Evan Rennix

Full GTM engagement for B2B SaaS and tech-enabled companies: ICP, messaging, sales motion, RevOps, pricing, and the next hiring decisions, treated as one connected system rather than five separate initiatives.

Embedded GTM support inside leading accelerator cohorts, covering capital raising alongside the build toward a founder's first $1M in revenue. Runs in-person and virtually.

Ongoing observations from the field: relationship-building in fundraising, the gap between knowing a framework and executing it, and how environmental pressure reshapes revenue roles. Updated as the team publishes.

Tom Blomfield (Monzo, GoCardless) on the progression from unpaid pilots to tight, recurring-revenue contracts. Names the specific point where founder-led sales usually stalls.

Pete Koomen, who scaled Optimizely to $100M ARR, breaks down the enterprise sales funnel for technical founders with no sales background. Practical, not motivational.

A worked example, not a principles list - sequencing a pre-seed company's GTM plan toward its first $100K ARR.

Four conditions must be true before the hiring clock starts: ICP, message, channel, and repeatability on strangers. If any answer is approximate, the motion isn't ready to staff.

Pipeline execution before permanent headcount. Darwinian proves the AE/SDR operating design before any full-time hire is made so the motion is repeatable before it's staffed.

Temp-to-perm lets a company prove a sales role and motion before committing permanently. The model that reduces the most common first-hire failure, putting a permanent hire into a role that hasn't been validated.

Full-cycle rep, AE, or VP of Sales, each profile solves a different problem. This guide maps which first hire fits which situation and what goes wrong when founders choose the wrong one.

The bridge between founder-led selling and a permanent VP of Sales hire. For B2B SaaS teams that need operating discipline, pipeline cadence, and sales process before committing to a full-time sales leader.

Darwinian's recruiting practice for CRO, VP Sales, RevOps, SDR, AE, and manager roles. For founders ready to staff a proven motion with the right people, not generalist hires.

A fractional CRO is a part-time senior revenue leader who diagnoses and improves a company's revenue system before or instead of a full-time hire. The definition to read before evaluating any fractional engagement.

A stage-by-stage guide to fractional executive hiring from $0 to $20M ARR covering when a fractional CRO makes sense, what metrics trigger the hire, and when to convert to full-time. Gives founders a clear external framework for timing the decision.

Darwinian's fractional CRO engagement: pipeline diagnosis, RevOps, and sales execution before a permanent hire. Covers scope, fit criteria, and what the engagement produces.

The fractional vs full-time decision depends on whether the revenue system is ready to be run or still needs to be built. Hiring a full-time CRO into a broken environment is one of the most expensive mistakes in B2B SaaS, this comparison explains why.

A fractional CRO owns the revenue system. A VP of Sales owns the sales team. This comparison maps which problem each role is designed to solve and which one the founder actually has.

Darwinian, GrowthX, Winning by Design, and independent operators, compared honestly by model, scope, and which revenue problem each is built to solve. For founders actively shortlisting fractional CRO options.