4 years ago, I wrote code for Sky UK.
Now I run sales, but really never left engineering.
I studied engineering in university, then worked at Merkle writing software for Sky
The clear path was to stay on that track and climb. We started SOL MEDIA SOLUTIONS instead, and I moved into sales.
At first, it seemed like a clean break from one field to another. But after 4 years, I realise I never truly left engineering.
In sales, everything is a process. Pipeline, the way deals get built, how growth actually shows up: none of it is luck or pure effort. It's a system you design, the same way you would design anything technical.
An engineer looks at a system and asks where it breaks and what part repeats. We must look at GTM the same way.
Most people treat growth as an effort problem. Pipeline gets thin, so you push harder. More activity, more hands.
But effort resets to zero every month.
So if your growth depends on everyone working harder than the month before, you don't have a GTM system yet. You have a team carrying the weight.
Four years in, the part of the job that still feels like engineering has nothing to do with code. It's building the thing that holds when no one is pushing.
PS: I'm curious to know, what from a past career still shapes how you work?
This is how we think and execute. If you want to see how it would apply to your case, let's talk.
