Your Role and First 90 Days
Understand exactly what you are being hired to solve, what success looks like, and what you are building first.
Why this matters
Anil hired you to solve two specific problems and gave you a measurable mandate. The risk is not that you build the wrong thing technically — the risk is that you build the wrong thing strategically because you skipped grounding. This module forces you to write down what you think the job is, before day one, so you can compare it against what you learn in week one and update fast.
The two problems Anil named
- Existing business visibility: no centralized view of account health, usage, and expansion signals across Salesforce + HubSpot + product usage + Common Room. AEs like Will manage growth manually and cannot see the full picture.
- Inbound noise: lead volume is healthy but signal-to-noise is poor. No scoring or tiering layer to route the right accounts to the right AE.
Sequencing: existing business first. Solve internal blindness before pointing cannons outward. This is also where Will feels the most pain.
North star metrics
- Sales Accepted Leads (SALs) — quality of inbound and outbound routing
- Upsell opportunities created — output of the account health system
90-day build sequence
Days 1–30: Audit, listen, document the gap
- 1:1s with Anil, Will, Selina, Anna, all AEs, Marketing
- Map every system in the GTM stack: Salesforce, HubSpot, Clay, Common Room, n8n, product telemetry, Compass
- Document data freshness, owner, gaps, integration state
- Inventory existing scoring or tiering logic (formal or informal)
- Deliverable: Account Intelligence Gap Analysis
Days 31–60: Ship v1 account health + first n8n automation
- Build account health scoring model in Postgres + SQL
- Surface scores in Salesforce account view
- Stand up first n8n workflow: health score threshold → Clay enrich → AE Slack alert
- Deliverable: working account health dashboard AEs actually open
Days 61–90: AEs using it, first upsell surfaced, inbound scoring live
- Iterate scoring model based on AE feedback
- Add inbound scoring layer: form submission → Clay + Claude API → tier → route
- Track: did this surface a real upsell? did it reduce inbound noise?
- Deliverable: measurable impact — at least one tracked SAL or upsell opp
Your stack
- Salesforce + HubSpot — CRM + marketing data, source of truth
- Clay — enrichment (firmographics, technographics, contacts)
- Common Room — OSS user signals (who from a target account is touching Dagster OSS)
- n8n — automation and orchestration of GTM workflows, self-hosted
- PostgreSQL + SQL — scoring models and the analytical layer
- Python — enrichment logic, custom transforms, glue
- Claude API — AI scoring, qualitative enrichment, summarization
Week 1 activation items (require internal access)
- Confirm Anil's two-problem framing still holds; confirm SAL + upsell opps are still north stars; confirm sequencing.
- Get access: Salesforce, HubSpot, Clay, Common Room, n8n, Postgres, Compass.
- Inventory existing scoring/tiering logic — owner, last change.
- Schedule 1:1s with all AEs (not just Will). Same five questions to each.
- Get raw Compass usage data export — your first dataset for v1.
- Pull last 12 months closed-won/lost to validate ICP against reality.
Hands-on exercises
One-page brief: What I Am Building in My First 30 Days and Why
Auto-savedWrite a one-page brief titled 'What I Am Building in My First 30 Days and Why.' Use only what you know from the interviews and this module. No unstated assumptions. End with 'Things I need to learn or validate on day one' — list at least five.
Self-check
Answer from memory first. Then reveal the model answer and grade yourself honestly.
State the two problems Anil named and which one you solve first and why.
What are your two north star metrics?
What is the deliverable at day 30, day 60, and day 90?
Name three systems in your stack and what each is for.
What is the single biggest assumption in your 30-day plan that day one might invalidate?