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Cross functional and organizational dynamics for a CRO (AJ Tennant)

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Cross functional and organizational dynamics for a CRO (AJ Tennant)

AJ Tennant, Founder of Tenacity Capital and ex-CRO at Glean, spent three years scaling the company to $100M+ ARR. The hardest problems were rarely in the sales org. They lived in the CEO relationship, the board room, and the R&D roadmap.

He shares how he and CEO Arvind settled their AE to SE fight, why GTM strategy is entirely the CEO's remit, and the board-meeting lesson that changed how he brings decisions forward.

Topics discussed:

  • Reforming QBRs into future-focused problem solving

  • Extending recognition beyond sales to engineers

  • Resolving the CEO and CRO fight over solution engineers

  • Why GTM strategy is entirely the CEO's remit

  • Giving the board pipeline generation accountability

  • The board-meeting lesson on strong points of view

  • Building CEO and CRO trust through time and meals

  • Aligning R&D when moving upmarket into security-heavy deals

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