How Real Leaders Show Up Under Pressure | Inside Kent Richeson’s Pitch Arena

Michelle Terpstra

Published on: 13/03/2026

Explore how authenticity and resilience are reshaping investment and leadership in the startup world. Discover insights from Kent Richeson on why genuine behavior under pressure matters more than polished pitches, and learn how innovative formats like The Cut are challenging founders to reveal their true selves. Dive into the 'have-to-have' economy and understand the critical role of trust and human connection in today's high-stakes environment.

High Performance

You Didn’t Hire the Wrong Rep. | You Designed the Wrong Sales Role

Michelle Terpstra

Published on: 05/03/2026

Struggling with unpredictable sales results? Wondering why your sales team isn’t hitting targets despite hiring effort? The root cause often isn’t talent, it’s role design. In this post, you'll learn how to craft a sales role tailored to your business stage, focusing on the hybrid account executive that can generate leads, book calls, and close deals. Plus, practical strategies to structure compensation and set your team up for success. Drawing from industry insights and real-world examples, this guide helps founders avoid common pitfalls, understand role requirements, and create scalable, repeatable sales systems. Whether you’re just starting to hire or scaling fast, these tips will empower you to align your sales roles with your company's growth stage and revenue goals. Let’s dive into how to design sales roles that truly drive predictable revenue and unlock your business’s growth potential.

Sales Strategies