, comp plan, forecast cadence, or enablement curriculum.
Monthly working sessions with you and your leadership team, plus on-site SKO / leadership offsites. The conversation I wish someone had with me when I was first in the seat.
Every template below is live, usable work product — pulled from the systems I've built at Flock, Edia, and beyond. Models are interactive. Drop your email, get the link, make a copy, ship.
The full narrative of how I built and scaled the Flock Safety Local Markets BU from $0 → $30M+ ARR in 8 quarters. Motion design, territory model, ideal rep profile, enablement and onboarding curriculum.
The weekly, bi-weekly, and monthly rituals that drive pipeline accountability and forecast rigor across a quarter. The operating system I've rolled out at Flock and Edia.
How to apply MEDDPICC to forecast submission. Stage gate criteria, deal scoring rubric, rollup logic, and AE/first-line training material.
Live forecast tracker with week-over-week pipeline movement, materialization rates by stage, and slippage tracking. Plug your own numbers in below.
Headcount capacity model. Ramping vs. ramped reps, attrition assumptions, quota capacity by segment, and a hiring timeline that ties to plan.
Full revenue org comp model. AE, SDR, and manager OTE design with accelerators, draw schedules, and quarterly true-up logic.
End-to-end hiring playbook for AEs. Ideal rep profile, sourcing strategy, 5-stage interview process, scoring rubrics, and comp benchmarks.
Drop in your ARR target, ACV, and funnel rates — get the pipeline, meetings, and fully-ramped AE capacity required to hit plan.
If any of this resonated, the newsletter is where it all lives. Honest writing from inside the work — and a few templates I wish I'd had earlier.
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